What are the responsibilities and job description for the Director, Business Development (North East) position at Phlow Corp?
Description
The Director, Business Development will focus on identifying and securing new business opportunities for Phlow's small molecule PR&D, kilo and metric-ton drug substance facilities. The primary focus is lead generation, proactive prospecting, and building a robust sales pipeline to drive organizational growth. This role requires strong expertise in identifying high-value opportunities in the pharmaceutical and biotech industries and converting leads into long-term partnerships.
Requirements
1. Lead Generation and Prospecting
* Proactively identify and qualify new pharma and biotech leads through research, networking, cold outreach, and attending industry events.
* Develop and execute a robust prospecting strategy to build a consistent pipeline of potential clients.
* Diligently maintain Phlow's CRM system, market intelligence platforms, and industry databases to ensure effective follow up, and internal dissemination of information.
* Collaborate with Marketing to create customized outreach campaigns tailored to potential clients' needs and challenges.
2. Client Engagement
* Conduct discovery meetings with prospects to understand their requirements and pain points, both face-to-face and via videoconference
* Understand and clearly communicate the company's small molecule CDMO capabilities, including development and manufacturing services.
* Establish trust and rapport with prospective clients as the initial and ongoing commercial point of contact.
* Manage the entire CDMO business cycle including identification of leads, their qualification, establishing CDAs, processing RFPs, generation of Proposals to meet client needs, contract negotiations, and business closure.
* Build long-term relationships with prospects through consistent follow-ups and tailored communication and being the "voice of the customer" within Phlow.
3. Target Achievement
* Meet or exceed individual and organizational revenue and sales targets.
* Regularly review sales performance metrics and adjust strategies to ensure alignment with goals.
* Identify high-value opportunities within the existing pipeline and prioritize efforts to close deals efficiently.
* Ensure accurate forecasting and reporting of sales activities, pipeline progression, and revenue projections.
4. Industry Networking and Representation
* Professionally represent Phlow at industry conferences, trade shows, and other networking events to identify new opportunities and build existing relationships.
* Develop a strong personal presence in the pharmaceutical and biotech industries to position Phlow as a partner of choice for advanced manufacturing.
5. Collaboration and Pipeline Management
* Serve as the primary interface between client and internal teams including R&D, manufacturing, and project management, to ensure alignment and delivery of client projects.
* Work closely with finance and legal teams to structure competitive and profitable proposals.
* Provide regular client feedback to internal stakeholders to support service improvement and innovation.
* Contribute to team and departmental initiatives outside of day-to-day business development activities.
* Other duties as assigned.
Essential Job Duties & Responsibilities
To successfully perform in this role, candidates must perform each essential job duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Experience & Qualifications:
* >10 years of combined business development/sales and scientific/technical experience in the pharmaceutical, biotechnology, or life sciences industries, at least 3 of those spent selling drug substance CDMO services.
* Startup experience preferred.
* Understanding of the proposal development process, building quotes, budgeting, and managing activities to defined timelines.
* Existing customer network, positive relationships, and in-depth knowledge of agreement negotiation and execution from a previous drug substance CDMO business development role.
* Mindful listener and communicator with ability to present and express ideas and information clearly and concisely in a manner appropriate to audience, whether verbal or written.
* Excellent interpersonal skills, with an ability to articulate solutions to customers as a trusted advisor.
* Highly motivated and able to work independently, multi-task, and set priorities.
* Proficiency in Microsoft Office, CRM, and lead generation tools.
* Remote role, located in the assigned Territory.
* Ability and willingness to travel for client visits, industry events and to Phlow's sites, as required (approx. 50%).
* This role requires authorization to work in the United States as defined by applicable laws and regulations.
Education & Certifications
Bachelor's degree in Physical or Life Sciences required; post graduate scientific degree preferred
Phlow provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, or status as a protected veteran. In addition to federal law requirements Phlow complies with applicable state and local laws governing nondiscrimination in employment in every location in which the organization has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.?
At Phlow, we are committed to our people. We strive to create a best workplace in the world through providing world class benefits and creating a culture around our shared values. We are proud to be a certified Great Place to Work.
