Business Development Director, CMC

This is a fully remote position, open to applicants in France.

📋 Description

• Meet annual sales objectives and foster territory development within designated EU accounts by formulating and implementing strategic account plans.

• Oversee the complete sales process, encompassing opportunity management, pipeline development, and precise forecasting in SFDC, ensuring that all customer information, account plans, and decisions are thoroughly recorded.

• Discover, prioritize, and pursue new business prospects utilizing available tools and market insights, while enhancing existing client relationships.

• Build, cultivate, and strengthen robust client relationships at various levels, managing expectations and ensuring a high level of customer satisfaction.

• Seek, develop, and expand partnerships with clients considering the outsourcing of CMC testing, including re-engaging inactive accounts and penetrating new strategic clients.

• Lead client engagements such as bid defenses, capability showcases, governance meetings, relationship assessments, and site visits.

• Contribute to proposal formulation, including defining scope, pricing strategies, contract negotiations, and providing competitive insights to optimize margins and win rates.

• Assess RFIs, RFPs, proposals, and budgets to ensure they align with client needs and business goals.

• Work collaboratively across departments with Commercial Development, Proposals, Marketing, Project Management, Operations, and other units to identify and secure multi-unit opportunities.

• Identify and communicate cross-selling opportunities across business units to enhance additional revenue.

• Maintain consistent interaction with leadership through weekly updates on sales activities, pipeline status, account strategies, and opportunity requirements.

• Develop and implement client call strategies and follow up on leads to achieve sales targets.

• Track market trends and competitors, offering pertinent intelligence to guide strategy.

• Effectively represent the organization’s capabilities and unique value propositions to clients and stakeholders.

⛳️ Requirements

• Bachelor's degree in Life Sciences or Business.

• Minimum of 6 years of sales experience in central lab services or CMC-related services.

• Proficiency in English.

• Knowledge of German, Spanish, or French is a plus.

• Experience in selling scientific, laboratory, or CMC/regulatory-aligned services to manufacturers or pharma/biotech companies.

• Ability to convey the advantages of outsourcing versus in-house testing and influence decision-making processes.

• Demonstrated capability to manage intricate sales cycles and engage in executive-level dialogues.

• Familiarity with EU regulatory frameworks concerning CMC testing.

• Experience working within a manufacturing context or selling to organizations considering laboratory partnerships.

• Proven track record in managing client relationships across various regions.

• Ability to navigate complex, multinational environments.

• Advanced skills in negotiation and strategic account planning.

• Strong relationship-building skills, easily connecting at all organizational levels.

• Excellent presentation and communication abilities.

• Comfort in working within complex, cross-functional, multinational frameworks.

• Proficient in digital tools, CRM systems (SFDC), and emerging technologies (including AI-enhanced tools).

• A collaborative mindset combined with a strong commercial drive and accountability.

🏝️ Benefits

• Flexible working hours.

• Remote position with occasional travel across Europe as necessary.