Director, Business Development – Biologics

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

📋 Description

• Take ownership of and drive regional P&L performance, being responsible for strategy, pipeline, and revenue growth within biologics CDMO services.

• Develop and oversee senior client relationships, guiding intricate, high-value opportunities through the entire commercial lifecycle while coordinating with global cross-functional teams to achieve desired outcomes.

• Utilize extensive biologics domain knowledge, sound commercial judgment, and executive communication skills to navigate complex stakeholder environments.

• Foster sustained growth through the acquisition of new clients, execution of strategic deals, and enhancement of long-term partnerships within a global, matrixed organization.

• Manage and grow the region with full responsibility for revenue, pipeline, and new business closures, focusing on both early-stage (CLD/FIH) and late-stage (Tech Transfer/PPQ/Commercial) opportunities.

• Lead intricate deal cycles from start to finish: including prospecting, RFx, solution development, proposal creation, negotiation, and contract execution, ensuring high-quality, competitive, and timely submissions.

• Build and enhance relationships with biotech and pharma clients, serving as the primary commercial point of contact and fostering trust through a solid understanding of technical requirements, timelines, and business priorities.

• Propel new customer acquisition through targeted outreach, participation in conferences, and conversion of inbound leads, closely coordinating with internal sales and marketing teams.

• Collaborate with global scientific, technical, and delivery teams (U.S. & India) to develop distinct, client-centric solutions that align with operational capabilities.

• Maintain robust pipeline visibility, forecasting accuracy, and adherence to CRM (Salesforce) processes, which includes weekly updates and effective management of lengthy sales cycles.

• Work cross-functionally with scientific, operations, finance, legal, and project management teams to align expectations and ensure smooth execution.

• Proactively manage stakeholder expectations while identifying opportunities to enhance commercial value and foster long-term account growth.

• Ensure high-quality and timely RFx and proposal execution in collaboration with global teams, while negotiating contracts with strong commercial acumen and maintaining proposal speed, forecasting accuracy, and strict quality and time discipline.

⛳️ Requirements

• Bachelor’s or Master’s degree in a relevant scientific discipline.

• An MBA or PhD in a relevant scientific field is preferred.

• Expertise in commercial matters with experience in life sciences, complemented by foundational knowledge of CDMO sales in biologics, including development and GMP manufacturing programs.

• Proven track record of managing both early-stage and late-stage client engagements successfully.

• Demonstrated capability to work independently with a strong executive presence and operate as a territory owner.

• Annual quota responsibility exceeding $15M USD with a history of consistently surpassing targets.

• Familiarity with CLD, upstream/downstream development, tech transfer, PPQ, and commercial manufacturing.

• Experience working within a matrixed, global organization across multiple time zones.

• Direct experience collaborating with India-based delivery or scientific teams.

• Background in consultative, technical sales within complex customer organizations.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Professional development opportunities