Senior Director, Integrated Solutions – Commercial Leader

This is a fully remote position, open to applicants in California, +8 more states.

📋 Description

• Formulate and implement a global growth strategy for Integrated Solutions that aligns with corporate goals and regional commercial priorities.

• Lead, mentor, and cultivate a team of regional Business Development Managers.

• Enhance organizational capabilities through talent development, succession planning, performance management, and continuous coaching.

• Collaborate with Sales, Marketing, Product Management, Operations, and Executive Leadership to pinpoint market opportunities and drive growth.

• Promote the adoption of integrated bioprocess workflow solutions.

• Establish and oversee KPIs, pipeline health metrics, forecasting accuracy, and commercial performance metrics.

• Achieve or surpass annual targets for bookings, revenue, and profitability.

• Cultivate and sustain trusted relationships with executive stakeholders in leading biopharmaceutical firms.

• Lead customer interactions at the executive level, negotiations, and strategic account planning efforts.

• Develop partnership strategies with clients, engineering firms, system integrators, and other ecosystem partners.

• Guide the identification, qualification, and progression of complex solution-selling opportunities.

• Support tailored integrated workflow solutions that address customer business, operational, and technical challenges.

• Collaborate with Proposal Management, Project Management, Field Applications Scientists, and Service teams to ensure deal execution, project delivery, customer adoption, and success.

• Broaden opportunity scope by strategically positioning Repligen's integrated solutions portfolio.

• Act as an executive escalation point for critical customer issues.

• Promote accountability, collaboration, innovation, continuous improvement, and customer success.

• Maintain an industry network to uncover opportunities, technology trends, competitive dynamics, and strategic partnerships.

• Represent Repligen at conferences, customer meetings, and industry events.

• Provide market intelligence and customer insights to Product Management and R&D.

• Monitor customer needs, market trends, and competitive activities to guide commercial strategy.

⛳️ Requirements

• Bachelor's degree in Engineering, Life Sciences, Biotechnology, Biochemical Engineering, or a related technical field; advanced degree preferred.

• Over 12 years of progressively responsible commercial sales experience in the biopharmaceutical, biotechnology, or life sciences sectors.

• Proven track record of leading complex, multi-product, enterprise-level solution sales initiatives while fostering business growth and customer value creation.

• At least 3 years of experience in people leadership, including coaching, talent development, organizational capability enhancement, and leading high-performing teams.

• Comprehensive understanding of bioprocessing operations, encompassing process development, manufacturing, scale-up, automation, commissioning, qualification, validation, and GMP environments.

• Exceptional executive-level communication, negotiation, and relationship management abilities.

• Capacity to build trust, influence decision-making, and drive alignment among stakeholders.

• Proven aptitude for influencing cross-functional teams and stakeholders without direct authority in a highly matrixed global environment.

• Strong business acumen, with capabilities in financial analysis, forecasting, and strategic planning.

• Excellent verbal, written, presentation, and executive communication skills.

• Residing near a major biopharmaceutical hub or key customer decision-making center.

• Willingness and ability to travel globally up to 50% of the time.

• Comfortable interacting with C-suite executives and senior business leaders.

• Demonstrated executive presence and ability to represent Repligen at the highest levels of customer organizations and industry forums.

• Results-driven leader with strong collaboration, accountability, organizational skills, and a commitment to achieving business outcomes.

• Self-motivated and capable of functioning effectively in a highly matrixed global environment.

• Proven commitment to customer focus, continuous learning, innovation, and people development.

• Valid passport and driver's license required.

🏝️ Benefits

• Variable cash programs (bonus or commission)

• Equity may be offered for eligible positions

• Paid time off

• Health insurance

• Dental insurance

• Vision insurance

• Retirement benefits

• Flexible spending accounts