Director Business Development

Written By Dan Swanson
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TITLE: Director Business Development

DEPARTMENT: Business Service Operations

REPORTS TO: Chief Business Officer

CLASSIFICATION: Exempt (salary)

STATUS: Full Time

LOCATION: Varies Between Remote, at a Client Site and at an office

cGMPnow accelerates next generation therapies to patients by providing GMP Systems Engineering (Project Management, GMP Manufacturing Equipment, GxP Computerized Systems, Commissioning/Qualification/Validation, and Procurement) as well as cGMP consulting services using project-dedicated expert resources.

POSITION SUMMARY:   

The Director of Business Development role is a senior, strategic position entrusted with cultivating new GMP business opportunities through the identification and development of prospective Clients, promoting the cGMPnow brand, oversight of client-relationship management and sales staff and initiatives, and the establishment of the strategic sales and marketing trajectory  for the company. The candidate must be a highly networked, meticulously organized, and experienced professional possessing a profound comprehension of the commercial, operational, and cultural dimensions pertinent to engineering and GMP-compliance consulting firms.

COMPENSATION & BENEFITS:

Salary Compensation Range: $225,000 - $300,000 annual 

Commission Potential Compensation Range: $250,000-$750,000+  annual 

This position is eligible for healthcare benefits with the employee base premiums 100% paid for by the company, enrollment in a retirement savings plan with company contributions, company matching of charitable contributions and is eligible for paid time off.  Project Development related expenses are eligible for reimbursement.

This position is also eligible for uncapped commission-based compensation as a percent of actual revenue received on sales attributable to the individual. 

Please note that the salary information is a general guideline only. Other factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience, education/ training, key skills as well as market and business considerations when extending an offer.


QUALIFICATIONS:

Must have excellent business development skills, be highly organized and detail oriented, able to service multiple clients simultaneously and be able to adapt to changing environments and priorities.  Must be a self-starter with the ability to work productively and meet benchmarks and goals in a timely fashion.  Strong interpersonal communication and organizational skills are required.  Experience in GMP-regulated industry with technical service provider firms is a must.  

  • Bachelor of Science Degree in Engineering, life science, or closely related discipline

  • 8+ years of experience in a Business Development direct or supporting capacity within the Pharmaceutical, Biotech, and Life Sciences industries (ATMP Preferred) including successful experience in selling technical services to GMP-regulated customers (e.g. Project Management, GMP manufacturing equipment specification & procurement support, GxP Computerized Systems, Commissioning, Qualification, and Validation, Architectural/Engineering,  cGMP Consulting)

  • Demonstrated ability to sell $10M+ in annual professional and/or consulting services

  • Well-established network of GMP clients that require and source services noted above 

  • Proven ability to leverage a deep network of C-suite and executive-level contacts within the pharma and biotech sectors.

  • Demonstrated experience and excellent competency in authoring proposals (including both the proposal body text and the backup spreadsheet calculations of labor/expense costs)

  • Deep understanding of GMP CAPEX project execution lifecycle and how GMP services fit into that lifecycle

  • Working knowledge of FDA, EMA, and other pharmaceutical regulatory standards and requirements

  • Knowledge and application of ISPE Baseline Guides, ISO 14644 and similar

  • Business Development staff oversight & management experience

  • Experience in the development and maintenance of branded marketing materials

  • Able to work in the US without sponsorship now or any time or in the future  


ESSENTIAL FUNCTIONS and RESPONSIBILITIES:

CLIENT DEVELOPMENT AND MAINTENANCE

  • Early stage Client identification

  • Ongoing Client development and maintenance

  • Maintains ongoing contact and relationship with existing and potential new Clients

  • Serve as the custodian of CRM data integrity, ensuring all records are updated accurately and consistently by the team

  • Establish and enforce CRM governance standards to ensure data remains a reliable 'source of truth' for the organization

  • Oversee the CRM lifecycle, maintaining high data quality by holding cross-functional users to rigorous update protocols

  • Document and track potential Client development leads from identification through proposal generation in the proprietary cGMPnow Customer Relationship Manager (CRM) tool

  • Solicit and document feedback from Clients regarding project execution and review with the Professional Services Operations team 

PROPOSALS

  • Expertly and quickly author proposals for small to medium sized projects (<$1M)

  • Lead team efforts to develop large proposals ($1M+)

  • Review proposals written by other Business Development team members to verify proposal alignment to cGMPnow Business Plan and brand

  • Document status of proposals in the proprietary cGMPnow CRM tool

  • Development & maintenance of Proposal Templates

STAFF MANAGEMENT & DEVELOPMENT

  • Provide oversight, support, and professional development of business development staff resources

  • Develop sales plan goals for Business Development staff and track progress against those goals

  • Support recruiting of additional Business Development resources 


GROWTH AND STRATEGY

  • Support development of the overall cGMPnow Business Plan

  • Help develop growth strategy , KPIs , Key accounts, target markets/clients

  • Development & maintenance of branded marketing materials

  • Support the development and rollout of additional GMP service offerings to meet industry needs

  • Develop and publish thought leadership content (e.g. white papers, case studies, professional media)

  • Represent the company as a domain expert through keynote speaking, panel participation, and industry publications

  • Support the overall Resource forecasting and allocation in alignment with Professional Service Operations

  • Develop and manage the annual Business Development budget

  • Build relationships with strategic partners that cGMPnow can collaborate with to win and execute large projects


SKILLS:

  • Ability to develop marketing materials and sell the following GMP services to Clients:

    • GMP Equipment specification & procurement

    • GxP Computerized Systems design and implementation

    • Facility/equipment/computerized systems commissioning, qualification, and validation

    • Facility Concept Design & Cost/Schedule estimates

    • Facility Architectural/MEP Design → Permit Drawings → Construction Drawings

    • GMP Consulting Services (Audits-Gap Assessments, Quality Systems development, NC/CAPA, Operational Readiness, PQ & EMPQ support) 

  • Strong candidate will possess the following key attributes:

    • Team player, hands-on attitude, willingness to be actively involved

    • Hard working, driven, results-oriented and focused on success

    • High ethical standards and integrity

    • Ability to perform work with little to no direction

    • Expertise in attending Life Science industry events, building professional networks, and nurturing client relationships

    • Track record of meeting or exceeding job expectations

  • Excellent oral and written communication

  • Professional media presence

  • Personal computer and keyboarding

  • Exemplary Customer service including attentive and active listening with management, employees, vendors and customers  

  • Critical thinking and problem solving

  • Time management, organizational and planning processes


KNOWLEDGE:

  • Operating standard office equipment including; personal computers, peripherals, and typical office equipment (telephone, copier, printers, scanners, etc.)

  • Microsoft Office Suite (Word, Outlook, PowerPoint, Excel) and other related software programs

  • Strong abilities with Google Suite (emphasis on Google Docs and Google Sheets generation and manipulation)

  • Adobe Creative Suite proficient


ABILITIES:

  • Highly skilled in managing multiple priorities and multi-tasking with frequent interruptions

  • Extremely flexible in times of change and can easily adapt to changing environments and priorities and maintain a positive attitude

  • Ability to be creative and innovative when faced with adversity and/or roadblocks

  • Take initiative and plan ahead

  • Maintain a good attitude while working under pressure and defuse stressful situations

  • Work in a team environment and work effectively with other departments to accomplish goals

  • Work effectively and collaboratively with other workstreams within cGMPnow

  • Ability to work efficiently in a remote work environment

  • Works effectively with Officers of the company

  • Work independently with little or no supervision

  • Plan, conduct and attend meetings in person or via teleconference software

  • Ability to build trust and rapport with existing and new clients

  • Ability to speak and write clearly and confidently


OTHER:

  • Willingness to travel locally, within 60 miles of residence, for business development at client site

  • Willingness to travel outside of local area up to 50% of the time over a calendar year

  • All other duties as assigned

PHYSICAL REQUIREMENTS:

The position requires intermittent physical activity of sitting, standing, walking, bending, stooping, crouching and lifting up to 25 pounds on occasion.  If you cannot do one of these physical requirements cGMPnow will make reasonable accommodations.  Must be able to talk, write and understand the English language. Able to type/keyboard or enter data using a computer up to 8 hours per day.  Must possess normal manual dexterity and eye-hand coordination.  If you cannot perform one of these physical requirements, cGMPnow will make reasonable accommodations.

cGMPnow is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: cGMPnow is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. cGMPnow will not tolerate discrimination or harassment based on any of these characteristics. 

The term “protected class” refers to groups of people who are legally protected from being harmed or harassed by laws, practices, and policies that discriminate against them due to a shared characteristic (e.g. race, gender, age, disability, or sexual orientation).

Disclaimer:

The preceding job description has been designed to indicate the general nature and level of work performed by the employee(s) within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees in this position.  Job descriptions are not intended as and do not create employment contacts.  The organization maintains its status as an at-will employer.

Dan Swanson