Director, Business Development (Viral Gene Therapy)
Company: FUJIFILM Holdings America Corporation
Location: Boston
Posted on: March 20, 2023
Job Description:
Overview
The Director, Business Development, Viral Gene Therapy (internally
known as Commercial Development Manager) sells FUJIFILM Diosynth
Biotechnologies' VGT services, presenting our technology that has
paved the way for the development of gene therapy as a potential
long-lasting therapeutic option. You will be selling our ability to
provide development, analytical, and manufacturing solutions for
viral product needs, including viral vectors for gene therapy and
gene-modified cell therapy. You will identify, manage the initial
qualification and close through the signing of a letter agreement
new business with new customer. This position will be based in
Boston, MA.
External US
The work we do at FUJIFILM Diosynth Biotechnologies has never been
more important-and we are looking for talented candidates to join
us. We are growing our locations, our capabilities, and our teams,
and looking for passionate, mission-driven people like you who want
to make a real difference in people's lives. Join us and help
create the next vaccine, cure, or gene therapy in partnership with
some of the most innovative biopharma companies across the globe.
We are proud to cultivate a culture that will fuel your passion,
energy and drive - what we call Genki.
Join our growing VGT team! The ideal candidate has a go-getter and
hunter mindset to build a client database, and follow through with
each client through the full sale cycle, from the initial prospect
through contract signature. You are the bridge between FDB and the
client - you will keep current and potential clients informed about
latest initiatives and events at FUJIFILM Diosynth Biotechnologies,
such as investments in capacity, technology, acquisitions,
innovation achievements, and presentations at major industry
events. In addition to the external client, you will also
collaborate with multiple subject matter experts in our legal team,
finance, process development, manufacturing, and quality.
MAJOR ACTIVITIES AND RESPONSIBILITIES:
- Know and understand our business and communicate that knowledge
to potential customers
- Establish relationship with technical and business leaders and
technical experts within us to ensure full and timely support for
new business acquisition
- Ensure continuing flow of information to business and technical
leaders about Territory, customer pipeline and new business
acquisition efforts
- Follow any procedures established for Sales and Marketing team,
such as utilizing appropriate forms for client meetings, following
proposal approval process, providing conference feedback using
approved format, following procedures for travel booking, etc.
- Meet the objectives defined in the annual sales plan
- Support Executive Director of Commercial Development and Global
Vice President of Commercial Development in achieving departmental
and company objectives.
- Assist in development of an overall company sales plan
- Assist in development of standard company business presentation
and deliver such standard presentation at client meetings or as
required by management Territory
- Maintain knowledge of assigned territory and develop
relationship with potential clients:
- Maintain awareness of potential market and business
opportunities in the assigned geographic are (Territory) Prepare
and keep current a marketing plan identifying potential customers,
company pipeline, and key contacts in Territory
- Establish and maintain contact with decision-makers and
influencers within companies in Territory
- Stay abreast with latest development in Territory, including
rounds of financing, M&A, partnerships, clinical trials,
etc.
- Stay aware of program status for existing clients in
Territory
- Actively seek new contacts with potential clients from
Territory by interacting at conferences and events.
- Provide regular updates on Territory and potential customers as
required by management Client Interaction
- Weekly updates on the status and expected program start date
for opportunities with medium and high probabilities
- Maintain Sharepoint folders for clients including RFP and other
technical documents received from clients, proposals and revisions,
blueprints and revisions, and any other relevant information
- Manage contract negotiations for clinical programs
- Manage contractual agreement negotiations from issuing the
contract template to contract signature
- Assure that contracts are negotiated and signed timely
- Stay in regular contact with clients and maintain awareness of
client pipeline and any potential follow -up business; ensure that
FDB is always considered for any new program from client
portfolio
- Lead business discussions with potential clients
- Oversee development of proposals and other responses to
customers' inquires (e.g. RNs) Collaboration
- Support existing programs
- Support the Program Management and execution team as required
by management
- Provide client with updates on new developments with the
company, such as new acquisitions or investment into capacity or
technology, innovation programs, or participations in major
industry events Provide business leadership for proposal
development:
- Lead client business and technical conference calls and client
visits
- Provide guidance to Program Design Directors on clients'
requirements, sensitivities, and required scope of proposals
- Ensure that proposal fully address all clients' requests or
questions, and are written in clear, proper English
- Write executive summary for proposal and deliver proposals to
customers
- Ensure that proposals, blueprints are timely uploaded to
Sharepoint; update Salesforce upon issuing of a proposal Provide
support to Sales and Marketing group
- Participate in tier meetings, sales team meetings and other
regular company meetings
- Provide weekly update on changes in Territory and with
prospective clients
- Provide visibility to the team of travel plans, conference and
event participation, and client visits
- Share information about innovation in sales and any industry
news or developments that can strengthen team's and company's
ability to win more or new business
- Keep awareness of competitors in your Territory and share
information relevant for the team Lead meetings or projects as
requested by Director
- Represent company at conferences, trade shows and other
industry events
- Develop conference/tradeshow attendance plan as part of
Territory marketing plan
- Deliver company presentations at conferences/trade shows when
appropriate
- Take ownership of company exhibit/booth at conference and
tradeshow; set up exhibit/booth, provide company information
including innovation initiatives and industry differentiation to
booth visitors, ensure that the booth is taken down and shipped at
closure of the event
- Interact with conference/trade show organizers to secure any
presentation and speaking opportunities for technical or business
experts
- Support technical or business experts during and after their
presentations at events by interacting with audience and providing
relevant information
- Maintain awareness of competitors presenting or exhibiting at
conferences/trade shows; attend presentations and visits booths;
report on new offering, any innovation projects and change in
marketing or business strategy, new sales team members and new
technical experts, etc.
- Help Marketing develop and maintain an attractive, timely and
effective marketing message and appropriate promotional materials
Background Requirements
- graduate degree, masters preferred in Life Sciences
- A minimum of 5 years' experience at a CDMO preferred
- Experience with contract negotiations
- Familiar with Master Service Agreements and working with legal
counterparts
- Expertise in Salesforce - Ability to keep Salesforce database
and Sharepoint up-to-date and update Salesforce database timely
with new contacts and new information about customer companies and
opportunities.
- Experience Selling VGT services is a plus Other Requirements
- Be willing to travel to customers within their territory and to
all sites in support of sales process. (Travel may average as much
as 50% of time in any period and may include international
travel.)
- Be able to interact with customers at different levels within
the customer's organization from middle management through senior
executives
- Possess analytical skills to evaluate and prioritize
opportunities in their territory that are potential new business
for FDB worldwide
- Continue development of technical and business knowledge about
company offerings and intra-company initiatives, and sales process
innovations, biotechnologies
FDBU works with technical data, technology and materials that are
subject to U.S. export laws and regulations. This position will
require access to technical data, technology and source code that
is controlled under U.S. export laws and regulations, including but
not limited to the International Traffic in Arms Regulations at 22
C.F.R. Parts 120 - 130 and Export Administration Regulations in 15
C.F.R. Part 730 - 774, as may be amended. To conform to these laws
and regulations, applicants must be U.S. citizens, lawful permanent
residents of the U.S., protected individuals as defined by 8 USC
1324(b)(a)(3) (i.e., asylees and refugees) or otherwise eligible
for an export authorization from the U.S. Department of State or
U.S. Department of Commerce . click apply for full job details
Keywords: FUJIFILM Holdings America Corporation, Boston , Director, Business Development (Viral Gene Therapy), Healthcare , Boston, Massachusetts
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