19 days old

Manager, Inside Sales & BD

Emergent BioSolutions Inc.
Gaithersburg, MD 20877


Those who join Emergent BioSolutions feel a sense of ownership about their future. You will excel in an environment characterized by respect, innovation and growth opportunities. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed-to protect life.

Position Summary
As a key member of the global Sales and Business Development team within the CDMO Business Unit, the Inside Sales & Business Development Manager is a critical contributor to the sales cycle and is responsible for supporting Emergents lead management process. The individual is responsible for driving incremental growth by researching and identifying new business opportunities and subsequently delivering qualified opportunities to the field-based sales team. The position provides excellent growth opportunities, with a clear path into sales & business development and/or marketing. 
 
Reporting
The Inside Sales & Business Development Manager will report to the Senior Director, Head of NA Sales and Business Development and dotted line to the Senior Director, Head of EU / Asia Sales & Business Development. 

Essential Functions

    Act as a first point of contact to prospective customers, identifying their needs and aligning them with internal capabilities and resources across Emergents development and manufacturing network 
    Utilize lead generation platforms and subscriptions to generate reports of new business opportunities  
    Manage leads from multiple sources to deliver qualified opportunities to the field Sales & Business Development teams across the globe
    Engage with field Sales & Business Development staff for development and execution of prospect lists and territory plans
    Execute targeting campaigns to support directed lead generation for identified capabilities or company profiles
    Support marketing initiatives, maximizing translation of inbound leads from marketing activities to qualified contacts and opportunities
    Support the Commercial Development team with reports related to pipeline opportunities, capacity accessment/utilization, and portfolio health
    Utilize the latest market and business intelligence tools to gain clear picture of the market and identify target markets for segmentation
    Develop and maintain marketing trends and competitive service offerings and pricing
    In conjunction with the regional sales & BD team, assist in generating sales strategies to sell Emergents entire portfolio of services
    Responsible for initiating necessary legal documentation to allow for progression of lead qualification activities (e.g. CDAs)
    With the sales team, help to coordinate and support client visits to Emergent facilities
    Promote customer awareness of the CDMO business units technologies; for new and existing customers
    Provide feedback to Marketing to improve target profiling, prioritization, and qualification criteria used for Lead Management
    Collaborate with Sales & Business Development staff to effectively identify qualified opportunities which meet the business units strategic goals
    Promote customer service excellence through appropriately timed hand-off of qualified opportunities
    Establish and maintain a complete knowledge of supported site and technology capabilities (as well as relevant SMEs)
    Assist the CDMO Sales & Business Development team in advancing new opportunities, in the form of quote requests (RFPs), Requests for Information (RFIs), leads, prospective client visits and all regional/national conferences that have tabletop/booth exhibits.
    Assist/lead the development and upkeep of Emergents Customer Relationship Management (CRM) platform, including managementnalysis of proposal deal structure/timing and pipeline development (in conjunction with supervisor).
    Follow up on leads that come in from marketing activities (journals, website, calls, tradeshows, etc.)
    Gain proficiency in Emergents CDMO service offerings, including development services, drug substance, and finished drug product services. Communicate key benefits of Emergents integrated (or standalone) services to prospective customers. 
    Maintain a working knowledge of overall company capabilities to drive collaboration across and within business units  
    Comply with Emergent sales operations and reporting processes and tools

Education and Experience
    BS/BA, scientific degree (or equivalent) 
    Sales/business development experience a plus. 
    Distinct knowledge of the pharmaceutical industry, drug development, and the contract services business model though technical roles in development and / or manufacturing, MS&T, etc. 
    A minimum of two years of experiences in the Pharma & Biotech / CDMO industry with customer facing or customer management experiences, preferably in a sales & business development or project management role.

Functional Competencies
    Proven ability to organize, plan, and balance multiple priorities effectively.
    Strong oral and written presentation skills.
    Expert knowledge of Microsoft Office applications, including the ability to use Microsoft Word, Excel, and PowerPoint, CRM (Salesforce.com experience preferred), internet search engines and Emergent provided databases and subscriptions.
    Ability to work effectively with cross-functional teams.
    Ability to interact effectively with technical staff from customers and within the Emergent organization.
    Ability to train, coach and mentor including onboarding training for Sales/BD and PM. 
    Ability to manage stressful situations and quickly changing priorities while remaining calm. 
    Superior detail orientation, including accurate data entry.

Travel Requirements
    Up to 10% travel may be required. 

There are physical/mental demands and work environment characteristics that must be met by an individual to successfully perform the essential functions of the job. This information is available upon request from the candidate.

Reasonable accommodations may be made to enable individuals with disabilities to perform all essential functions.

Emergent BioSolutions is an Equal Opportunity/Affirmative Action Employer and values the diversity of our workforce. Emergent does not discriminate on the basis of race, color, creed, religion, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity or gender expression (including transgender status), sexual orientation, age, national origin, ancestry, citizenship status, marital status, physical or mental disability, military service or veteran status, genetic information or any other characteristics protected by applicable federal, state or local law.

Information submitted will be used by Emergent BioSolutions for activities related to your prospective employment. Emergent BioSolutions respects your privacy and any use of the information submitted will be subject to the terms of our Privacy Policy<> .

Emergent BioSolutions does not accept non-solicited resumes or candidate submittals from search/recruiting agencies not already on Emergent BioSolutions approved agency list. Unsolicited resumes or candidate information submitted to Emergent BioSolutions by search/recruiting agencies not already on Emergent BioSolutions approved agency list shall become the property of Emergent BioSolutions and if the candidate is subsequently hired by Emergent BioSolutions, Emergent BioSolutions shall not owe any fee to the submitting agency.

ABOUT EMERGENT

Protecting and Enhancing 1 billion lives by 2030 focuses our energy to improve the quality of life for individuals around the world, giving them the opportunity to experience the fullness of life.

Our drive towards this vision informs all of our actionswhether it is our approach to product development, manufacturing, encouraging employee health and wellness or giving back to the communitywe strive every day to achieve this shared goal.

WE BELIEVE IN OUR VALUES

  • Stand shoulder to shoulder no matter what
    • We combine our best thinking and communicate openly to support each other.
  • Break through thinking
    • We take smart risks, pursue innovation and challenge ourselves to constantly improve.
  • Own it always
    • Every person at Emergent is engaged and accountable for delivering on our commitments.
  • Compete where it counts
    • We set the right goals and respect each other as we conquer them together.

Categories

Posted: 2020-12-31 Expires: 2021-02-07

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Manager, Inside Sales & BD

Emergent BioSolutions Inc.
Gaithersburg, MD 20877

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