Business Development Manager

1 week ago

Durham, North Carolina, United States Alpha Teknova Inc. Full time

JOB OVERVIEW


Reporting to the VP Sales, the Business Development Manager will establish, manage, and promote customer relationships in efforts to increase market share and generate revenue for our products and services portfolio focused on Cell & Gene Therapy and Bioprocessing applications in addition to other industries.

This person will identify and drive tactical and strategic customer opportunities aimed at business growth.

They will partner with Account Executives ensuring a positive and efficient customer experience during the intake, quote, order, and production processes.

They will provide ongoing oversight, input, and consultation with the Marketing, Commercial Operations, Engineering, and Operations teams about specific opportunities, market dynamics, and competition.

They will have a background in life sciences with specific experience in Cell and Gene Therapy fields combined with strong sales and relationship skills and would be equally at ease conversing with R&D, Process Development, or Bioproduction representatives.

This role requires a high level of independence and decision-making skills as well as the ability to negotiate and close deals.


The successful candidate will be highly sales driven and will be responsible for the identification, pursuit, and acquisition of strategic business opportunities for our products and services as well as aid or lead the identification of commercial and R&D partnerships, alliances, joint ventures, and licensing that support the business strategy.

This role is field-based with the expectation that it includes 50% or more in-person customer-facing travel within the assigned territory and travel into Teknova offices in Hollister CA, to ensure strong working relationships and alignment with colleagues (and attendance at key leadership meetings).


JOB DUTIES AND RESPONSIBILITIES

  • Collaborates cross-functionally with team members (Customer Service, Tech Support, R&D, Legal, Operations and others as needed) in technical and business assessment in support of business opportunities.
  • Responsible for identifying, evaluating, and developing customer relationships for new products & services. Proactively looks for opportunities that would be accretive.
  • Manages relationships and is an internal advocate for the customer.
  • Identifies portfolio & market gaps and provides input to product management and R&D, facilitating voice of customer discussions.
  • Drives all communications and negotiations with potential customers and partners.
  • Provides clear, concise project updates to cross functional team members.
  • Educates themselves and investigates new technology, and market trends to stay abreast of key directions in cell & gene therapy and bioproduction. Shares these insights with internal stakeholders.
  • Effectively communicates with management team on progress against objectives and future plans for driving performance including participation in certain alignment meetings (Funnel Management and others).
  • Key Relationships (Same Reporting Line):
  • Commercial Operations Team
  • Product Management Team
  • Product Development Team
  • Key Cross-Functional Relationships
  • Scientific Affairs Team
  • Marketing Team
  • R&D Team
  • Operations Team
  • Engineering Team
  • Increase brand awareness in the bioprocessing market segments, with a particular focus on cell and gene therapy.
  • Work with the Downstream Marketing Team to generate influential sales and marketing campaigns targeted at specific market segments to increase Marketing Qualified Leads (MQL's) and Sales Qualified Leads (SQL's).
Requirements

EDUCATION

  • Degree in the life sciences or engineering, advanced degree a plus.
KNOWLEDGE / SKILLS / EXPERIENCE

  • 5+ years of relevant industry experience in the Life Sciences, Bioproduction, Cell and Gene therapy field.
  • 3+ years of field based and customer facing commercial experience (Business Development, Relationship Sales) is mandatory.
  • Proven experience in identifying and developing business strategies.
  • Familiarity with contracts and agreements (Supply, Service, Collaboration, Licensing, Statements of Work).
  • Proven ability to develop and deliver commercial and technical presentations to potential customers and collaborators.
  • Highly motivated and ability to take a proactive approach on the job.
  • Good communication and relationship building skills; ability to work effectively in a nimble and fast-paced organization.
  • A solid understanding of the sales process and business fundamentals is a requirement.
  • Demonstrated excellent interpersonal, presentation, time management, organizational, and written and oral communication skills.
  • Willingness to challenge the status quo and provide creative solutions to identified challenges.
  • Demonstrated strong team player.
  • Customer and solution focused.

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