Senior Business Development Manager

1 week ago

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

JOB OVERVIEW


Reporting to the VP Sales, the Business Development Senior 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

  • Delivery against quarterly territory revenue target, activity and milestone metrics
  • Collaborates cross-functionally with team members (Customer Service, Tech Support, R&D, Legal, Operations, and others as needed) to drive new customer opportunities.
  • Responsible for identifying, evaluating, and developing customer relationships for new opportunities and services. Requires good CRM practices and should lead by example.
  • Manages relationships and is an internal advocate for the customer with an eye toward good business opportunities.
  • Identifies portfolio and market gaps and provides input to product management and R&D, facilitating the voice of customer discussions. Can initiate, drive and support new product opportunities with the Product Management group.
  • 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 the management team on progress against objectives and future plans for driving performance including participation in certain alignment meetings (Funnel Management and others).
  • Key Relationships:
  • Business Development Team
  • Account Executive Team
  • Key Cross-Functional Relationships
  • Commercial Operations Team
  • Product Management
  • 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).
  • Frequent field travel to customers in defined territory to progress opportunities, build strong relationships and understand customer needs and operations.
Requirements

EDUCATION

  • Bachelor's Degree in the life sciences or related scientific field; advanced degree a plus
KNOWLEDGE / SKILLS / EXPERIENCE

  • 8-10+ years of relevant industry experience in the Life Sciences, Bioproduction, Cell, and Gene therapy fields.
  • 5+ years of field-based and customer-facing commercial experience (Business Development, Applications Support, Relationship Sales) is mandatory.
  • Proven sales success and experience in identifying and developing business strategies and market opportunities.
  • Experience contributing to and writing and executing 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.
  • Able to lead and execute agreements such as statements of work or requests for proposals.
  • Highly motivated and self-directed. Able 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. Good CRM skills and practices
  • 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 with the ability to lead projects and programs.
  • Customer and solution focused

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