Vice President, Commercial
1 week ago
WORKING AT GENEZEN
Many people have worked in environments where you feel like just another nameless part of an enormous machine. Genezen is different. We want our employees to be innovative, collaborative problem solvers who are dedicated to meeting the challenges of working at a fast-growing company. We are dedicated to empowering our employees to be their best and making Genezen a rewarding place to work. Every employee contributes to the success of the company and you can be part of that team.
JOB SUMMARY
Senior leadership role responsible for leading and managing all commercial activities across the organization including business development, sales, marketing and customer success. They will establish commercial goals and lead the BD team in identifying, qualifying, and pursuing business opportunities to achieve annual sales and revenue goals and build a customer and project pipeline to support the long-term strategic plan.
The VP of Commercial will provide leadership and governance to business development, marketing, and proposal writing functions plus liaise effectively with the wider leadership team to ensure delivery of sales growth targets and client satisfaction expectations are met. The VP of Commercial is a key external face of the company, driving the Genezen brand externally and achieving revenue and new bookings targets.
They will partner with the CCO on assessing commercial opportunities and generating and cultivating prospective clients and opportunities, understanding prospective and existing client needs, assessing Genezen's pricing models, generating proposals and change orders, and driving opportunities through the contracting process to successful agreements.
The VP of Commercial is responsible for the coordination of inputs from key internal stakeholders on resources and costing of areas such as FTE's, Capital, facility utilization, etc, to allow the generation and pricing of a robust project proposal and agreement upon timelines across both of Genezen's locations. The VP of Commercial will ensure the transfer of program responsibilities to the program management and technical teams takes place in a timely and comprehensive manner to ensure the effective start of the program. Reporting to the CCO, they provide the leadership and results focus to reliably meet and/or exceed client requirements and provide exceptional service. The VP of Commercial will work closely with the CSO, site heads of Quality, and site GMs on the development and signing of client proposals.
ESSENTIAL JOB FUNCTIONS
- Develop and execute the Genezen commercial strategy, ensuring achievement of bookings and revenue targets
- Partner with Chief Technical and Commercial Officer to build out contracting strategy for Genezen to fulfill its scientific mission, minimize its risk, and achieve its financial objectives
- Drive growth in new business funnel and act as a relationship manager for key customers
- Develop and maintain business partnerships at all levels to ensure the continued business growth, development and alignment with established targets
- Lead and develop a high-performing Business Development team
- Establish, report, and manage Key Performance Indicators that support the corporate sales and revenue targets, making timely decisions and adjustments as needed to ensure overall successful growth and achieve the key business targets
- Institute appropriate and effective compensation programs supporting the corporate objectives and incentivizing appropriate behaviors
- Ownership of CRM database as a tool that will increase effectiveness and aid sales, utilize to provide pipeline information for forecasting
- Maintain tools to track and report value of commercial pipeline and status of key leads to senior leadership. Communicate progress on new business opportunities to Genezen management through pipeline review meetings and presentations
- Manage negotiation of contracts and agreements including but not limited to CDAs, quotations, license agreements, and service agreements.
- Develop the client experience (total sales and execution process) and associated business objectives for Genezen, including:
- Developing and executing alliance management strategy and program management strategy
- Forecasting of program execution, revenue recognition, and future program integrations
- Ensuring each customer is handled in an efficient and professional manner and that forward leaning business relationships are developed with key customers.
- Facilitate decision making to introduce new programs and new product offerings
- Lead business development personnel and proposal writers in setting expectations and achieving objectives
- Align with key stakeholders to oversee the generation and/or review of proposals, work statements and change orders for prospective and current client projects when required, working closely with the internal stakeholders to ensure accuracy, including resource estimates, pricing and document revisions.
- Interface directly with prospective clients from the initial contact stage, through to contract agreement and close.
- Develop workstreams for recruitment, onboarding and retention of commercial employees
- Hire, recruit, coach, and ensure appropriate provision of training for employees within assigned areas.
- Coach, develop, and challenge direct reports, enforcing company policies and dealing with personnel issues promptly
- Evaluate talent and oversee performance management practices
- Shoulder accountability for overall Genezen marketing strategy including:
- Developing and executing consistent brand strategy that meets company standards
- Developing and executing PR strategy to build awareness of Genezen capabilities
- Measuring effectiveness of marketing activities through KPI's
- Assessing market trends and competitive landscape, providing periodic updates and key recommendations for continuous improvement of Genezen's market position including:
- Participating and presenting at trade shows and conferences to showcase Genezen and build strong relationships
- Tracking of viral vector trends and new technologies
- Monitoring threats to the cell and gene therapy market and devising counter strategies
- Ensure safe working environment and compliance with OSHA, EHS, Quality, and cGMP procedures and policies within the Commercial department
- Adaptability required as work schedule may change based on business needs, including flexibility for different time zones
- Criminal background check required
- Other duties as assigned
EDUCATION / CERTIFICATIONS / LICENSES
Essential/Desired
BS in Business or Scientific discipline
Essential
MBA
Desired
ON-THE-JOB EXPERIENCE
10+ years of contract experience
Essential
12+ years of alliance/relationship management
Essential
8+ years industry experience
Essential
Knowledge of or experience with viral vector manufacturing
Desired
SKILLS / ABILITIES
High attention to detail specifically with regards to contract review
Essential
Strong negotiation skills
Essential
Ability to think strategically/see big picture
Essential
Deal-making experience with a clear record of results and ultimate transactional responsibility
Essential
Pragmatic, proactive yet flexible approach in the working environment
Essential
Excellent written and oral communication skills both internal and external
Essential
Able to manage multiple priorities and demonstrate self-control
Essential
Strong attention to detail and high standards
Essential
PHYSICAL DEMANDS
While performing the duties of this job, the employee is required to meet the following physical demands:
Work Environment
Sit for long periods of time
Movement
Repeated hand movements, typing, use of keyboard and mouse
Frequently required to stand; sit; use hands to finger, handle, or feel; reach with hands and arms
Occasionally required to walk; climb or balance; and stoop, kneel, crouch, or crawl
Lifting
Frequently lift and/or move up to 10 pounds
Occasionally lift and/or move up to 25 pounds
Vision
Frequently utilize close vision and the ability to adjust focus
Communication
Frequently required to communicate by talking, hearing, using telephone and e-mail
GENEZEN'S CURES VALUE-BASED COMPETENCIES
Committed to Science
We are committed to scientific excellence, staying current with industry developments, making data-driven decisions, and pursuing innovation to advance healthcare.
Urgency in action for the patients
We operate with urgency and a commitment to delivering timely treatments to patients by accelerating our partners' programs.
Resilience & Grit in operations
We are committed to overcoming challenges, learning from failures, and persistently striving for success.
Execute with Excellence & Integrity
We are dedicated to delivering quality results and upholding ethical principals.
Solutions driven for our partners
We are committed to being a proactive, collaborative, creative and open-minded partner.
GENEZEN'S BENEFITS
- Paid vacation days, amount based on tenure
- Paid sick time
- 9 observed holidays + 1 floating holiday + 1 volunteer day
- 401(k) plan with company match up to 6% of salary, vested immediately
- Share Appreciation Rights
- Choice of several healthcare plans
- FSA and HSA programs
- Dental & vision care
- Employer-paid basic term life/personal accident insurance
- Voluntary disability, universal life/personal accident insurance
- Accidental Death & Dismemberment (AD&D) Insurance
- Nothing in the job description for this role restricts management's right to assign or reassign duties and responsibilities to this job at any time.
- This position requires a criminal background check.
- Genezen is an Equal Opportunity Employer.
- Genezen participates in EVerify.
- Genezen is interested in every qualified candidate who is eligible to work in the United States; however, we are not able to sponsor visas.
Genezen has operates two locations: one in Fishers, Indiana and the second in Lexington, Massachusetts.
Fishers is a suburb of Indianapolis. Fishers was named the #1 place to live in the US by Money Magazine in 2017 for its livability, safety and entrepreneurship. Fishers is one of the fastest growing communities in Indiana and is dedicated to supporting a high quality of life for all its residents. Nearby Indianapolis is home to professional and college sports teams, the Indy 500, a growing art community and the world's largest children's museum--to name just a few reasons why this area is a great place to live.
Lexington, Massachusetts, located just northwest of Boston, is renowned as a historic suburb with a rich cultural heritage. It boasts picturesque New England charm, tree-lined streets, and a vibrant community. Known for its pivotal role in the American Revolution, Lexington offers visitors and residents alike a blend of historical landmarks, modern amenities, and a strong sense of community pride.
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