SVP, Regional Head of US Business Development

AGC Biologics is a leading global Contract Development and Manufacturing Organization, with a deep commitment to improving life quality by bringing new biopharmaceuticals to market. AGC Biologics is an innovative leader in the industry with an extensive network of cGMP facilities in the US, Europe and Asia. We deliver a deep expertise, dynamic solutions and technologies, as well as customized services for the scale-up and cGMP manufacturing of protein-based therapeutics. We forge exceptionally strong partnerships with our clients, and we never lose sight of our pledge to deliver a reliable and compliant drug substance supply. Right. On time. For more information, visit http://www.agcbio.com.

POSITION SUMMARY:

The SVP, Regional Head of US Business Development is responsible for all US sales activities, including leadership and development of the Business Development Directors and Key Account Managers for the US. The position is expected to drive business growth in the region through the identification, evaluation, recommendation and negotiation of development and manufacturing contracts and will report directly to the Chief Business Officer and align to the AGC Biologics’ Vision and Strategies, The successful candidate will develop and implement plans to achieve regional business development objectives. This role is fully responsible for developing and leading the regional team to generate revenue and achieve individual and team goals. We are looking for a proven Business Development Executive with great energy, leadership, and initiative to drive team performance and grow our business in the US. The successful candidate will formulate and execute a strategy to maximize business growth. This role works in partnership with the Global Business Development Operations and Marketing teams. We seek a high impact individual capable of driving the achievement of outstanding business results, as well as team engagement and development. The successful candidate will be exceptional in prospecting new clients, client engagement and coaching the regional team members to derive the best performance of their careers.

PRINCIPAL RESPONSIBILITIES:

• Achieve all US sales targets; meeting annual and (future year) sales and revenue targets.
• Lead, manage and develop the regional Business Development team.
• Ensure that all Proposals for the region meet company standards.
• Oversee and assist in the negotiation of contracts (MSA, CSA, partnership agreements, etc.) for Prospects and Customers; Dive negotiation of Strategic Account Agreements.
• Ensure that all Prospect / Customer Initial Site Visits meet company standards.
• Develop and implement strategies aimed toward increasing revenue and market share in the region; Build and increase the business pipeline for the region.
• Follow up with diligent feedback and strategies to address any concerns.
• Organize and diligently track contracting.
• Define and drive a prospecting strategy.
• Build and sustain positive, effective and trusting relationships and alliances, both internally and externally.
• Coordinate both internal and external technical, legal and/or financial due diligence activities regarding regional business opportunities, as needed.
• Provide market intelligence to Business Development group and relevant cross-functional teams.
• Represent the company at trade shows, community and/or business meetings.
• Serve as a member of the Global Business Development Leadership Team.
• Serve on pertinent Joint Steering Committees.

KEY US BUSINESS DEVELOPMENT ANNUAL PERFORMANCE OBJECTIVES/METRICS:

• New Sales won
• Backlog won
• Weighted Pipeline generated
• New Late-Phase / Commercial Projects won
• New Large Pharma / Biotech Projects won
• Win Rate achieved
• Contract Close Time achieved
• Team Knowledge and Communication Effectiveness about Our Capabilities and Offerings demonstrated
• Team Satisfaction and Retention achieved

LEADERSHIP SKILLS, ATTRIBUTES AND QUALIFICATIONS:

• Managing Vision and Purpose: Communicates a compelling and inspired vision or sense of core purpose; talks beyond today; talks about direction and possibilities; is optimistic; creates mileposts and symbols to rally support behind the vision; makes the vision sharable by everyone; can inspire and motivate individuals and teams.
• Staff Leadership: Translates mission, vision and values into actionable goals and objectives. Provides effective structure, direction and feedback. Creates environment where staff feel valued, respected and empowered. Shows appreciation for and rewards individual and group excellence. Demonstrates high standards of ethics and fairness. Takes appropriate risks and encourages staff to do the same. Works through conflict and insures productive resolution. Maintains confidentiality of private and sensitive information. Cultivates a culture of openness and information sharing. Demonstrates integrity and honesty in all communication. Is willing to “speak the truth” and advocate positions even when unpopular. Provides constructive feedback. Avoids blaming others.
• Job Knowledge and Skills: Possesses required knowledge and skills to successfully perform the job. See also “ KNOWLEDGE, SKILL & ABILITY REQUIREMENTS”.
• Customer Focus/Team Work: Develops and maintains excellent customer satisfaction levels with internal and external audiences. Demonstrates a bias toward service, quality and teamwork. Builds constructive and effective working relationships. Is an effective collaborator and is committed to the success of all stakeholders.
• Results Orientation: Knows how to get things done in an effective and efficient manner with available resources. Plans and prioritizes work, sets and accomplishes goals, and completes quality work on schedule. Maintains a sense of urgency in accomplishing work. Strives to improve own and team performance. Transparent in sharing team successes as well as challenges in an effort to improve and achieve team KPI’s. Takes personal responsibility, leads by example and is conscientious. Demonstrates initiative and is committed to and enthusiastic about driving to organizational success.
• Business Acumen: Understands very well how the CDMO industry works. Knowledgeable in policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
• Decision Making: Makes timely and sound decisions based on a combination of analysis, experience and judgment. Consults others, as appropriate. Understands and takes into consideration how decisions impact others.

KNOWLEDGE, SKILL & ABILITY REQUIREMENTS:

• Demonstrated highly successful contract negotiation skills.
• Excellent analytical, communication and presentation skills.
• Effective and efficient at managing multiple resources to get things done while maintaining a detail focus.
• Ability to work on multiple tasks at once without losing track, as well as foreseeing and planning around potential obstacles.
• A highly motivated self-starter, capable of hitting the ground running and excelling in a high growth, fast-paced and highly complex business environment.
• Demonstrated professional and consultative nature: able to listen well and deal calmly with sensitive and/or urgent situations.
• Diligent and thorough with a focus on detail alongside a determination to chase every lead and leave no stone unturned.
• Ability to travel extensively.
• Very strong written and verbal communication skills.
• Fluency in English.

EDUCATION/EXPERIENCE REQUIREMENTS:

• Bachelors’ Degree in relevant scientific discipline (Chemistry, Biology); MS or PhD is preferable.
• Dynamic, hands on professional with 10+ years of proven success driving business development and sales within the biologics CDMO or closely aligned industry.
• Experience in contract negotiation required.
• Experience working in the biologics (CDMO) industry required.
• Experience in negotiating and winning contracts with multiple Big Pharma companies.

AGC Biologics offers a highly competitive compensation package and a supportive, collaborative culture that values personal initiative and professional achievement. EOE