Business Development Manager - Analytical Services (Northwest Territory)
Company: Alcami Corporation
Location: Durham
Posted on: June 23, 2022
Job Description:
Think Different. Do Different. Be Different. Alcami is a
world-class contract development and manufacturing organization
(CDMO). We are a team of dynamic individuals committed to
developing life-saving drugs around the world. A mindset of
innovation, accountability and customer focus inspires us to be the
most efficient, safe and reliable choice for our customers and the
patients they serve. In return, we offer challenging careers,
accelerated professional growth and the opportunity to be part of
something different.Position SummaryThe Business Development
Manager is accountable for driving results in a dynamic and
fast-paced environment by increasing sales and revenue for assigned
business segments, specifically, Analytical Testing and Development
Services. The Business Development Manager possesses a scientific
background including laboratory or pharmaceutical manufacturing
experience with a proven track record of sales experience in the
pharmaceutical, biotech or CDMO industries. The Business
Development Manager is a highly inquisitive and motivated,
self-starter with a tenacious drive and ability to generate new
business prospects, with demonstrated ability to maintain and grow
strategic customer relationships within small-mid-sized pharma and
biotech companies. The Business Development Manager uses his or her
technical knowledge, experience and interpersonal skills to drive
leads and grow accounts for Laboratory Services. This will be an
onsite role with some travel required. The position requires
superior leadership behaviors of the Alcami core competencies and
non-negotiables, as well as expertise in the functional
competencies included in this position profile.Essential
Functions
- Plans and implements strategy for assigned territories and
business segments through cultivating relationships, plans and
implements strategy for acquisition and management of business from
small-mid-sized pharma and biotech companies within assigned
territories and business segments where cultivating relationships,
identifying opportunities and new business development skills are
critical.
- Researches, identifies and develops new analytical testing
services opportunities from multiple sources including outbound
leads from cold calling and email campaigns and inbound leads from
the company website.
- Represents Alcami by attending trade shows and conferences and
maintaining active membership and participation in industry member
groups and events. Serves as a front-line liaison - rises to the
role of representing the Alcami brand, believing in our offerings
and enjoying connecting Customers to the right products for their
individual needs.
- Owns the customer relationship for assigned services; maintains
and drives continuous improvement and communicates customer needs
internally. Collaborates internally and externally to facilitate
the development of profitable business and sustainable
relationships.
- Drives year on year growth of new business from existing and
new accounts within their region.
- Maintains accurate customer data and updates to the Customer
Relationship Management system (Sales Force). Generates timely
reports (i.e. activity reports, metrics, sales targets or
forecasts) as requested.
- Assists in gathering market intelligence by reporting
noteworthy information regarding customers, competitors and the
marketplace, internally. Monitors and reports on market and
competitor activities and provides relevant reports and
information, internally.
- Collaborates with Marketing to develop marketing campaigns and
analyze inbound marketing data/trends to drive new business.
- Ensures timely completion and compliance with cGMP and all
other relevant company training requirements. Education And
Experience
- Bachelor's degree in a related field (Chemistry, Microbiology,
Life Sciences, Chemical Engineering) required.
- Minimum of 3 years prior experience selling compendial testing
including analytical and microbiology testing. 5+ years
preferred.
- Experience in prospecting new clients and driving sales
strongly preferred. Alcami Non-Negotiables
- Consistently demonstrates honesty and integrity through
personal example.
- Follows all safety policies and leads by example a safety-first
culture.
- Produces high quality work product with a focus on first time
right.
- Complies with the company code of conduct and policies and
regulatory standards. Alcami Core Leadership Competencies
- Thinks strategically. Quickly identifies and acts on
opportunities. Considers the downstream impact. Seeks to understand
the why. Focuses on work that matters.
- Develops organization and others. Takes ownership to develop
self and others. Seeks out new opportunities and experiences for
continuous learning.
- Acts decisively. Makes and acts on decisions quickly. Makes
decisions with the customer and their patients in mind. Meets
commitments with a sense of urgency. Seeks ways to be more
efficient.
- Drives performance. Holds self and others accountable. Delivers
results first time right. Never settles for status quo. Willing to
have tough conversations. Asks for feedback and takes action to
improve.
- Passion for customers. Listens to understand. Asks the right
questions. Gets to the heart of the matter and uses that insight to
provide value.
- Works collaboratively. Seeks out the experience of others with
the aim for better results. Open minded regardless where ideas
originate. Flexible and easy to work with. Functional Competencies
- Prior pharmaceutical or CDMO experience in technical functions
of analytical testing, development or manufacturing preferred.
- Up to date understanding of the industry's consumer
behavior.
- Excellent written and verbal communication and presentation
skills required.
- Excellent project management and organization skills.
- Must be able to successfully multi-task and persevere in
fast-paced dynamic environment with a sense of urgency.
- Excellent problem solving and critical thinking skills
required.
- Strong customer service and interpersonal skills and ability to
tailor to approach to diverse Customers and Clients.
- Results-oriented, determined and a self-starter; comfortable,
willing and able to make cold calls.
- Must be comfortable prospecting the C-suite
- Ability to work independently in a fast-paced and dynamic
environment.
- Ability to build and grow strong customer relationships and
ability to influence others.
- Proficiency with Microsoft Office (Word, Excel, PowerPoint)
required.
- Proficiency utilizing internet and social media tools for
researching potential leads.
- Technology orientation with the ability to gain proficiency
using a Customer Relationship Management system (CRM) required.
Prior experience with a Customer Relationship Management system
(CRM), preferably Salesforce, preferred.
- Prior experience or exposure to value-based selling and
negotiations a plus. Decision Making And Supervision Required
- Uses professional concepts and company policies and SOPs to
solve a variety of problems.
- Receives minimal instruction on day-to-day work, general
instructions on new assignments. Travel Requirements
- Typically up to 20% travel required. Physical Demands and Work
Environment The physical demands and work environment
characteristics described here are representative of those that
must be met by an employee to successfully perform the essential
functions of this job. Reasonable accommodations may be made to
enable individuals with disabilities to perform the essential
functions. While performing the duties of this job, the employee is
regularly required to use hands to finger, handle, or feel; reach
with hands and arms; talk or hear and smell. The employee is
frequently required to sit. The employee is occasionally required
to stand; walk and stoop, kneel, crouch, or crawl. The employee
must regularly lift and/or move up to 10 pounds, frequently lift
and/or move up to 25 pounds and occasionally lift and/or move up to
50 pounds. Specific vision abilities required by this job include
close vision, distance vision, color vision, peripheral vision,
depth perception and ability to adjust focus. While performing the
duties of this Job, the employee is occasionally exposed to moving
mechanical parts and vibration. The noise level in the work
environment is usually very qui et. What We Offer You:
- Competitive salary with career advancement opportunities
- Bonus plan
- Medical, dental and vision coverage from day one
- 401(k) with company match
- Company paid vacation, holiday and sick-leave
- Voluntary benefits including short & long-term disability,
life, accident, critical illness insurances Diversity and
Inclusion: Alcami values diversity and we are c ommitted to
creating an inclusive environment for all employees. All employment
decisions are based on business needs, job requirements and
individual qualifications, without regard to race, color, religion,
sex, sexual orientation, pregnancy, age, national origin, physical
or mental disability, past or present military service, marital
status, gender identification or expression, medical condition
(including genetic characteristics) or any other protected
characteristic as established by law. As part of our effort to
provide and maintain a safe and healthful workplace, Alcami
Corporation requires new hires to be fully vaccinated against
COVID-19. Individuals are considered fully vaccinated 2 weeks after
their second dose of the Pfizer or Moderna vaccine, or 2 weeks
after a single-dose of the Johnson & Johnson vaccine. Individuals
seeking an exemption from this requirement for medical or religious
reasons should contact HR to complete a request for accommodation
form.
Keywords: Alcami Corporation, Durham , Business Development Manager - Analytical Services (Northwest Territory), Executive , Durham, North Carolina
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