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.

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