Director of Business Development

Wolfe Laboratories LLC., a subsidiary of Pace Analytical Life Sciences, is a premier Contract Research and Development Organization located in Woburn, MA. We are currently seeking a Director of Business Development to support the rapid growth of our organization. The Director of Business Development will accelerate revenue growth by collaborating with a cross-functional team of scientific experts who are collectively responsible for selling Wolfe Laboratories’ integrated drug product development services. The Director is accountable for achieving revenue goals by developing and executing a coherent technical sales and marketing strategy that supports lead generation, growth and value creation within Wolfe Laboratories. The Director will contribute to defining the market strategy and will oversee the creation and dissemination of technical marketing material. The Director will be the global primary point of contact for biologics and oligonucleotide clients, including providing direct client facing support. 

Responsibilities

Management / Leadership – Approximately 25 %

  • Contribute to and execute a coherent technical marketing/communication and sales strategy
  • Recruit, guide, mentor, and manage inside sales staff; provide real-time feedback for performance management and career development. Ensure team has appropriate attitudes, skills, capabilities and resources to meet current and future business needs. Build the inside sales function to support ongoing organizational needs. Ensure that the team understands and embraces Wolfe Laboratories core values of integrity, excellence and teamwork, the vision and mission of Wolfe Laboratories
  • Collaborate with cross-functional scientists to prioritize activities within the departments that must be completed to meet individual and sales goals
  • Promote accountability, cooperation and teamwork within the subsidiary and the overall company

Sales – Approximately 40%

  • Define the sales strategy/product priorities for oligonucleotide and biologics drug product development capabilities
  • Promote oligonucleotide and biologics drug product development services globally by presenting technical capabilities overviews; ensure client awareness of new technology capabilities
  • Engage with clients’ senior management to provide sales leverage, Wolfe Laboratories’ perspective and a channel for major opportunities and issues, on behalf of the scientific operational team
  • Lead and oversee the sales, proposal writing, pricing and closing of our clients’ complex CMC development projects for oligonucleotides and biologics. Collaborate with internal functions and clients to negotiate and win contracts in a timely manner
  • Build and maintain Salesforce database with high quality data
  • Collaborate with the client and the legal function during contract negotiations to achieve mutually agreeable terms
  • Support scientific operations in negotiating change orders and follow-up business opportunities

Marketing – Approximately 15%

  • Contribute to the content/design of technical marketing components and messaging that is consistent with the short- and long-term goals of Wolfe Laboratories and Pace Life Sciences, and oversee the creation of the specific materials by the technical staff
  • Attend and present (as appropriate) at targeted technical meetings

Financial – Approximately 15 %

  • Track and analyze Wolfe Laboratories’ sales performance metrics
  • Responsible for achieving annual revenue targets for the Oligonucleotide and Biologics CMC function of Wolfe Laboratories
  • Contribute to annual and long-term budgets in collaboration with the WL leadership team

Market Research/New Technology – Approximately 5%

  • Collect data on emerging technologies, clients, competitors, and the market place to determine areas for future expansion for the division. Consolidate the information into actionable items, reports and presentations
  • Collaborate with Senior Management to establish business objectives for market and/or service offering expansion

Qualifications

  • PhD. in biochemistry, chemical biology, structural biology or a related discipline with dissertation, publications, and a minimum of 10 years industry experience with at least 3 years of management experience in the pharmaceutical/biotech industry
  • Thorough understanding of biologics or oligonucleotide drug product development
  • At least five years of relevant experience in B2B sales, Business Development, or Project Management
  • Sales/business development experience in the CRO/CDMO industry preferred
  • Experience in negotiating Development and License agreements would be advantageous but not essential
  • Excellent written and verbal communication skills, including preparation, organization, and synthesis of large amounts of data for presentation to clients
  • Outstanding problem-solving and organizational skills; thrives in a fast-paced, high-performance, cross-functional team environment
  • Demonstrated proficiency in managerial, administrative and financial skills