Overview
Senior Business Development Director Europe - Micronization. This field-based role is responsible for covering either a specific geography or a portfolio of accounts in Europe. Remote, field-based; based in Switzerland with 50% travel.
As a Senior Business Development Director, you will join our dynamic Specialty Sales Team. Your primary role is to evaluate and assess contract development and manufacturing opportunities with customers for micronization services. The Senior Business Development Director is responsible for identifying, negotiating, and securing new development, tech transfer, and commercial supply business for micronization of APIs with new customers, and for managing business relationships and growing business with existing customers.
Annual objectives around new business generation and targets will be set, with expectations to drive significant growth and build Catalent’s brand in the marketplace. Establishing strong relationships with existing customers to support repeat business and identifying new customers is essential to growth of the commercial business.
Additional responsibilities and expectations include cross-functional collaboration, preparation of quotations, and management of customer relationships and development agreements related to micronization services.
Responsibilities
* Identify, qualify, and pursue micronization business opportunities within the assigned portfolio of accounts (current customers and prospects).
* Identify key account decision-makers and influencers.
* Prepare well for calls/visits, anticipating and addressing barriers.
* Document and validate customer needs before presenting solutions.
* In cooperation with R&D and Contract Management, prepare and present quotations for project development work to customers.
* Cooperate with management, commercial operations, legal and finance teams in the preparation and negotiation of development and all commercial supply agreements.
* Manage the business relationships with assigned customers, including pricing, contract extensions/amendments, forecasting, and periodic business review meetings.
* Prioritize time on the right opportunities to maximize results.
* Understand the customer decision-making processes and identify each key decision maker’s issues and wins.
* Set account objectives and establish a plan for achieving them.
* Cross-sell other Catalent service offerings to the assigned portfolio of customers.
* Define alternative solutions of equal attractiveness to Catalent.
* Represent the business unit service offerings to select Catalent Global Account Teams.
* Participate in internal sales training, process teams, trade show exhibits, and relevant professional associations.
* Research and maintain up-to-date information on the R&D programs of existing and potential customers.
* Prepare well for customer visits and calls, addressing barriers as needed.
* Present information about Catalent’s micronization service offerings with confidence and knowledge, reflecting the organization’s capabilities.
* Communicate compellingly and provide proof of value to the customer.
* Conduct discussions and analyses to identify opportunities for innovation.
* Evaluate overall sales results and trends for the assigned portfolio; contribute to short- and long-term territory business plans.
* Maintain effective communication with scientists, operations staff, project managers, and senior management to ensure coordinated account management.
* Use structured and unstructured communication to maintain a detail-oriented approach to account management with rapid response to inquiries, opportunities, and issues.
* Other tasks as assigned.
Requirements
* BA/BS degree in a scientific discipline, business, or related field (MS, MBA, or Ph.D. preferred).
* A minimum of 10 years of business development/sales experience, ideally with some background in pharmaceutical contract services (CDMO), API manufacturing, pharmaceutical, biotechnology, or life sciences industries.
* Experience with the proposal development process, business quotes, budgeting, and defining timelines.
* Excellent written and verbal communication and negotiating skills.
* Proficiency in Microsoft Word, PowerPoint, and Excel; Salesforce.com experience is a plus.
* Ability to work effectively as a member of cross-functional teams and to interact with scientists and technical staff from customers and within Catalent.
* Proven track record with new account penetration and the ability to organize and plan work, manage travel, and balance multiple priorities.
* Willingness and ability to travel up to 50% to visit Catalent’s manufacturing facilities in Dartford, UK, Malvern, PA, and other locations as needed.
Catalent is an Equal Opportunity Employer, including disability and veterans. If you require reasonable accommodation during the application or hiring process, you may submit your request by emailing DisabilityAccommodations@catalent.com, including the job number, title, and location.
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