Job title: Business Development Manager
Department: Business Development
No of Direct reports: 0
Location: Remote / Hybrid (UK or EU)
Summary:
eXmoor helps clients with their manufacturing of cell and gene therapies (CGT) and biopharmaceuticals. We provide; (1) translation consultancy to close the gap between R&D and clinical manufacture, (2) process development services from our purpose-built laboratory, (3) capital project design through to licensing, and (4) GMP manufacturing for early phase clinical trials.
We are looking for a highly motivated business development professional with a proven track record in bringing in new business. The position will involve a substantial amount of “customer facing” time, either at customer offices, industry conferences or in virtual meetings. As such, the ideal candidate will be outgoing and energised by meeting new people and enjoy the freedom of business travel.
This position would suit individuals with a technical or scientific background and a foundation of existing company relationships in the CGT industry. This is an exciting opportunity to develop your business development career in a dynamic organisation and a rapidly growing market.
Job Description:
You will be a key contributor within a dynamic business development team with a focus on winning new business. You will be responsible for building new relationships – this is not an account management role.
You will be able to effectively listen to customers, identify problems and needs, and in turn present the customer with solutions and services that eXmoor can provide. You will be the primary contact point for new customers from initial discussion through to contract signature.
Main areas of responsibility/key duties:
New Business Development:
- Identify and qualify new target companies (prospective accounts) in the CGT industry and establish contact with key decision makers
- Work alongside lead generation/marketing colleagues to research, qualify and develop new business opportunities through cold calling, referrals, conferences, and various other means.
- Secure face-to-face time with prospective accounts – in person at their offices, at conferences or via Teams/Zoom – and deliver compelling presentations/introductions.
- Proactively scope out new projects and solicit RFP/RFI’s from prospective accounts that match eXmoor’s areas of expertise
- Identify client needs and work with the internal team to present the customer with solutions
- Prepare new business development reports and metrics as required
Marketing Strategy
- Work in tandem with eXmoor marketing activities (e.g. events, webinars, social campaigns) to maximise the opportunities for securing new business.
- Maintain a good understanding of the CGT market to inform eXmoor’s marketing strategy (e.g. key conferences to attend)
- Provide intelligence on CGT market trends and competitors to inform eXmoor’s value proposition and key selling messages.
Sales and Marketing
- Provide input to the Proposal strategy and negotiation of customer agreements.
- Proactively write up and communicate progress with new customer discussions in the form of Meeting/Conference Reports and ensuring the CRM system is kept up-to-date.
- Where possible and practical, accompany and/or host customers for onsite meetings at the eXmoor facility.
- Review Request for Proposal (RFP) and Request for Information (RFI) documents to gain an understanding of client requirements and identify missing information.
- Work with the internal Proposal Manager to coordinate proposal planning meetings with subject matter experts (SMEs) and Project Managers to clarify the scope, issues and identify customer requirements
- Build relationships with the operational and technical teams to understand the work we do and match it with customer needs.
Essential Qualifications & Experience:
- Minimum BSc in life sciences or engineering.
- 2+ years Sales/Business Development experience with a proven track record of winning new business
- 4+ years’ experience in the pharmaceutical/biotechnology industry
- Understanding and experience of biopharma and cell & gene therapy
- Existing network in the CGT industry.
- Technical, scientific and commercial acumen
- Ability to work independently and as part of a team
- Strong communication skills and ability to influence.
- Experience in managing the entire sales process from first discussion to contract.
- Self-starter, results-driven and ‘go-getter’.
- Must be able to build relationships through networking and referrals.
Desirable Qualifications & Experience:
- Sales/BD experience of 5+ years in the CGT industry
- PhD in life sciences or engineering
- Past experience of working for a CGT company – either a CDMO, CRO, CTO or technology company.
- Past operational experience in project management, laboratory research or manufacturing
- Experience of customer relationship management (CRM) systems e.g. Salesforce, Pipedrive
- Experience in a customer services or marketing environment
Competences Required:
- Strong organisation, planning and time management
- Excellent oral and written communication skills
- Leadership and teamworking
- Innovation, inquisitiveness, and willingness to learn
- Attention to detail and getting things finished
- Problem solving
- Building constructive relationships and earning respect
- Motivated by growing a bio-technology business in the CGT / biopharmaceutical market
- High Proficiency in Office365 (including Word, Excel, PowerPoint).
- Motivated by winning new business
- Excited by the prospect of joining a small, growing company in cell & gene therapy
- Self-starter mindset exhibiting high levels of independence and initiative
- Energy, enthusiasm and confidence to build relationships with new customers