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Cryoport Systems · 2 weeks ago

Director- Business Development, Consulting Services

United States

Full-time

Remote

Lead/Staff, Director/Executive

5+ years exp

Cryoport Systems is the life science industry’s most trusted provider of supply chain solutions for temperature-sensitive materials. The Director – Business Development, Consulting Services is responsible for the total Consulting Services global revenue target, supporting business development teams and closing critical business opportunities.

Clinical TrialsLogisticsShipping

Hiring Manager

Savannah Clark

Responsibilities

Subject Matter Expert

Serving the role of Subject Matter Expert in the selling and business development process individually and in support of the global business development team

Comprehensive understanding of the entire suite of Consulting Services offerings to represent the capabilities of the team, the value the client and as a resource for the entire business development team globally

To undertake any other duties as required to support the growth and revenue targets globally for Consulting Services and collaboration with all Business Development teams globally

Collaborate with internal teams to translate client needs and expectations into reality; develop industry knowledge and maintain awareness of industry trends; perform other duties as assigned by management to meet the dynamics of the life sciences business environment to further opportunities for Consulting Services

Work seamlessly with the Consulting Services teams, especially the Sr. Director, Consulting Services, to keep up to date with all Consulting Services offerings, value propositions, deliverables, key qualification information, and case studies/previous projects and impacts

Willingness to learn all aspects of the Consulting offering and team and drive/motivation to continuously build knowledge of the industry, risks, regulatory, and other relevant disciplines to best sell consulting and be the SME for the team

Proven competence in consultative selling to deliver results and build client relationships

Ability to quickly assess client challenges and needs (even if not directly articulated by the client) based on what the client has provided, its stage of development, the therapy type, shipping systems utilized, packaging and product packout, shipping lanes, courier experience and expectations, etc

Develop Strategic plans to penetrate the market and create a robust pipeline of Consulting Services projects in partnership with the Global BD teams

Participate in activities, such as teleconferences and client visits, as needed, to obtain required information to complete pricing proposals

Communicates directly with end-customer contacts; participates in end-customer meetings (alone or in collaboration with the global BD team

Function independently to influence the decision-making process of potential clients and develop strategies which anticipate client objections or ambivalence

Collaborate with Global Business Development team to ensure Consulting Pipeline is developed, grown and targets identified actively for Consulting Services Offerings

Travel or virtually meet with clients to educate them on Consulting Services Offerings and consultatively engage to understand their needs, pain points and share historical project competencies related to the clients’ product/market

Meet weekly (or bi-weekly) with the Americas sales team to review the pipeline and demand generation

Provide training to other Global Business Development team members (and other SMEs) on Consulting Services Offerings, how to best position the offerings, value propositions, and other critical training to solution sell consulting services

Ensure Consulting Services Salesforce details (in collaboration with the business development team) on pipeline / opportunity status is accurate and complete

Support the development and marketing of best practices and case studies (if applicable)

Collaborate with NPD/Marketing to represent Consulting Services at selected trade shows (as applicable)

Collaborate with Product Management and Product Marketing on market research and analysis to create detailed business plans on new opportunities (expansion, business development etc.) for Consulting Services

Help align the product offering to market needs by regularly communicate critical client needs, opportunities and challenges to allow the Consulting Services team to optimize service offerings, processes and team competencies

Assess the competitive landscape to help the Consulting Services Team to position its value proposition appropriately

Monitor competition by gathering current marketplace information on pricing, services, new service offerings, marketing, etc. Ensure this information is provided to the Consulting Services team in a comprehensive and timely manner

Assist the Sr. Director, Consulting Services and the Sr. Vice President and Chief Product Development Officer in identifying market potential of Consulting Services offerings (and any new product development opportunities)

Identifying client requirements; defining market, competitors, including advantages and weaknesses; forecasting revenue production with Global BD team

Provide proposal, pricing, legal, and RFP support

Provide continuous input on improving proposal production, format, process improvement, offering extensions, and new offerings

Provide input to the development and continuous improvement of proposal management processes, tools, templates, and library

Assist in preparing responses to Requests for Information (RFIs), including coordination with functional leads to prepare technical components of submissions

Work with the Legal / Contracts functions (where appropriate) to ensure that the correct legal documents, terms and conditions are applied to a given proposal

Conducting after-action reviews with all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions

Contribute to the updating and maintenance of SalesForce.com and coordination with other BDs globally to ensure tracking of Consulting Services opportunities (Work with the existing Global Business Development teams to ensure all Consulting Services pipeline and opportunities are captured accurately in Salesforce and kept up to date

Must be prepared to present and discuss proposal aspects and analysis to all levels of the organization

Assist in providing monthly, quarterly, and yearly opportunity, proposal generation and close rate reports

Develop and implement commercial strategies according to company goals and objectives aiming to accelerate growth

Act to acquire new clients and constructively manage client relationships (new and existing) in collaboration with the Global BD team

Generate new business leads through prospecting, cold-calling, and face to face meetings

Call on prospective accounts, provide technical and administrative solutions and services information, coordinate presentations and support proposal generation. Prepare client-specific presentations and other data to respond to client needs. Travel is estimated to be in the range of 75%

Ensure that revenue targets are achieved by, amongst other things, maintaining sales networking and client development activities

Participate with the Senior Director Business Development, other Sales Directors to establish strategic plans and objectives

Qualification

Business DevelopmentValidation EngineeringClient Relationship ManagementConsultative SellingBiopharma Industry KnowledgeSalesforceMarket ResearchProposal ManagementForecastingTeam Collaboration

Required

Bachelor's degree in Engineering, Life Science or related field

Minimum of 5 years' experience in Validation Engineering, Preferably in regulated industries (pharma, biotech, medical devices)

5-7 years of experience in selling and delivering Service Solutions for the Biopharma Industry (as well as familiarity with Animal Health and IVF markets)

Proven experience in managing key client relationships

Ability to generate forecasts, projections, and contract gross margins and operate against these projections

Experience working with senior executives and teams in the Biopharmaceutical industry

Preferred

Master's Degree

Company

Cryoport Systems

Cryoport Systems is a market leader in globally integrated temperature-controlled supply chain support for critical, irreplaceable products and materials in the Life Sciences industry.

Founded in 1999

Lake Forest, California, USA

201-500 employees