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VP, Commercial Operations, Cdmo Bu

Gaithersburg, MD, USA | Emergent BioSolutions

  • Industry:
    Pharmaceutical / Biotech
  • Position Type:
  • Functions:
    Operations / Production
  • Experience:
    10-12 years
Job Description:
54 people have viewed this job

Those who join Emergent BioSolutions feel a sense of ownership about their future. You will excel in an environment characterized by respect, innovation and growth opportunities. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed-to protect life.

I Job Summary 

Responsible for development and executing the commercial and business strategy for the development and manufacturing service lines of the BU to meet the needs of the market / customers and Emergent BioSolutions. Determines our positioning, value proposition, offering, pricing strategy, and terms and conditions of our targeted portfolio.Support the sales and business development team in the acquisition of new business and existing business extensions by providing assistance in the evaluation and proposal process, customer visits and negotiations to secure short- and long-term business. Responsible for leading and managing the commercial operations team inclusive of technical evaluations & proposals, commercial analysis and commercial development for each service line.

Member of the CDMO BU leadership team. Work in close collaboration with finance and operations to ensure alignment and delivery of results with optimal pipeline and portfolio. Manages entire project acquisition process which includes tracking and prioritizing new inquiries and leading a cross functional team supporting the sales & business development efforts. Maintains full overview of demand profile (inquiries to proposals to awards) of the portfolio for the short and long term and represents demand overview and commercial at the S&OP. Manages the P&L of the development and manufacturing service lines business line through portfolio optimization using and providing market focused direction and assessment of present and future competitiveness of our offering and position. Be the market expert in development and manufacturing service lines to the market and internal organization. Accountable for the overall performance of the development and manufacturing service lines business line performance (P&L) against budget in collaboration with finance and operations.

Through sales & business development, grow the sales and profitability of development and manufacturing service lines business in line with the set targets yearly and over the planning horizon. Adjust sales and business development strategy as needed to meet targets.

II. Responsibilities

Manage the business acquisition process for introduction of new and existing products.

Acts as commercial and business escalation for CDMO BU, serves active role in governance of customer relationships and within site with finance and operational leadership including being on respective SLT (s) as appropriate.

Lead execution of the commercial and business strategy in development and manufacturing

Manage commercial input for capital projects and ensure decisions are aligned to the market, business and portfolio management decisions.

Develop plan for generating and qualifying leads with Marketing. Work with Sales & BD team to ensure follow up, provide sales and technical tools and assistance in the selling process.  

Identify and deliver new business opportunities to grow the business

Set guidance for pricing and terms and conditions, and provide back up and oversight of the sales and business development team in issuing project proposals to customers negotiating contracts.

Frequently visits accounts and proactively approaches new potential customers to acquire new project and products in support of Sales & BD.

Market Visibility Actively represents at trade shows and conferences, through membership in industry organizations and through appropriate dialog with the press.

Represents commercial and businessat S&OP and manage budget planning meetings

Responsible for full demand overview of pipeline / portfolio funnel and delivery of results

Provides weekly and monthly updates to management on the progress of sales and business development activities, the overall portfolio, issues and an outlook on sales and profitability for the current and future years

III Education, Experience & Skills

Education BS in Life Science, Engineering and 10 years’ experience in CDMO Commercial Operations, Sales and/or Business Development. MBA preferred

Demonstrates strong account management, project management, customer relationship skills, and communication skills

Able to build strong and motivational relationships with sales & bd, marketing and operations teams and demonstrate positive attitude toward challenges

Able to develop and implement strategic business plans and commercialization strategies

Proven track record of bringing in new business and negotiating contracts.

Experience in manufacturing or R&D a plus.

Broad but sCompanytantial knowledge base in multiple business lines (Drug SCompanytance, Drug Product, Development and manufacturing service lines).

Office environment; national and international travel required as part of the role


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