Director, Business Development - Licensing & Commercial Supply

Key Responsibilities:

• Develop the strategy for significant, win-win OEM and licensing relationships leveraging company enabling technologies, including prioritization of growth markets and target organizations.
• Analyze industry trends and strategic direction to better to better understand opportunities and competitors in the marketplace, with a strong focus on emerging technologies and applications.
• Create best-practice engagement models for licensing and OEM including business terms, while partnering within the organization to develop term sheets, agreements and other standards to implement with current and future licensees/partners.
• Prospect, qualify, and develop relationships with new leads and existing customers to build pipeline and close new business in the Life Sciences and adjacent industries.
• As necessary to grow the business, plan for and hire additional team members to manage partnerships and to find new opportunities, while working within and across a larger matrixed commercial organization of sales and support personnel, to create reciprocal business opportunities.
• Develop relationships with customer champions and executive stakeholders on long-term, strategic, use-case roadmaps that provide opportunities capturing measurable value.
• Lead contract negotiations for net new business development activities to protect project margin while also securing trust with the customer.
• Collaborate internally with global marketing, product management and sales teams on selling strategies and product offerings to build and capture pipeline while delivering successful outcomes for all customers.
• Secure and nurture customer references to speak on behalf of company via testimonials, industry events, joint marketing activities, and prospect outreach.

Education and Experience:

• Requires a Bachelors Degree in Science
• 5 years of business development experience, especially in OEM and/or CRO/CDMO markets
• MS/PhD and relevant experience is preferred

Knowledge, Skills, and Abilities:

• Customer Centric approach with the ability to anticipate customer needs
• Must have the ability to quickly learn the technical aspects of product lines across businesses.
• Strong presentation skills demonstrating ability to communicate highly technical information clearly and effectively to a variety of different customer audiences
• Strong negotiation skills
• Ability to sell the value of a diverse and broad portfolio
• Experience working with Salesforce or other CRM
• Must demonstrate flexibility to work across the enterprise balancing the needs of multiple stakeholders internally while addressing the needs of the customer.
• Must have the ability to travel 25-50% of the time