Home Careers Commercial Development Manager (Asia)

Commercial Development Manager (Asia)

Research Triangle Park, North Carolina

The Commercial Development Manager is to support the VP Commercial Development in development, maintenance and execution of strategies to strengthen the commercial pipeline emanating from the Asian territory.

 

This is a global position that will support all four sites (FDBU, FDBT, FDBK, and FDBD). This position can be based at any of our locations around the globe. Benefits and compensation will be governed by the location that you are based from and considered your home site.

 

Dimensions

 

No of staff reporting to individualNone currently
Site Numbers
Forward planningAt least 24 months (34) / > 36 months (35)

 

Principal Accountabilities

 

AccountabilityGrade 34Grade 35
1Independently prospect in agreed territories (in collaboration with FDB in-territory sales agents), including the identification of key target customers and formulation of a sales strategy/activity plan for that defined territory in order to build strong personal relationships with customers and meet assigned sales targets

 

Independently prospect in agreed territories (in collaboration with FDB in-territory sales agents), including the identification of key target customers in and formulation of a sales strategy/activity plan for that defined territory in order to build strong personal relationships with customers and meet assigned sales targets.  Provide input into the team commercial strategy for a given geography/service offering and assist in monitoring delivery versus plan as required.

 

2Contribute to the implementation of the marketing strategy by independently attending exhibitions and conferences

 

Contribute to the implementation of the marketing strategy by independently attending exhibitions and conferences. Have a high level of visibility within a given territory and be seen as a trusted external face of the organization.

 

3Arranging and leading face-to-face meetings with prospective customers, either visiting them or hosting meetings at FDB sites globallyArranging and leading face-to-face meetings with prospective customers, either visiting them or hosting meetings at FDB sites globally
4Lead the proposal process for new projects, ensuring timely delivery and review of the proposal by the relevant internal stakeholders.

 

Lead the proposal process for new projects, ensuring timely delivery and review of the proposal by the relevant internal stakeholders. Be able to independently make recommendations on the proposal content (scope/positioning/presentation) and pricing for consideration by the relevant stakeholders.

 

5Lead the negotiation of commercial agreements for process development and manufacturing projects, with support from the VP Commercial Development. This involves influencing internally and externally and agreeing terms which include intellectual property, manufacturing rights, liability and payment terms.

 

Independently lead the negotiation of commercial agreements for process development and manufacturing projects.

This involves influencing internally and externally and agreeing terms which include intellectual property, manufacturing rights, liability and payment terms.

Take the lead in managing strategically important (potentially global) accounts as required and develop the transition plan to facilitate transfer to Alliance Management at the agreed time.

 

6Build and maintain a good working knowledge of the market/competitive landscape in a given territory.Have a deep knowledge of the market/competitive landscape for a given territory/service offering and be proactive in ensuring that pertinent information is disseminated to the wider commercial organisation on a regular basis.
7Any other duties commensurate with the role.

 

Any other duties commensurate with the role.

 

 

Competencies:

 

Competency LevelGrade 34Grade 35
CoreAllAll
Manager/Team LeaderBusiness Standards & Integrity, Customer Focus, Analytical Thinking, Relationship Building, Planning, Achievement and Results OrientationBusiness Standards & Integrity, Customer Focus, Analytical Thinking, Relationship Building, Planning, Achievement and Results Orientation
Senior LeaderNoneNone

 

Special Features

  • An experienced business development professional – ideally with at least 3-5 years (Grade 34) or at least 7 years (Grade 35) experience in a directly relevant role.
  • BSc or equivalent in a relevant life science.
  • Good working knowledge of the Asian market preferred
  • Good technical knowledge of GMP manufacture.
  • Good market knowledge of the biologics field.
  • Good influencing skills and the ability to build/maintain strong networks both internally and externally.
  • Good understanding of commercial issues, with proven negotiation, presentation and selling skills
  • A proactive attitude & ability to work highly independently.
  • Excellent organizational skills
  • Ability to travel nationally and internationally (up to 50%).
  • Tenacious – able to deal with long sales-cycles and complex decision making by customers.

 

FDBU works with technical data, technology and materials that are subject to U.S. export laws and regulations. This position will require access to technical data, technology and source code that is controlled under U.S. export laws and regulations, including but not limited to the International Traffic in Arms Regulations at 22 C.F.R. Parts 120 – 130 and Export Administration Regulations in 15 C.F.R. Part 730 – 774, as may be amended. To conform to these laws and regulations, applicants must be U.S. citizens, lawful permanent residents of the U.S., protected individuals as defined by 8 USC 1324(b)(a)(3) (i.e., asylees and refugees) or otherwise eligible for an export authorization from the U.S. Department of State or U.S. Department of Commerce. Offers of employment will be contingent on the Company’s ability to secure an export authorization.

FDBU is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identify or any other protected class.

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