Director - Business Development, Cryopreservation

Cryoport Systems is the life science industry’s most trusted provider of supply chain solutions for temperature-sensitive materials, serving biopharmaceutical, IVF and surrogacy and animal health organizations around the world. Cryoport Systems' proprietary Cryoport Express® shippers, Cryoportal® Logistics Management Platform, leading-edge Smartpak™ Condition Monitoring System and geo-sensing technology paired with unparalleled logistics expertise and 24/7/365 customer support, make Cryoport Systems the end-to-end temperature controlled supply chain partner that you can trust.

POSITION SUMMARY

It is the responsibility of the Director - Business Development, Cryopreservation to further develop and execute business development of the Integricell. solution, build and ensure a strong presence in the market. The position will work closely with existing leadership to generate business and execute partnerships and commercial relationships that drive the long-term adoption of Integricell. Responsibilities also include contributing to the development of strategic targeting plans, market research, opportunity assessment, funnel management, customer communications, and relationship management, to close business and capitalize on opportunities.

PRIMARY RESPONSIBILITIES (include but are not limited to)

• Effectively promote IntegriCell platform, capabilities, and technologies to facilitate generation and closing of new business opportunities and partnerships. Primary means of achieving through email communications, phone conversations, zoom/Webex/Teams conferences, face-to-face meetings, and customer tailored presentations
• Responsible for generating new business from new customers through a high level of customer contact including direct customer visits and extensive networking activities
• Manage NDAs, contract development, review, negotiation and execution with support from legal and contracts teams
• Network and build trust-based relationships throughout target accounts from technical/CMC leads to the executive level, and interface with select clinical personnel
• Understand and be able to surface customer needs related to Cryopreservation from early process development to routine services. Maintain strong technical and market knowledge to enable meaningful conversations with prospective customers
• Contribute to refining market understanding and generating input to business planning and new opportunities (expansion, business development etc.)
• Contribute to the development of business strategy. Identify market trends, assesses market potential and develop strategies to grow market share
• Work closely with leadership, marketing, product development and research teams to develop and inform segmentation and targeting, marketing strategy development, understand and define opportunities (customers, products, markets) to grow business
• Support definition of performance indicators using key metrics and prepare reports for senior management
• Contribute to develop commercial strategies, Sales & Marketing planning, aligned with market needs
• Implement commercial strategies according to company goals and objectives aiming to accelerate growth
• Work with the existing sales force and/or secure IntegriCell relationships producing unit revenue and collective revenue growth
• Represent IntegriCell and its technology, strategies, technical and scientific expertise, products and services in the pharma/biotech industry
• Be able to connect the customer with the appropriate stakeholders in charge of Cryopreservation for both Clinical and Process Development Activities
• Act to acquire new clients and constructively manage client relationships (new and existing)
• Generate new business leads through prospecting, cold-calling, and face to face meetings
• Utilize strong interpersonal skills when negotiating contracts and/or bids and building long-term relationships with potential external partners and/or customers. Assist in setting financial targets and budget development and monitoring
• Participate with the IntegriCell leadership team and other Sales Directors to establish strategic plans and objectives. Cultivate a strong cross functional relationship and demonstrate the ability to collaborate with key internal functions and stakeholders to work towards the successful development of the business product pipeline
• 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. International and domestic travel required (approx. up to 50%) to conferences, customer visits, and Cryoport facilities
• Work 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. Collaborate with and coordinate with diverse teams (marketing, sales, client care, logistics, et al)
• Function independently to influence the decision-making process of potential clients and develop strategies which anticipate client objections or ambivalence.
• Ensure that revenue targets are achieved by, amongst other things, maintaining sales networking and client development activities
• Monitor competition by gathering current marketplace information on pricing, services, new service offerings, marketing, etc.
• Provide current and historical records by maintaining records on potential clients and projects.
• Contribute to team effort through revenue delivery performance
• Participate in self-development activities and training of colleagues
• Exhibit safety awareness and safe work practices to clients
• Perform all other duties as may be reasonably assigned during the course of business

COMPETENCIES & PERSONAL ATTRIBUTES

• Ability to see business opportunity and fashion an approach toward achieving its successful capture
• Ability to read, analyze, and interpret common life sciences technical journals, financial reports, and legal documents
• Ability to respond to common inquiries or complaints from clients, regulatory agencies, or members of the business community
• Ability to effectively present information to top management or public groups
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization and/or historic SOPís exist
• Ability to interpret and variety of instructions furnished in written, oral, diagram, or schedule form
• Superior quantitative and qualitative skills
• Ability to generate forecasts, projections, and contract gross margins and operate against these projections.

QUALIFICATIONS AND EDUCATION REQUIREMENTS

• Minimum 5 years of proven experience as a Commercial Sales Director in the life sciences or related companies. Significant Cell and Gene Therapy market experience in commercial, business development, or global strategic marketing roles, with background in cell therapy manufacturing, apheresis and cell collections networks, and supply chain solutions specific to cell based therapy
• Proven experience in sales, marketing and managing key client relationships
• Excellent interpersonal and influencing skills
• Extensive network within the industry of relevant contacts, leads, and decision makers
• Excellent organizational and leadership skills with strong communication ability
• Knowledgeable of the life sciences and the role of leukapheresis and cryopreservation
• Advanced degree in the life sciences and substantial successful business experience
• Motivated, self-starter, proven problem solver and independent thinker
• Commercial experience selling and marketing instrumentation, devices, services, CDMO capabilities into the Cell and Gene Therapy and BioPharma spaces
• Experience launching new products/technologies/services into a complex industry
• High level of understanding of cell therapy manufacturing processes and the drug development process from preclinical to clinical development and commercialization
• Demonstrated track record of securing new customers, exhibiting a strong close rate
• Ability to establish and maintain key relationships based on trust and long term commitment
• Experience speaking/presenting in public settings and relevant industry conferences, congresses
• Customer facing attitude. Effective at working with varied stakeholders, from technicians and scientific personnel, up to and including C-Suite leaders, to discuss the value proposition of Cryoport offerings and technology