Head of Commercial, Biologics CDMO Services

Posté 09 févr. 2023

Burlington, Massachusetts - United States

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Work Your Magic with us!

Ready to explore, break barriers, and discover more? We know you’ve got big plans – so do we! Our colleagues across the globe love innovating with science and technology to enrich people’s lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.

Your Role

You manage a global team of business development and account managers in our three key territories (Americas, EMEA and APAC) for the Biologics CDMO business. The business operations are spread across three geographies, Burlington, MA; Martillac, France; and Shanghai, China.

Through your leadership, you enable your team of sales experts to negotiate complex, long-term manufacturing contracts for both clinical and commercial biologics-based therapeutic products, typically in the million-dollar range. As an experienced sales manager, you have deep experience in negotiations and contract terms definitions of manufacturing services, combined with technical expertise in biologics production to ensure customer needs are met.

Our ambitious vision for the business is to help biotech companies take their assets from early clinical stage to market as fast as possible, as well as providing commercial manufacturing options to clients with a commercial portfolio.


Key responsibilities:


  • Lead a team of professional global sales representatives (Business Developers and Account Managers) to ensure our Biologics manufacturing offering has visibility and market positioning as a growing specialist CDMO in the key territories
  • Be accountable for the team’s delivery of new business deals by coordinating requirements, developing and negotiating contracts, integrating contract requirements and business operations; nurturing existing accounts to ensure scope expansion and delivery
  • Direct the translation of marketing and strategy scopes into sales offering to clients and ensure clear capture in contracts as represented and negotiated by sales representatives by developing negotiation and pricing approaches, examining risks and potentials, estimating customer needs and goals; enable the commercial team members with these strategies
  • Be the contact point for Biologics Operations to ensure clear understanding of client projects, scheduling and resourcing and be the voice of customer internally
  • Collaborate closely with our Strategy, Marketing and Field Marketing partners as an industry subject matter expert to represent market insights and customer needs, identify global key messages and ensure translation into offering
  • Drive our strategic commercial activities from existing or new customers
  • Act as the point person to engage with and guide our Legal business partners ensuring contractual representation of our offering and adherence to core business principles
  • Lead complex negotiations with Key Accounts with a focus to establishing long term business relationships
  • Represent the Biologics Commercial team in BioVV and LSS leadership team meetings
  • Own Commercial delivery of annual revenue and signature targets


This position is ideally based in the United States, preferably in Burlington, MA, USA, or France, and reports to the Global Head of Commercial, Biologics and Viral Vector CDMO.



Who You Are: You are an expert collaborator, a creative problem solver, adept at work in a multi-cultural environment with the capability of managing diversity. You are a highly experienced negotiator in maximizing the long-term value for our business and closing discussions with customers. You are also action oriented with a high-level drive for results and perseverance, acting in professional and positive manner always. You work independently, by being strongly goal oriented and self-motivated. You have superior communication and presentation skills which are used to convince and inspire internal and external partners to get their buy in and commitment.


Minimum Qualifications:

  • MS in cell biology, biochemistry, bioprocessing or other relevant subject, with 8+ years’ experience. BS with 15-20 years experience
  • Experience in a strategic commercial role within a Life Sciences or Pharmaceutical company with a proven business development track record
  • Experience drafting and negotiating term sheets and commercial agreements within the commercial bioproduction manufacturing area
  • Global and domestic travel up to 50%
  • Can work remotely


Preferred Qualifications:

  • Advanced Degree in Science, Legal or Business
  • Biologics manufacturing knowledge highly preferred



What we offer: We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We celebrate all dimensions of diversity and believe that it drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!
Apply now and become a part of our diverse team!

If you would like to know more about what diversity, equity, and inclusion means to us, please visit https://www.emdgroup.com/en/company/press-positions.html