Director, Business Development (North East)

Phlow; Richmond (VA); Remote; USD 120,000 - 180,000; Full time

Job summary

A leading pharmaceutical company is seeking a Director of Business Development to spearhead growth initiatives for their drug substance facilities. This role focuses on generating leads, developing client relationships, and managing the sales process to achieve revenue goals. Ideal candidates will possess extensive experience in the pharmaceutical and biotech industries, along with strong interpersonal and communication skills.

Qualifications

• 10+ years in business development/sales in pharma or biotech.
• Experience in CDMO services preferred.
• Strong listener and communicator.

Responsibilities

• Identify and secure new business opportunities.
• Build and maintain a sales pipeline.
• Conduct client discovery meetings and engage potential clients.

Skills

Lead Generation

Prospecting

Client Engagement

Communication

Networking

Education

Bachelor's degree in Physical or Life Sciences

Post graduate scientific degree

Tools

Microsoft Office

CRM

Lead generation tools

Job description

Apply

Description

The Director, Business Development will focus on identifying and securing new business opportunities for Phlow’s small molecule PR&D, kilo and metric-ton drug substance facilities. The primary focus is lead generation, proactive prospecting, and building a robust sales pipeline to drive organizational growth. This role requires strong expertise in identifying high-value opportunities in the pharmaceutical and biotech industries and converting leads into long-term partnerships.

Requirements

• Lead Generation and Prospecting
• Proactively identify and qualify new pharma and biotech leads through research, networking, cold outreach, and attending industry events.
• Develop and execute a robust prospecting strategy to build a consistent pipeline of potential clients.
• Diligently maintain Phlow’s CRM system, market intelligence platforms, and industry databases to ensure effective follow up, and internal dissemination of information.
• Collaborate with Marketing to create customized outreach campaigns tailored to potential clients’ needs and challenges.
• Client Engagement
• Conduct discovery meetings with prospects to understand their requirements and pain points, both face-to-face and via videoconference
• Understand and clearly communicate the company’s small molecule CDMO capabilities, including development and manufacturing services.
• Establish trust and rapport with prospective clients as the initial and ongoing commercial point of contact.
• Manage the entire CDMO business cycle including identification of leads, their qualification, establishing CDAs, processing RFPs, generation of Proposals to meet client needs, contract negotiations, and business closure.
• Build long-term relationships with prospects through consistent follow-ups and tailored communication and being the “voice of the customer” within Phlow.
• Target Achievement
• Meet or exceed individual and organizational revenue and sales targets.
• Regularly review sales performance metrics and adjust strategies to ensure alignment with goals.
• Identify high-value opportunities within the existing pipeline and prioritize efforts to close deals efficiently.
• Ensure accurate forecasting and reporting of sales activities, pipeline progression, and revenue projections.
• Industry Networking and Representation
• Professionally represent Phlow at industry conferences, trade shows, and other networking events to identify new opportunities and build existing relationships.
• Develop a strong personal presence in the pharmaceutical and biotech industries to position Phlow as a partner of choice for advanced manufacturing.
• Collaboration and Pipeline Management
• Serve as the primary interface between client and internal teams including R&D, manufacturing, and project management, to ensure alignment and delivery of client projects.
• Work closely with finance and legal teams to structure competitive and profitable proposals.
• Provide regular client feedback to internal stakeholders to support service improvement and innovation.
• Contribute to team and departmental initiatives outside of day-to-day business development activities.
• Other duties as assigned.
  
  

Essential Job Duties & Responsibilities

To successfully perform in this role, candidates must perform each essential job duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Experience & Qualifications

• >10 years of combined business development/sales and scientific/technical experience in the pharmaceutical, biotechnology, or life sciences industries, at least 3 of those spent selling drug substance CDMO services.
• Startup experience preferred.
• Understanding of the proposal development process, building quotes, budgeting, and managing activities to defined timelines.
• Existing customer network, positive relationships, and in-depth knowledge of agreement negotiation and execution from a previous drug substance CDMO business development role.
• Mindful listener and communicator with ability to present and express ideas and information clearly and concisely in a manner appropriate to audience, whether verbal or written.
• Excellent interpersonal skills, with an ability to articulate solutions to customers as a trusted advisor.
• Highly motivated and able to work independently, multi-task, and set priorities.
• Proficiency in Microsoft Office, CRM, and lead generation tools.
• Remote role, located in the assigned Territory.
• Ability and willingness to travel for client visits, industry events and to Phlow’s sites, as required (approx. 50%).
• This role requires authorization to work in the United States as defined by applicable laws and regulations.
  
  

Education & Certifications

Bachelor's degree in Physical or Life Sciences required; post graduate scientific degree preferred