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
The Director – Business Development, Consulting Services is responsible for the total Consulting Services global revenue target. In this role, the Director-Business Development, Consulting Services will support the existing business development teams in evaluating and closing opportunities. In partnership with the Global Business Development team, the Director-Business Development, Consulting Services will source and close critical business opportunities. The Director-Business Development, Consulting Services will provide thought leadership on the overall go to market approach and help guide the organization on what overall solution is needed to be a market leader. This role bridges technical expertise and business development, helping clients understand, adopt, and optimize risk mitigation, qualification and validation solutions that meet regulatory and quality standards. It is the responsibility of the Director-Business Development, Consulting Services to secure business relationships that result in revenue production for the company’s Consulting Services breadth of offerings (custom packaging, shipping risk assessments, shipping studies, shipping lane validations/qualifications, packaging qualifications (thermal and physical) etc.). This individual, in addition to owning the total Consulting Services revenue target, will also contribute to the development, promotion, and management of the Company's consulting solutions and/or services by performing the following duties.
PRIMARY RESPONSIBILITIES (include but are not limited to)
• Subject Matter Expert
o Serving the role of Subject Matter Expert in the selling and business development process individually and in support of the global business development team
o Comprehensive understanding of the entire suite of Consulting Services offerings to represent the capabilities of the team, the value the client and as a resource for the entire business development team globally
o To undertake any other duties as required to support the growth and revenue targets globally for Consulting Services and collaboration with all Business Development teams globally.
o Collaborate 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 to further opportunities for Consulting Services.
o Work seamlessly with the Consulting Services teams, especially the Sr. Director, Consulting Services, to keep up to date with all Consulting Services offerings, value propositions, deliverables, key qualification information, and case studies/previous projects and impacts.
o Willingness to learn all aspects of the Consulting offering and team and drive/motivation to continuously build knowledge of the industry, risks, regulatory, and other relevant disciplines to best sell consulting and be the SME for the team.
• Consultative Selling
o Proven competence in consultative selling to deliver results and build client relationships.
o Ability to quickly assess client challenges and needs (even if not directly articulated by the client) based on what the client has provided, its stage of development, the therapy type, shipping systems utilized, packaging and product packout, shipping lanes, courier experience and expectations, etc.
o Develop Strategic plans to penetrate the market and create a robust pipeline of Consulting Services projects in partnership with the Global BD teams.
o Participate in activities, such as teleconferences and client visits, as needed, to obtain required information to complete pricing proposals.
o Communicates directly with end-customer contacts; participates in end-customer meetings (alone or in collaboration with the global BD team.
o Function independently to influence the decision-making process of potential clients and develop strategies which anticipate client objections or ambivalence.
• Sales Team Collaboration
o Collaborate with Global Business Development team to ensure Consulting Pipeline is developed, grown and targets identified actively for Consulting Services Offerings.
o Travel or virtually meet with clients to educate them on Consulting Services Offerings and consultatively engage to understand their needs, pain points and share historical project competencies related to the clients’ product/market.
o Meet weekly (or bi-weekly) with the Americas sales team to review the pipeline and demand generation.
o Provide training to other Global Business Development team members (and other SMEs) on Consulting Services Offerings, how to best position the offerings, value propositions, and other critical training to solution sell consulting services.
o Ensure Consulting Services Salesforce details (in collaboration with the business development team) on pipeline / opportunity status is accurate and complete.
• Marketing and Sales Support
o Support the development and marketing of best practices and case studies (if applicable)
o Collaborate with NPD/Marketing to represent Consulting Services at selected trade shows (as applicable).
o Collaborate with Product Management and Product Marketing on market research and analysis to create detailed business plans on new opportunities (expansion, business development etc.) for Consulting Services.
• Consulting Services Offering Market Feedback
o Help align the product offering to market needs by regularly communicate critical client needs, opportunities and challenges to allow the Consulting Services team to optimize service offerings, processes and team competencies
o Assess the competitive landscape to help the Consulting Services Team to position its value proposition appropriately
o Monitor competition by gathering current marketplace information on pricing, services, new service offerings, marketing, etc. Ensure this information is provided to the Consulting Services team in a comprehensive and timely manner.
o Assist the Sr. Director, Consulting Services and the Sr. Vice President and Chief Product Development Officer in identifying market potential of Consulting Services offerings (and any new product development opportunities).
o Identifying client requirements; defining market, competitors, including advantages and weaknesses; forecasting revenue production with Global BD team.
• Proposals
o Provide proposal, pricing, legal, and RFP support.
o Provide continuous input on improving proposal production, format, process improvement, offering extensions, and new offerings.
o Provide input to the development and continuous improvement of proposal management processes, tools, templates, and library.
o Assist in preparing responses to Requests for Information (RFIs), including coordination with functional leads to prepare technical components of submissions.
o Work with the Legal / Contracts functions (where appropriate) to ensure that the correct legal documents, terms and conditions are applied to a given proposal.
• Pipeline and Opportunity Management o Conducting after-action reviews with all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
o Contribute to the updating and maintenance of SalesForce.com and coordination with other BDs globally to ensure tracking of Consulting Services opportunities (Work with the existing Global Business Development teams to ensure all Consulting Services pipeline and opportunities are captured accurately in Salesforce and kept up to date. o Must be prepared to present and discuss proposal aspects and analysis to all levels of the organization.
o Assist in providing monthly, quarterly, and yearly opportunity, proposal generation and close rate reports.
o Develop and implement commercial strategies according to company goals and objectives aiming to accelerate growth.
o Act to acquire new clients and constructively manage client relationships (new and existing) in collaboration with the Global BD team.
o Generate new business leads through prospecting, cold-calling, and face to face meetings.
o 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. Travel is estimated to be in the range of 75%.
o Ensure that revenue targets are achieved by, amongst other things, maintaining sales networking and client development activities.
o Participate with the Senior Director Business Development, other Sales Directors to establish strategic plans and objectives.
COMPETENCIES
o Ability to overcome obstacles and achieve key outcomes and follow through to get things done and deliver what is promised.
o Strong interpersonal skills and the ability to connect with and positively influence leadership and individuals at all levels of the organization
o Ability to communicate clearly with executives at all levels clearly to demonstrate key value propositions
o Professional communication skills, including solid written, oral, and presentation-giving skills in English.
o High ethical standards to support a professional business code of conduct
o Strong verbal and written communication skills, fluency in English
o Well organized, detail oriented and customer focused
o Good sense of urgency and ability to prioritize multiple tasks
o Strong team player o High proficiency and capability with MS Office Suite primarily with Excel and Word
o Ability to write compelling solution proposals in a collaborative environment
o Utilize strong interpersonal skills when negotiating contracts and/or bids and building longterm relationships with potential external partners and/or customers
o Motivated, self-starter, proven problem solver and independent thinker. o An individual who brings strong core values, quality, ethics, and integrity.
QUALIFICATIONS AND EDUCATION REQUIREMENTS
o Bachelor’s degree in Engineering, Life Science or related field (Master’s Degree preferred).
o Minimum of 5 years’ experience in Validation Engineering, Preferably in regulated industries (pharma, biotech, medical devices).
o 5-7 years of experience in selling and delivering Service Solutions for the Biopharma Industry (as well as familiarity with Animal Health and IVF markets) o Proven experience in managing key client relationships.
o Ability to generate forecasts, projections, and contract gross margins and operate against these projections.
o Experience working with senior executives and teams in the Biopharmaceutical industry
WORK ENVIRONMENT
o Remote Position. The work environment will be primarily in the field, at client sites, at tradeshows and industry events.