Director of Business Development – North East

Director of Business Development – North East US

Phlow are a U.S.-based, public benefit corporation that develops and domestically manufactures APIs and finished pharmaceutical products that are critical to the nation’s healthcare.

In 2019, Phlow set out to solve a problem that our country has faced for decades – a broken supply chain that has resulted in the shortage of the medicines that our Nation requires to sustain life and conquer disease.

To fix this critical problem, Phlow has assembled a world-class team and like-minded strategic partners committed to providing a solution to the broken pharmaceutical supply chain and the over-reliance on foreign manufacturers for our Nation’s highest priority medicines.

The Role:

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.

This role is fully remote, with regular travel to the North eastern region of the US.

Main aspects of the role will involve:

1. 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.

2. 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.

3. 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.

4. 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.

5. 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.

About you:

Ideally you will have 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.

If this sounds like the Business Development opportunity you have been waiting for, then please reach out to Zara Stacey at zara@leadcandidate.com for an introductory discussion.