Senior Manager or Director – Business Development & Strategic Partnerships - Drug Product - Argonaut Manufacturing Services Inc.

Corporate Overview

Argonaut Manufacturing Services, Inc. (Argonaut) is a fully integrated and full-service contract development and manufacturing organization (CDMO) headquartered in Carlsbad, CA. Argonaut supports life science, diagnostic, and biopharmaceutical innovators with high quality GMP manufacturing services compliant with FDA CFR21 Part 820, 210 and 211 as well as ISO 13485:2016.

Argonaut currently has over 100,000 square feet of manufacturing space and ~150 employees across four locations in Carlsbad, CA.

Benefits and Pay Range

• Medical Insurance | Dental Insurance | Vision Insurance | Company Paid Life Insurance 1X annual Salary | Voluntary Life Insurance | Long-Term Disability Insurance and Short-Term Disability Insurance | Flexible Spending Account and Health Saving Account | 401(K) Retirement Plan (matching) | 14 Days of Paid Time Off 10 Paid Holidays Annually

The pay range for this position is between $140,000 - $180,000 annually. Factors which may affect starting pay within this range may include geography/market, skills, education, experience, title and other qualifications of the successful candidate.

Position Overview

Argonaut is looking for an experienced and motivated business development professional with experience in the biopharma CDMO industry. This individual is expected to operate at a high level and demonstrate an ability to work independently and thrive in a fast-paced and high-growth environment. The role will report directly to the VP, BD & Strategic Partnerships and is expected to be an active and engaged member of the Commercial Team at Argonaut. This individual will be responsible for delivering results in a dynamic and fast-paced contract manufacturing environment through achievement of new business revenue objectives and growth of existing assigned accounts.

This position is heavily focused on being a strategic 'hunter' and primarily accountable for identifying, targeting, cultivating, structuring, and closing new sales opportunities. Additionally, this role will support the development and implementation of the overall Commercial Strategy at Argonaut and will contribute to the organization's understanding of the opportunities within the sales pipeline. The individual in this role should employ a highly consultative sales and business development approach as well as a firm commitment to high levels of execution towards Argonaut's growth objectives. The key success factor is the ability to achieve quarterly and annual revenue goals while steadily growing the business and developing customer relationships.

Responsibilities and Duties

• This role is responsible for (a) building an active and relevant funnel of open opportunities to facilitate continuous business generation and (b) demonstrating the ability to close, maintain and grow strategic customer relationships within the biotech and pharmaceutical sectors.
• Plans and implements a detailed, cohesive, and actionable sales strategy for acquisition and management of business opportunities from biopharma companies within assigned territories and business segments.
• Researches, identifies, and develops new business prospects, including strategic accounts, from multiple sources including industry contacts, leads generated from organic prospecting efforts, and email and inbound leads from Argonaut's website and Inside Sales team.
• Work in close collaboration with Commercial leadership to drive business development efforts based on the overall commercial strategy and growth objectives at Argonaut.
• Maintains an active leadership role within the client project team by (a) driving overall account strategy, (b) owning the client business relationship, (c) serving as an escalation pathway when needed, and (d) ensuring internal cross-functional teams are aligned with the client's project needs.
• Supports contract negotiations (with support from legal counsel and senior management) related to overall contract structure, terms and conditions, and project pricing. This role is accountable for execution and compliance of the contract terms.
• Represents Argonaut by attending trade shows, industry events, and conferences and maintains active membership and participation in industry trade groups and networking events.
• Assists in gathering market intelligence on customers, competitors, industry trends, etc.
• Support the identification of commercial portfolio opportunities and risks, financing needs, and organizational capabilities to attain new or expanded revenue streams.
• Lead and execute business development initiatives including partner identification, outreach, management of the "sell" process, and structuring/negotiation/execution of transactions.
• Develop business analyses to support sales pipeline valuation and evaluate impact from changes in customer and competitive landscape.
• Develop and maintain strong and effective partnerships with internal stakeholders in Operations, Program Management, and Finance to support commercial opportunities and client relationships at target companies.
• Support development of commercial and competitive strategy.
• Provide regular presentations on business development opportunities, pipeline, competitive analysis, and other initiatives in various company forums.
• Organization, execution, and leadership of a consistent and efficient process for lead management and development within the defined sales territory.
• Build brand awareness of Argonaut's service offering, technologies, and customer service excellence through appropriately timed hand-off of qualified opportunities for new and existing customers.
• Some travel required to industry events and conferences, key stakeholder meetings, etc.

Requirements and Qualifications

• Bachelor's or advanced degree (BS, MS) in Biology, Chemistry, or related scientific/technical field of study. Advanced scientific, technical and/or business degree strongly preferred (e.g. MS, MBA).
• At least 5 years of meaningful experience in client-facing commercial, sales, project/program management, or business development roles in the CDMO or life science/diagnostics industries.
• Proficient in the use of CRM tools to support the sales process (e.g. SalesForce).
• Ability to organize and present compelling content and summaries for executive-level audiences.
• Strong understanding of sales performance metrics and the ability to utilize these to drive strategies and tactics.
• Strong interpersonal and organizational skills with the ability to communicate effectively and concisely within all levels of the organization to foster collaboration, drive alignment, and achieve results.
• Proficiency with Microsoft Office applications, including PowerPoint, Excel, Outlook, Word, and Teams.
• Understanding of new technologies and trends in the biopharmaceutical industry.
• Analytical, challenge-focused, and possesses a value creation mindset with a bias toward action.
• Ideally fluent in both the life science/ diagnostics markets AND the drug development processes and have prior exposure to commercialization of both in the CMO service market.
• Willingness to roll up your sleeves and dive deep into operational issues that may inform strategic thinking, without compromising functional integrity.
• Resilient, highly self-motivated, self-directed.
• Can delegate, hold other functions accountable, can escalate as needed, and without distraction from primary scope of responsibilities.
• Excellent organizational and multitasking skills.
• A team player with high level of dedication.
• Ability to work under strict deadlines.
• Ability to take on new tasks to completion with minimal direct guidance.
• Strong cross functional team player, interfacing with commercial and operational colleagues to drive new business and growth of existing client portfolios.
• Ability to generate strong and trusting client relationships.
• Field-based; up to 30-50% travel as needed.