Business Director, Advanced Bioprocessing
The Business Director has full P&L accountability for BD’s Advanced Bioprocessing (BDAB) Industry business in Europe. The position sits at the centre of BD's matrix organization and requires close collaboration with and coordination between the European Advanced Bioprocessing teams and the Global team. The role is responsible for developing and implementing a sales strategy for the European and EMT regions and key customers in the bioproduction market. Strategies shall include leveraging of BDAB supplements, cell culture media, and design services for biologic production in order to grow revenue and pipeline share at high GP levels.
This role represents the entire business product portfolio and services to the European and EMT region, while leading the sales cycle planning and reporting efforts to ensure customers’ needs and expectations are being met. The Business Director will personally engage in developing, negotiating, and implementing long term agreements with key customers in pharmaceutical and biotech segment. This position requires the development of a comprehensive “go to market” plan, execution of the plan in cross matrix organization and monthly monitoring and reporting of key financial monthly metrics to the leadership team.
Key tasks and responsibilities of the position include:
Strategy Execution / Commercial Implementation (P&L accountability):
• Ensures the development of challenging but achievable operating plans and budgets for BDAB
• Is accountable for overall BDAB performance to budget.
• Provides effective business and financial reporting to European and Global leaders.
• Leads the implementation of marketing plans, solution positioning/pricing and product launch plans, working in close collaboration with European business teams to ensure effective leverage of resources and capabilities.
• Monitors and coordinates short and long term market and business trends and ensures translation into reliable short, medium and long-term plans (from operational forecasting to market development).
• Proactively monitors the financial performance of the business and any deviations from critical project plans. Ensures implementation of any necessary contingency plans and/or corrective actions to effectively mitigate risks.
Market Development and Sales
• Develops effective relationships with key customers – Pharmaceutical.
• Develops relationships with external sales channels and proactively manages their performance.
• Works with key knowledge leaders, trade associations, regulatory agencies to develop long term relationships for product and service acceptance.
• Establishes productive, professional relationships with key personnel in assigned region and accounts.
• Assesses, clarifies, and validates the customers’ needs through an established cadence of territory updates with the account managers.
• Work with customer service and supply chain teams to establish the right customer satisfaction metrics and tracks progress; Reports results to the Leadership Team.
• Administer contract renewals and addendums through our Customer Support groups.
Business & Marketing Strategy
• Creates, communicates and engages the team in the 3-5 year vision and strategy for BDAB in Europe.
• Continually works with associates to develop their career and provides a challenging and rewarding work environment.
• Captures market needs and trends in the industry and recommends respective priorities and solution/product positioning.
• Leads the development and implementation of marketing and sales planning. Contributes to regional market development activities. Ensures compliance with the BD Way of Selling and Customer Centricity initiatives including the use of CRM.
• Engages the organization around the vision and objectives.
• Further develops the organizational capabilities in order to meet challenging business targets.
• Develops an organization that will embrace change, new initiatives and will be ready for future challenges.
• Collaborates with the Global Industry team to provide European input and voice of the customer for new projects.
Business Coordination & Project Leadership
• Sponsors, leads and/or provides oversight on major multi-disciplinary and/or cross-business projects and initiatives on a regular or ad-hoc basis.
• Provides long-term demand forecasts from key customers; Manages the S&OP process, updating the forecasting tools and communicating relative risk and opportunity.
• Coordinates the involvement of company personnel, including customer support, supply chain, sales operations, and functional resources to meet customer performance objectives and expectations in assigned region.
In terms of the performance and personal competencies required for the position, we would highlight the following:
Business Acumen
• Demonstrates the ability to integrate an understanding of sound business and financial fundamentals with in-depth knowledge of our market and industry.
• Will have more than 10 years of sales, marketing and business management experience in the medical devices market and / or in the diagnostics market.
• Has strong business ethics.
Setting Strategy
• Creates competitive and breakthrough strategies and plans.
• Anticipates future consequences and trends accurately.
• Translates vision into clear and realistic plans.
• Fast learner who is able to quickly achieve a thorough understanding of the business opportunities for BD and adapt business models to a fast changing market and regulatory environment.
Executing for Results
• Consistently strives to achieve challenging goals and objectives, can be counted on to exceed targets, and steadfastly pushes self and others for results.
• Demonstrates the ability to effectively manage, coordinate and deploy human, technical and financial resources to achieve business plans.
• Capable program, project and process manager.
• The successful candidate sets compelling goals and aggressive schedules for improvement, conveys a sense of urgency, and drives issues to closure.
Leading Teams
• Has the proven ability to organize and build high performance multi-functional teams.
• Identifies and keeps others focused on the most important metrics that drive the business.
• Gets personally and actively involved in sourcing, selecting, developing, and retaining top talent for key positions and future business success.
• Quickly embodies and lives the BD values.
Building Relationships and Using Influence
• Engages others in ways that gain their willing support and cooperation in pursuing initiatives or particular courses of action.
• Is attentive to the different ways that others are persuaded.
• Gains acceptance by understanding the viewpoints of others and seeking win/win solutions.
• Understands the complexities within the organization; is practical and perceptive in using appropriate methods, resources and the cooperation of others to accomplish objectives.
Other requirements
Fluency in English is essential;
Ability and willingness to undertake significant travel and on a regular basis international trips.
**Job:** **General Management*
**Title:** *Business Director, Advanced Bioprocessing*
**Location:** *Belgium*
**Requisition ID:** *GEN0006C*
**Other Locations:** *United Kingdom, France, Germany*