Senior Director/VP Business Development Molecular Diagnostics

Senior Director/VP Business Development Molecular Diagnostics

Biocartis

Mechelen, Belgium

The purpose of the Senior Director/VP Business Development Molecular Diagnostics is to identify, directly negotiate and close business deals globally so as to build a strong complementary partnering and companion diagnostics business that will enable the company to achieve its long-term objectives.

He/She will lead cross-functional teams to develop business plans and to build the justification for the business deals.

He/She is also responsible for maintaining and building strong relationships with key external collaborators and stakeholders.

He/She will oversee related development of products and services, will lead strategic planning and will guide the involved teams.

A successful Senior Director/VP Business Development Molecular Diagnostics will focus on growing partnering income, improving cash flow, profitability and other relevant business metrics according to agreed-upon business plans. He/She will be responsible for driving the sales/business development process, from first contacts up to finalization.

Accountabilities

  • To promote, position and sell Biocartis’ solutions and professional services to prospective Pharmaceutical companies and other Diagnostics/LDT Companies;
  • To implement and achieve goals and financial objectives for the Partnering and Companion Diagnostics business;
  • To develop and maintain initiatives in order to achieve an up to date competitive analysis portfolio;
  • To manage the sales pipeline to ensure accurate and adequate lead inflow to reach targeted sales objectives and KPIs;
  • To screen potential business deals by analyzing prospect requirements, long term revenue potential, and overall financials. Work with the project management teams to develop project timelines. Prioritize opportunities and present options to global management team;
  • To perform in-depth client/prospect needs analysis resulting in solutions proposals. Create and author proposals and contracts based on need;
  • To develop negotiating strategies and positioning by studying company strategies and operations; examining risks and potentials; estimating partners' needs and goals;
  • To close new business deals by coordinating requirements, developing and negotiating contracts and integrating contract requirements with business operations;
  • To protect organization's value by keeping information confidential and act to the highest standards of business ethics;
  • To participate in oncology and molecular testing oriented events and congresses to develop business relationships and to stay in touch with industry changes. Position the Biocartis products at trade shows, conferences and during business visits towards potential business partners;
  • Along with the Business Development organization, function as a speaker at congresses and events as needed.

Profile requirements

  • Master degree in a scientific orientation or equivalent through experience;
  • Additional degree in a business orientation is a major asset eg. MBA;
  • Minimum 10 years of experience in Diagnostics and Medical Devices with proven track record in business development and/or sales to the pharmaceutical and/or diagnostics industry;
  • Experience in molecular Diagnostics and a deep understanding of the molecular competitive landscape is required;
  • Global business development leadership experience preferably in Medical Devices (Diagnostics) business;
  • Proven track record in an overall commercial/business function;
  • Proven track record in successful value based or solution selling in a B2B environment;
  • Passionate about sales and closing business deals;
  • Knowledge of the oncology market is a major asset;
  • Excellent negotiation skills;
  • Excellent communication and presentation skills – both written and oral;
  • Strong business acumen: thorough understanding of a.o. P&L, NPV;
  • Proven track record in selling at the Executive level in the Pharmaceutical industry;
  • Thrives in a changing and innovative environment;
  • High integrity and professional ethics;
  • A high degree of self-motivation;
  • An entrepreneurial approach to reach success - ability and persistence to open and develop long term business relationships.

Planning and organization:

  • Strategic planning, set goals and priorities for the program and align people, processes and structure with strategic direction;
  • Highly effective organizational and planning skills to apply daily in a multidisciplinary environment and to meet budget and timeline expectations.

Communicating and influencing:

  • Communicate with impact, handle strategic communication to internal and external stakeholders effectively;
  • Able to work effectively in a strongly matrixed team-oriented structure using excellent communication, interpersonal and relationship management skills to successfully interact with CDx business, regulatory affairs, research and development, manufacturing, quality, marketing, operations and corporate partner counterparts;
  • Adaptability to change - Managing change: lead changes to meet shifting business needs and challenges, act as a catalyst for organizational change;
  • Strategic Thinking - Creates a clear, long-term and shared vision and mission for BA and Biocartis, integrating information from internal and external resources;
  • Coaching & development - Designs, implements and encourages a feedback & coaching culture, creates an environment where leadership and talent development is a top priority.

Software and database applications:

  • Applied knowledge of MS Office;
  • Applied knowledge of CRM eg. Salesforce;
  • Quality Management System;
  • Idylla Portal;
  • Budget & cost monitoring tools (eg AX, Timetell);
  • Showpad.

Legislation and regulation:

  • CE IVD Regulation;
  • Pharma regional collaboration guidelines & rules;
  • GDPR;
  • Knowledge of the applicable regulations, most notably ISO 13485 and 21CFR820;
  • Experience with FDA regulations is a strong asset;
  • Languages: Excellent English, both spoken and written, is a must; any other language is an asset.

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© EuroJobsites 2020

EuroJobsites is a registered company number: 4694396 VAT number: GB 880 9055 04

Registered address: EuroJobsites Ltd, Unit 8, Kingsmill Business Park, Kingston Upon Thames, London, KT1 3GZ, United Kingdom

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