BD (Becton, Dickinson and Company) Biotech Business Development Leader Europe in Erembodegem, Belgium
Job Description Summary
To accelerate growth and drive medium- to long-term (3-5 year) revenue across all BDB platforms with strategic Biotech companies in the European region. The role will focus on developing the business with a funnel of existing Biotech accounts and pipeline of new start-ups by prospecting, evaluating, negotiating and implementing large commercial strategic partnership deals. This will require positioning of the overall value proposition of BDB capabilities to reach deals that integrate multi-instrument and reagent elements and include financial, scientific and operational components. Such deals should drive mutual value aligned with strategic objectives identified by the customer and BD, and should deliver incremental revenue growth, profitability and return on investment over a 3-5 year time horizon for each account. The role will work alongside cross-functional global/regional resources, regional commercial leaders and country key account managers to support BDB objectives – with overall P&L accountability across the portfolio of selected Biotech companies.
Mapping and monitoring of the European Biotech sector to identify potential commercial strategic partnership opportunities with new start-ups
Segmentation and targeting/prioritisation of Biotech accounts using factors for attractiveness and business potential
Engagement of and cultivating long term relationships with senior management at Director, VP and C-Suite levels to influence with a value proposition for BDB strategic partnership
Evaluation and qualification of partnership opportunities by understanding the 3-5 year business plans, milestones, strategic objectives and obstacles of Biotech accounts to create proposals for win-win solutions
Developing and negotiating strategic commercial agreements that deliver mutual value by deploying BDB technology platforms, scientific and technical resources, and capabilities
Engaging with appropriate internal global/regional stakeholders and coordinating cross-function teams as necessary to execute on strategic opportunities
Gaining alignment with Country Business Leaders on proposed commercial strategy by demonstrating expected business impact and return on investment
Returning an increase in revenue growth, category share and profitability at selected accounts, with overall accountability for P&L over the 3-5 year account life cycle
Partnering with country Key Account Managers to ensure successful implementation of strategic agreements, providing on-going support to ensure agreed long-term business objectives are met
Supporting strategic business review meetings with country Key Account Managers to review status of implanted agreements and explore new opportunities for collaboration
Keeping internal stakeholders (European and Country) informed through formal governance and communication process (e.g. regular sharing of planning, progress and outcomes in reports and presentations at LT meetings).
BSc/Msc degree and ideally PhD in a life sciences or medical subject
MBA would be advantageous
3+ years’ experience in a biotech/pharma/CRO drug discovery or development environment. An immunology, immunotherapy, T-cell therapy or immuno-oncology focus would be advantageous.
3+ years’ experience with demonstrated success in business development for a pharma/biotech/CRO - OR, sales management or strategic account management with a Life Sciences/Med Tech laboratory equipment supplier
Active engagement in industry associations, conferences and meetings to acquire knowledge and identify relevant business opportunities relative to immuno-oncology and Biotech drug discovery/development
Practical laboratory experience and knowledge of flow cytometry and single cell genomic technologies
Experience and knowledge of Biotech buying and contracting processes for equipment, consumables and service
Experience and knowledge of evaluating, negotiating and implementing strategic partnership agreements, alliance management, supply agreements, innovative strategic sourcing agreements – previous involvement in strategic agreements with major Life Sciences suppliers would be advantageous
The ability to quickly understand new science and technologies and communicate the value and benefits of these to others effectively
Understanding key principles of contracts, deal structures, collaboration initiatives and B2B transactions
Demonstrated ability to develop and implement innovative deal solutions
Effective influence and communication of ideas to senior leaders
Willingness to travel up to 50% UK, BNL, Fr and GSA.
Primary Work Location
BEL Erembodegem - Dorp 86
NLD Vianen - Lange Dreef
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.