• Business Development Manager

    Job Locations US-MA-Remote - Massachusetts
    Job ID
    Sales & Marketing
    Posted Date
  • Overview

    Founded in 1925, ATCC is a non-profit organization with a mission to acquire, authenticate, preserve, develop, standardize, and distribute biological materials and information for the advancement and application of scientific knowledge. 

    The Business Development Manager is responsible for leveraging ATCC’s extensive capabilities, product and service portfolio outside the core academic research markets to extend the company’s reach and accelerate revenue growth and profitability. This will be accomplished by establishing high level relationships with key accounts in the diagnostics, pharmaceutical, biotech and industrial space. The incumbent actively supports and complies with all ATCC corporate and program policies and procedures.


    This position must work and think independently; duties of this position are to be completed under minimal guidance. Discretion in handling assigned responsibilities, including the ability to resolve issues/problems and exercise good judgement while maintaining confidentiality. Functions are to be completed in a timely manner with acceptable quality.


    1. Surpass annual revenue goals for the assigned territory. 
    2. Identify, evaluate, execute and close opportunities to supply products, services and capabilities with a focus on large key commercial accounts, including early stage biotech’s that are in a significant growth and funding stage, for their use in developing their products and services. Works effectively with internal staff to perform due diligence on prospective commercial business opportunities and develop and implement master service agreements and pricing proposals for large, complex, often multi-year deals and contracts.  
    3. Identify new commercial and strategic partnership opportunities for ATCC through engagement with external partners and customers. Develop key account plans for assigned accounts designed to improve ATCC position within the account and to increase revenue and profit. Create and manage a commercial pipeline to enable successful and simultaneous disposition of multiple opportunities to build and enhance significant revenue growth and profitability in assigned key accounts.  
    4. Initiate and develop productive client relationships in multiple functions (e.g. executive levels, R&D, in-licensing, production, procurement (sourcing), marketing, quality, regulatory affairs, etc.) with client companies at multiple levels.  
    5. Negotiate terms, including major commercial transactions, statements of work and supply agreements with commercial customers and other business-to-business partners.  
    6. Study market needs and emerging trends to build ATCC’s understanding of the market and competitive landscape toward more informed business development decision making.  
    7. Work collaboratively with team members and programs to develop and implement plans to grow ATCC’s business, ensure compliance with ATCC’s contractual obligations and to serve the organization’s mission and goals.   
    8. Demonstrate familiarity with software applications and competency in navigating required databases. Create and maintain customer records within the designated systems (e.g., Customer Relationship Management system) to track customer contacts, buying preferences and other key data.
    9.   Performs other related duties as assigned


    Education and Experience:


    BS/BA in a life science field and a minimum of ten (10) years of professional experience are required. Ph.D., MS or MBA highly desirable.  Life science and/or diagnostic industry experience preferred and must include a minimum of five (5) years of experience in a technical sales role, business development or higher marketing function in a life science setting.  A demonstrated track record in sales, negotiating and closing large commercial agreements is required. Relevant experience, including lead development, negotiation of large supply agreements, sales funnel management, product development/commercialization and competitive market research is required.  Prior experience in multiple functions within the life science industry is desirable. 


    Knowledge, Skills and Abilities:

    • A strong scientific and business background is required
    • Knowledge of molecular assay development and biopharmaceutical development is required
    • Strong business acumen and understanding of the commercial life science customer (molecular diagnostics and biopharmaceutical) is required
    • Demonstrated strategic thinking, business instincts, creativity, and sound judgment are required.
    • Strong negotiation skills are required, accompanied by effective interpersonal, consensus building, and influencing skills Ability to effectively negotiate with and influence potential clients, partners, vendors, and internal staff required
    • Proven relationship building skills required
    • A track record of persistence and effective self-management to meet and exceed goals.
    • Excellent communication skills, including writing, articulating, listening, and questioning skills required. Must be able to communicate effectively with individuals at all levels inside and outside the company and in a variety of disciplines regarding business, scientific, and regulatory principles and practices
    • Excellent planning, organizational, and prioritization skills are required
    • Strong skills in financial and business analysis are required
    • Ability to effectively shift priorities and work at a rapid pace required. Ability to prioritize and handle multiple tasks and complete customer contacts in a timely and orderly fashion
    • Must be able to work independently as well as a part of a team
    • Strong organizational skills and attention to detail, especially in respect to correspondence and in reviewing agreements and other associated documents
    • Travel up to 60% required

    Founded in 1925, ATCC is a non-profit organization with a mission to acquire, authenticate, preserve, develop, standardize, and distribute biological materials and information for the advancement and application of scientific knowledge. 



    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share on your newsfeed