Regional Manager, Business Development

Position Summary:

The Biotechnology Innovation Organization (BIO) is the world's largest trade association representing biotechnology companies, academic institutions, state biotechnology centers and related organizations across the United States and in more than 30 other nations. As a significant member benefit, BIO operates BIO Business Solutions (BBS), the largest cost-savings purchasing program for the biotechnology industry. BBS negotiates, on behalf of BIO and BIO affiliate members, significant discounts and other favorable terms on products and services from participating suppliers/partners.

We are seeking a Regional Business Development Manager to increase enrollment and usage of the BBS program at a regional level. The Regional Business Development Manager will utilize business development methodologies and techniques to increase awareness and utilization of the BBS purchasing program among BIO and state affiliate members and prospects. The BBS purchasing program is endorsed by a network of 40+ affiliated state and regional associations.

The Regional Business Development Manager will work with a variety of collaborators – BIO membership staff, other BBS staff, state & regional association staff, BBS partners - to identify and prioritize opportunities to increase BBS visibility with qualified company candidates and accelerate member enrollment and participation. The resulting outcome will be scheduled meetings (in person or by phone) with member or prospect companies to educate and encourage participation in BBS programs. The Regional Business Development Manager will frequently coordinate with and include state & regional association staff and BBS partners in these meetings, leveraging their relationships with the member or prospect companies.

The Regional Business Development Manager will work in a highly collaborative organization providing support to, and building partnerships with, other senior leaders, both internally and externally. The Regional Business Development Manager will represent both BIO and state & regional associations and demonstrate a high degree of professionalism, responsiveness and ethics. S/He will develop their own work plans, track and report on activities using the association’s AMS and CRM systems. S/He will also work with Vice President, Business Development to help identify, develop, and manage new opportunities to increase enrollment and participation.

This position will be focused on the East Coast region of the United States.

Essential Job Duties and Responsibilities:

• Represent BIO at appropriate state association events, BIO conferences and other strategic platforms to educate customers about BBS opportunities and drive program growth.
• Maintain timely and accurate records, utilizing lead tracking system, BIO and BBS databases.
• Support the identification and review process of new BBS program partners or enhancement of existing program partners.
• Under the direction of the Vice President, Business Development, plan and implement a systematic business development program designed to increase the number of BBS enrollments and participants in the region.
• Send BBS Partners information (“leads”) for member or prospect companies who have expressed positive interest in being contacted by a BBS Partner for a quote, presentation or addition information on that BBS Partner’s products and/or services.
• Establish effective relationships with key existing customers and potential new customers at the decision-making level.
• Closely collaborate and coordinate with the regional affiliate associations and BBS partner sales teams to identify targets of opportunity, qualify them, and set appointments with the target companies to educate and encourage participation in BBS programs.
• Working closely with our cornerstone BBS supplier partner, Avantor/VWR, work to identify and capitalize on new opportunities with Avantor/VWR to enroll companies into the BIO program. Also, leverage the Avantor/VWR relationships to cross-sell and connect with other BBS supplier partners.

Knowledge and Skills Required:

• Develop and maintain effective metrics and dashboards to monitor the overall effectiveness of regional business development campaigns.
• Ability to work from a home office or shared office space.
• Strategic thinker that is ethical, leads by example and is comfortable working in a team environment.
• Proven management skills with timely and strategic communications (written and oral) to BIO management, affiliates and program partners.
• Superb organizational, verbal and written skills: tactful, professional and persuasive speaking manner.
• Strong knowledge of the life sciences industry, especially in the sales and/or purchasing functions.
• Capacity to travel up to 75% of time within the region.
• Ability to develop strategies and campaigns that achieve concrete results and increase enrollment, participation and revenue for BIO
• Capacity to build rapport and engender trust among strategic partners, member companies, BIO state affiliate network, and BBS program partners.
• Experience in selling other BBS supplier programs is desirable.
• Computer savvy - Word, Excel, Access, Outlook, PowerPoint, CRMs and other databases.

Education and Experience Required:

• Candidate will have an undergraduate degree (advanced degree preferred) in business administration, management, or a related scientific area of study.
• Professional work record includes at least 10 years of experience in either purchasing, sales and/or business development in the life science industry.
• College degree or equivalent years of work experience.