Business Development Manager

Scope of Position:

The Global BD Leader, Business Partnerships, will be responsible for commercial and business development activities, strategy development, and relationship management for Corning’s Production Solution Businesses:  Corning Pharmaceutical Technologies, Bioprocessing, and Media and Serum.  Reporting to the leader of Global Business Partnerships, this person will lead a team of global business development leaders and specialists to accelerate growth with new and existing biopharma and biotech customers and outperform market peers to position Corning as provider of bioprocessing solutions and a critical partner in the manufacturing value stream.  This leader will also partner closely with R&D, FAS, product management, quality, and supply chain functions to drive effective execution and to continue to evolve the portfolio as the voice of commercial for the future.  Success will be defined by drug substance platform wins, and maximizing the full product workflow that Corning Life Sciences has to offer. 

Day to Day Responsibilities:

• Develop, define, and execute the global commercial and go to market strategies in the production value stream for CLS and CPT, serving as the face of the business to key external customers and partners.
• Drive sales for the BP business (3), developing regional strategies for product lines, target accounts and molecules, leveraging an in-depth understanding of customer organizations, new innovations, and Corning’s offerings.
• Align Corning with customers’ innovation objectives/goals to drive future value creation.  Monitor an analyze the competitive space, consider impacts on strategic positioning and disruption opportunities.
• Lead proposal development, deal term sheets, and negotiations with biopharma companies.  Structure and facilitate to close large and multi-year deals in line with business objectives. Forecast accurately and effectively, both to commercial and business teams.
• Coach the commercial teams in selling cycles, analyzing, and articulating customer and market needs, prospecting in all categories of accounts in collaboration with the research selling teams, develop relationships with customers to meet and exceed commercial goals.
• Monitor and drive a flawless customer experience.  Work cross-functional with critical stakeholders such as finance, quality, operations, supply chain, etc. to resolve issues.
• Build, mentor, and develop a team of high-performing commercial professionals while fostering a diverse and inclusive environment, with a keen eye towards continuous process improvement.

Hours of Work/Schedule/Flextime:

• Standard work week, Monday-Friday.  May frequently require work outside of standard business hours to accommodate travel and meetings in other time zones. 
• Flexibility for supporting a global business:  Travel >50% of time.

Required Education and Years/Areas of Experience:

• 15+ years or significant, demonstrated commercial experience in the life sciences, bioproduction or biotechnology sectors.  MBA or advanced degree preferred. Bachelor’s degree in a biological science or business domain required.
• 10+ years of technical and commercial experience in the life sciences and bioprocessing industries, with a deep and in-depth understanding of the market landscape, technologies, and sales cycles for key biopharmaceutical customers.

Required Skills:

• Significant knowledge of R&D and production processes within the biopharmaceutical and biotech industries.
• Experience with revenue responsibility of at least $300M.
• Substantive experience leading complex, global, cross-functional teams.
• Proven track record of accomplishments using influence and persuasion in a cross-functional context. Experience with executive level relationships (VP-Level and C-Level) is required.
• Exhibits executive presence to navigate high pressure environments, both with internal organizations as well as with customers.
• Display substantial organizational sensitivity and savvy to involve, engage, and convince leadership and cross-functional peers to embrace customer strategies.
• Deep experience with strategic account management and solution selling, in a team environment.

Soft Skills, Knowledge, and Ability:

• Superior intrapersonal skills and culturally aware and knowledgeable of diverse customer segments.
• Comfortable working across all functions and levels within Corning Incorporated. Ability to make critical decision, demonstrated calculated risk-taker.
• Superior skills in analysis, planning, forecasting, organizing, communication, and executive level presentation skills.
• Strong understanding of financial and accounting metrics and tool; ability to use volume and price to maximize profitability.
• Significant experience in influencing internal stakeholders in a matrix environment, and leading large, complex negotiations.
• Ability to plan and execute complex projects.