Head of Sales, Biologics and Viral Vector CDMO (Burlington)

Head of Sales, Biologics and Viral Vector CDMO

Pay Competitive

Location Burlington/Massachusetts

Employment type Full-Time

Job Description

Req#: 263489

Work Your Magic with us!

Ready to explore, break barriers, and discover more? We know you’ve got big plans – so do we! Our colleagues across the globe love innovating with science and technology to enrich people’s lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us.

Your role:

• You will be leading a global sales team accountable for executing the go-to-market strategy, positioning and sales tactics for Biologics and Viral Vector (BioVV) CDMO planning unit. Reporting to the VP, Head of Biologics and Viral Vectors, you will collaborate closely with the modality leads, global commercial and operational functions, technical & operations stakeholders as well as strategy teams, to deliver a healthy pipeline and revenue backlog for development and manufacturing sites in Carlsbad (CA), Burlington (MA), Martillac (France), and Shanghai (China).
• Through your professional network and deep technical understanding of biological drug development, protein, and viral vector manufacturing, you will be responsible to establish and maintain influential relationships with board members and decision makers like senior VP / CEO levels.
• Build collaborations with customers for the long term and at higher levels to help the customer fulfill their strategic manufacturing objectives.
• Drive the execution of a high-performing group of sales and proposal writing teams to build a healthy portfolio of client programs that enable the short- and long-term business objectives for the Planning Unit (BioVV) and Business Unit (Life Science Services, LSS).
• Build a revenue backlog that enables the Biologics and Viral Vector CDMO businesses to deliver against the operating plan and strategic outlook.
• Help fulfill the Life Sciences strategic initiatives by providing subject matter input and promoting and generating an end-to-end sustainable business.
• Contribute to the longer-term growth of Life Sciences products by seeding CDMO services from early development down to commercial GMP batch manufacturing.
• Provide industry insights and subject matter expertise to contribute to the strategy definition of the CDMO services, OP planning, and associated Go to Market.
• Partner with the global commercial organization to implement the defined commercial operating model needed to successfully execute LSS business goals across modalities and geographies
• Responsible to continually and consistently increase our market share and sales by identifying new business opportunities, as well as maintaining and growing existing customer accounts.
• Establishes and maintains influential relationships at all levels at customers, but particularly at senior VP / CEO levels of targeted accounts.
• Build collaborations with customers for long term and top-level relationships to help fulfill their strategic manufacturing objectives.
• Lead teams including Business Development Managers and Proposal Writers across the assigned business areas (Biologics and Viral Vector) to define and illustrate our competitive advantage and build upon our reputation for excellence globally. Close collaboration with Global Functions and Operations is a key component of this role.
• Identify gaps in performance limiting our ability to meet/exceed customer and market expectations; collaborate closely with site and business leadership (strategy, strategic marketing, global functions) to continually evolve the offer and maintain competitive market positioning.
• Meet or exceed the yearly orders and revenues targets for the assigned planning unit (Biologics and Viral Vectors)
• Drive a high standard and level of performance from opportunity generation / project qualification to contract signature for the Biologics and Viral Vector CDMO Services planning unit
• Partner with other planning unit sales teams as needed to execute on cross-PU contracts
• Maintain a healthy pipeline of opportunities, tracked rigorously in Salesforce.com
• Identify and address performance issues within the BioVV sales organization; set a high standard across all teams and employees.
• Be comfortable in a negotiation context to close complex business deals with client executives.
• Within global framework, set up appropriate workflows across internal and external stakeholder groups to ensure efficient and effective delivery of new clients.
• Drive optimal organization design and resource utilization with the assigned functions (business development, field marketing, proposal writers).
• Partner with global commercial functions (Pricing/Contracting, Sales Effectiveness, Strategic Accounts, Marcom) to execute on key commercial priorities and fully leverage existing commercial tools and processes; provide suggestions and input on potential improvements.
• Work with Operations and Finance to define profitability metrics.
• Provide reports about projects, prospects, forecasts, orders won / lost, and competition to BioVV and LSS leadership teams.
• Partner with strategic marketing to analyze market competition and trends and maintain a strong understanding of industry dynamics.
• Solid understanding of CDMO processes; influence client decision making through a deep understanding of the preclinical, clinical, and commercial development process.
• Provide input to management for new service development / outline gaps in our offering.

Who you are:

Minimum Requirements:

• Bachelor or above degree in Chemistry, Biological Sciences or Biotech/Life Science CDMO industry or equivalent experience
• 10+ years of leadership experience
• Leadership skills in managing change, influencing others outside areas of direct responsibility, attracting/developing talent
• Highly developed interpersonal skills, drive to succeed, motivator of people
• Strong situational leadership - ability to couple high performance standards and can-do attitude with strong coaching, and empowerment approach
• Ability and proven track record to build and grow high performing teams
• Strong business acumen and problem-solving skills based on analytical strengths, active listening, and a diversity mindset
• Identify gaps in performance limiting our ability to meet/exceed customer and market expectations
• Influence client decision making through a deep understanding of the preclinical, clinical and commercial development process
• Ability to effectively communicate at all levels of internal and external stakeholders
• Solid understanding of CDMO processes; influence client decision making through a deep understanding of the preclinical, clinical and commercial development process
• Up to 50% global travel required.

Preferred Requirements:

• MBA, or concepts in sales management and strategic operations is a plus
• Experience with regulated products or services preferred


What we offer: We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We celebrate all dimensions of diversity and believe that it drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!
Apply now and become a part of our diverse team!

If you would like to know more about what diversity, equity, and inclusion means to us, please visit

Merck KGaA, Darmstadt, Germany, a leading science and technology company, operates across healthcare, life science and electronics.

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