Business Development Manager - East Coast

Department: Business Development

Reports to: VP, Business Development / CEO

Location: East Coast – remote within territory

ABOUT EXCELLOS

Excellos is a unique full-service CDMO that pairs the collection and characterization of critical human cells and tissues with manufacturing and development services to drive innovation in the cell and immunotherapy industry. Built on the foundation of the San Diego Blood Bank, with over 70 years of experience in blood and tissue collection and handling, Excellos is focused on supplying cGMP cellular products and services, together with process development and manufacturing expertise to scientists and clinicians working with cell and immunotherapies. Excellos was spun-out of San Diego Blood Bank in late 2021.

Our relationship with the San Diego Blood Bank provides exclusive access to one of the largest and most diverse donor pools available, deep institutional expertise, and connection to a public cord blood bank. Excellos pairs this extraordinary resource with dedicated research and development capabilities to isolate, characterize, store, and transport human cell and tissue samples with the highest quality and viability, setting a new standard across the industry. Based in San Diego, Excellos serves the entire cell and immunotherapy industry on a global scale, focusing on therapies in preclinical through phase II/III, and always with a clear scale-up pathway to support commercial level operations.

Excellos is dedicated to improving human life by leveraging donor populations for life science research and the next generation of cell and immunotherapies. Our goal is to facilitate the advancement of cellular therapies and help fully realize the potential of these powerful therapeutics, saving lives today and improving life tomorrow.

JOB SUMMARY

As a member of the Business Development team, the BD Manager drives the regional growth goals as well as supporting Excellos’ mission to create the next generation of cellular based therapies. This role will interact directly with customers to meet revenue targets, define sales processes, and help inform the organization of customer needs in the effort to establish a differentiated portfolio and customer experience.

RESPONSIBILITIES

• Prospect, network, and make contacts to potential customers by visiting and or other marketing activities, attend industry conferences and tradeshows to expand Excellos reputation and seek out new leads from existing and new customers.
• Travel 30% - 40% of the time, as needed.
• Responsible for generating sales pipeline opportunities to drive the short and long-term revenue and profitability of the business.
• Draft customer proposals based on scope of work and feedback from internal team.
• Accountable for region sales revenue performance.
• Develop multiple relationships across departments at customer accounts.
• Act as the primary liaison between external partners and internal stakeholders to ensure effective sales of new products and services.
• Develop sales strategies, maintain account plans, and identify growth opportunities in the territory by prospecting for new customers.
• Partner with internal team to define and drive your customers’ success.
• Communicate with R&D and Operations to relay unmet customer needs for products and services.
• Work with marketing as needed to create essential materials, collateral, and customer messaging.
• Own the management of the stages of the sales process to actively move the customer through their decision-making process towards a successful outcome for Excellos.
• Accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles.
• Attention to administrative responsibilities: SFDC updates, monthly reports, expenses, QBRs.
• Embody Excellos’ company culture of innovation, collaboration, transparency, and fun.

WORKING ENVIRONMENT

• Standard office environment.
• Standard environment with biohazard precautions.
• Able to travel locally and nationally.
• Subject to varying hours.

PHYSICAL REQUIREMENTS

• Must be able to work on a computer 6 – 8 hours a day.
• Must be able to communicate clearly and precisely, both in writing and orally.
• Must interact with clients and potential clients in a courteous and constructive manner.

EQUIPMENT USED

• Standard office equipment

QUALIFICATIONS

Education:

• Bachelor’s degree in science or business management or equivalent work experience.

Experience:

• Minimum of 5+ years’ experience in account management or business development in life sciences with specific background in the cell and gene therapy CDMO space.

Skills:

• Ability to interact collaboratively with colleagues and clients.
• Willing to take initiative beyond own responsibilities to help team members.
• Proficiency in Microsoft Office, SalesForce, and project management software.
• Highly organized and able to track and coordinate multiple projects at once.
• Strong attention to detail and problem-solving skills.
• Excellent communication skills, both verbal and written, which is clear and precise.
• Able to work independently and as part of a diverse team.
• Organizational skills - time management, priorities, deadlines, goals.
• Interpersonal skills to establish and maintain professional relationships.
• Ability work in a fast-paced environment and perform under pressure.

The above statements are intended to describe the general nature and level of work being performed. This job description is not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.