Director Business Development (Commercial Services)

The Director, Business Development is responsible for management and growth of a specific territory on the Midwest / Southeast (as determined by PCI). There will be a strong focus on strategic accounts as well as new business development. This position will work with senior leaders in both PCI and client organizations. The primary duties are to achieve the annual Sales Target by developing and maintaining business relationships with current and prospective clients.

Responsibilities

Develop and execute a territory growth strategy, integrating sales planning, pipeline development, and competitive intelligence to meet quarterly and annual revenue targets; Build strategic, consultative relationships with C-level stakeholders, decision-makers, and influencers within target biotech and pharmaceutical accounts; Actively manage a balanced portfolio of new business development and account management; Lead complex, multi-stakeholder negotiations for MSAs, CDAs, pricing proposals, and service agreements, collaborating with legal, finance, and technical functions; Work cross-functionally with PCI’s global proposal, technical, quality, and operational teams to shape scientifically credible, client-aligned solutions; Ensure accurate demand forecasting to inform SOP processes, capacity planning, and financial projections; Drive internal alignment through CRM updates, forecasting inputs, and regular communication with executive and cross-functional teams; Identify emerging client needs in early-phase development, novel modalities, and in-home/integrated care models; Partner with marketing to develop regionally tailored campaigns, thought leadership content, and participation in key industry events

Requirements

Bachelor’s degree in Life Sciences, Biotechnology, Chemistry, or related discipline; 10+ years of progressive sales or business development experience in the CDMO or pharmaceutical services industry; Proven track record of closing complex, multi-million-dollar programs and long-cycle sales; In-depth knowledge of drug development and manufacturing processes, particularly for sterile products; Scientific fluency and credibility when engaging with technical and executive stakeholders; Ability to travel frequently (up to 40–50%) to client sites, PCI facilities, and industry events; Highly strategic, analytically driven, and results focused; Exceptional interpersonal, negotiation, and consultative selling skills; CRM proficiency (e.g., Salesforce) and experience with forecasting tools and sales analytics; Deep understanding of pharma/biotech market dynamics, commercialization models, and client decision-making processes; Comfortable operating in a fast-paced, matrixed, global environment

Nice to have

Advanced degree preferred