The Business Development Manager will contribute globally to the growth and profitability of AbbVie’s Contract Manufacturing Organization (CMO) by qualifying, driving and executing new business opportunities in Operations Commercial Manufacturing. This individual is also responsible for collaborating with marketing to providing input on the marketing direction of the specific business units by relaying customer feedback and providing industry insights.
Key Responsibilities Include:
- Detail AbbVie CMO's purpose, mission, service offerings, value we offer to our clients and how we fit in the CMO competitive landscape. Also speak fluently about the business units that they have responsibility for and address common questions posed by customers. Deliver the site/service presentations over Teams, in-person or at conferences to potential clients at manager/director levels.
- Respond promptly to inquiries provided by marketing and assess potential manufacturing opportunities for a high-level fit at AbbVie. Assessment includes:
- Evaluate the companies financials including capital raises, commercial revenue and cash burn (if available). Ensure there is sufficient cash available to fund the potential program.
- Review/discuss the customer technical needs and make a high level technical assessment (on a unit operation basis) with limited internal support to assess potential technical fit for the individual's business unit of responsibility.
- Review/discuss with the customer their manufacturing demand and commercial proposition. Perform an economic value assessment using the projected demand and estimated price to determine if sufficient value can be created for AbbVie.
- Make recommendation to manager to advance or disqualify the opportunity.
- Add and/or update leads and/or opportunities in SalesForce on a routine basis.
- Manages the CDA review and approval process with internal AbbVie stakeholders including legal and OCM leadership. The individual should have a good understanding of the components of a CDA and can address standard negotiation terms (purpose, term, survival, governing law).
- Manage a cross-functional team to perform a deeper technical and capacity assessment. This includes the ability to effectively communicate the client's process, technical and capacity requirements to internal stakeholders as well as effectively communicate questions related to process/risks/constraints to clients.
- Manage a cross-functional team to generate a proposal. This includes:
- Gather total tech transfer costs and generate recommended pricing. Author stage-based proposals based on client's and cross functional team's input on scope of work and aligned assumptions.
- Work with site operations leadership to provide assumptions for manufacturing and demand to enable commercial costing to be generated. Create a PnL for the program over the term of the contract and provide recommended pricing and PnL impact.
- Deliver all components of the proposal to the client including tech transfer strategy and recommendations, key assumptions and potential impact to scope and timing and reinforcing AbbVie's key value proposition for each particular project.
- Coordinate site visits with the customer, site and the supporting AbbVie team to align on dates, attendees and agenda for the meetings. Manages the internal cross-functional team to prepare for the site visit including assembling the presentation with team input and ensuring the internal team is prepared on key talking points/tour topics. Act as meeting lead during the site visit to ensure key topics are addressed and meeting is timely.
- Acts as point of contact between customer and AbbVie on all contract communications. Should be able to modify contracts related to a specific opportunity. Understands the basic elements of a contract and can generate initial redline/comments on the contract for legal and manager review. Participates in subsequent redlines/negotiations with manager support depending on contract complexity.
- Collaborate with marketing on the following activities:
- collaborating with third party lead generation including participating in recurring meetings and training on the specific business units.
- generate 1-2 articles and/or case studies per year for the BU(s) of interest. Provides updates on the website and cutsheets to ensure content remains accurate for the business units they have responsibility for.
- Travel to (domestic and international) and work conferences to meet potential new clients, detail services and qualify potential new leads.
- Provide projected sales and margin for key opportunities that are expected in the upcoming plan year or LRP cycle. Create summary slides as needed for programs and work with PDS&T to create projected FTE estimates for corresponding tech transfer activities.