Reporting to the Vice President of Business Development, R&O, this role is responsible for identifying, negotiating, and closing development and commercial business for our Respiratory and Ophthalmic, which includes our full inhalation offering in Nasal, MDI, DPI, and Blow/Fill/Seal technologies.
In this role, this person will provide customer relationship management support to existing development and commercial programs. Specific objectives around new business generation vs. management of an existing business will be agreed on an annual basis with the VP, Business Development. This person will be an experienced sales professional, who has been promoted from a manager role within Catalent or has demonstrated sufficient external experience to act as a leader within the business development organization. This person is expected to drive significant growth for Catalent and play a key role in building Catalent’s brand in the marketplace.
This role will be based on the West Coast.
In concert with Catalent’s Patient First philosophy, this position is key in our efforts toward continuous improvement of our processes & information which will allow quality drug products to reach patients safely and efficiently.
The Role (daily responsibilities)
Develop and execute sales plans (effectively utilizing Miller-Heiman sales methodology) to identify, qualify, pursue and close new development and commercial opportunities (using Scotwork Negotiation Skills Methodology) within an assigned region (current customers and/or prospects) to achieve revenue and new business objectives.
Work with legal to execute appropriate and negotiate complex development and supply agreements (using Scotwork Negotiation Skills Methodology).
Present Catalent’s Respiratory and Ophthalmic technologies, which include MDI, DPI, Nasal and Blow/Fill/Seal capabilities knowledgeably and effectively with customers, and craft specific targeted solutions that meet customers’ manufacturing and development needs.
Present Catalent’s broader capabilities knowledgeably and effectively with customers, in order to generate cross-sell opportunities and craft value-added solutions for customers across technologies.
Support and prepare development and commercial proposals working closely with R&D and negotiate these proposals.
Collaborate with VPBD’s, Global Account Directors, and other Business Units BD teams in the construction and execution of their strategic account plan(s), if applicable.
Provide input into pricing strategy with assigned customers; Provide business and overall relationship management support to existing development and commercial programs. Responsibilities may include the negotiation of new development and commercial supply quotations, support specific sites on business/commercial issues, and support of R&D groups to structure proposals as programs move through various stages of development to commercialization.
Ensure compliance with reporting processes and tools, and maintain open communication throughout the organization, especially in regard to cross-site and cross-business unit customer efforts.
The Candidate (requirements)
Bachelor’s degree in science, business administration, or another related field; Advanced scientific degree and/or Master of Business Administration / commercially-oriented degree is advantageous but not essential.
5+ years of relevant experience in B2B sales, Business Development or Project Management
Sales/business development experience in the contract pharmaceutical industry preferred.
Understanding of the respiratory or ophthalmic markets and Inhalation technologies, sterile and blow/fill/seal manufacturing is a plus.
Catalent’s standard leadership competencies that are used to interview and for Performance & Development:
Leads with Integrity and Respect
Demonstrates Business Acumen
Fosters Collaboration and Teamwork
Engages and Inspires
A diverse, inclusive culture
401(k) retirement savings plan with company match
19 days’ Paid time off
Medical, dental, and vision insurance
Flexible spending account
Employee discount programs
Robust Employee Referral Program
Internal Number: 0047085
About Catalent Pharma Solutions
Catalent is a global leader in providing integrated services, superior drug delivery technologies, and manufacturing solutions to help life science innovators develop and launch successful pharmaceuticals, biologics, and consumer health products. We have built an advanced range of technologies and capabilities and are dedicated to enabling a better and faster customer journey from product development to patient.
With over 85 years of experience in the industry, Catalent supports our partners in introducing 200 new products and manufacturing over 70 billion doses each year. W