Position SummaryThe Director, Business Development - CDMO is a newly-added position responsible for originating, qualifying, advancing, and closing profitable new CDMO business within the Greater Boston territory.
This is a proactive, externally focused role responsible for building and converting a sustainable pipeline of qualified opportunities aligned with Phlow's small-molecule API development and manufacturing capabilities and growth objectives. The Director will develop relationships across the Greater Boston pharmaceutical and biotechnology ecosystem, identify opportunities where Phlow can deliver differentiated value, and drive qualified opportunities from initial engagement through proposal, negotiation, and contract execution.
The successful candidate will be a builder and hunter with a demonstrated ability to create opportunities rather than rely primarily on inbound demand. The role requires established industry relationships, strong commercial judgment, sufficient technical understanding to engage credibly with CMC and development organizations, and the ability to mobilize internal resources to advance opportunities.
Key ResponsibilitiesGreater Boston Territory Development- Own and execute the Greater Boston territory strategy, including market mapping, target-account identification, account prioritization, relationship development, prospecting, and opportunity generation.
- Develop and maintain a territory plan identifying priority pharmaceutical and biotechnology companies, key decision-makers, relevant development programs, and potential sources of CDMO demand.
- Build a strong presence within the Greater Boston life-sciences ecosystem through direct customer engagement, industry relationships, referrals, networking, and relevant regional events.
- Develop relationships across CMC, pharmaceutical development, manufacturing, supply chain, procurement, and executive leadership within priority accounts.
- Monitor market developments, including company formation, financing, clinical progress, outsourcing requirements, and manufacturing strategies that may create new opportunities
New Business Generation and Qualification- Personally originate new CDMO opportunities through direct prospecting, industry relationships, referrals, conferences, networking, and market intelligence.
- Open doors within pharmaceutical and biotechnology companies where Phlow does not currently have an established commercial relationship.
- Clearly communicate Phlow's small-molecule API development and manufacturing capabilities and value proposition.
- Maintain sufficient prospecting activity and qualified pipeline to support agreed bookings and revenue objectives.
Opportunity Conversion and Proposal Development- Own the commercial progression of qualified opportunities from initial engagement through CDA, RFI, RFP/RFQ, proposal, negotiation, and contract execution.
- Maintain momentum throughout the sales cycle by establishing clear next actions, identifying barriers to progression, and actively managing customer decision milestones.
- Lead the customer-facing business development process, working collaboratively with technical and operational teams throughout proposal development.
Commercial and Pipeline Management- Develop commercially competitive proposals and pricing in collaboration with Finance and relevant functional teams.
- Focus on generating profitable and executable business.
- Maintain accurate CRM records, pipeline reporting, and revenue forecasts.
- Regularly assess territory performance, pipeline coverage, conversion, stalled opportunities, and emerging gaps against objectives.
Customer Relationships and Internal Collaboration- Establish trusted relationships with scientific, technical, CMC, procurement, operational, and executive stakeholders.
- Develop a strong understanding of prospective customers and their development and manufacturing needs.
- Serve as the primary commercial contact during business development and maintain engagement throughout extended customer decision cycles.
- Engage appropriate internal subject matter experts during opportunity development.
- Maintain appropriate customer relationships following handoff without duplicating Project Management or functional ownership.
The base salary range for this position is $160,000 to $220,000 and includes enrollment in a sales compensation plan. The final offer will be determined based on factors such as the candidate's experience, qualifications, skills, and education. This position is also eligible to participate in Phlow's stock option program. Phlow also offers a comprehensive benefits package that includes medical, life, and disability insurance; retirement savings plans; paid time off and company holidays; and education-related benefits. Many of these programs are fully funded or significantly subsidized by the company, reflecting our commitment to supporting the health, well-being, and professional development of our employees.
Requirements
Qualifications and Experience- Bachelor's degree in chemistry, chemical engineering, pharmaceutical sciences, life sciences, business, or a related discipline.
- Seven or more years of relevant pharmaceutical, biotechnology, CDMO/CRO, or life-sciences industry experience.
- Minimum three years of demonstrated success selling early-phase small-molecule API development and manufacturing services within a CDMO environment.
- Demonstrated knowledge of the Greater Boston pharmaceutical and biotechnology ecosystem, and track record of personally originating, developing, and closing new business.
- Strong commercial judgment and communication, negotiation, presentation, and relationship-management skills.
- Demonstrated CRM and forecasting discipline.
Territory and Market PresenceThis position is dedicated to the Greater Boston territory. The successful candidate will be based within Greater Boston and maintain an active presence across the region's pharmaceutical and biotechnology community. The role requires regular face-to-face engagement with customers and prospects and participation in relevant industry events. Travel outside Greater Boston will be required as appropriate for Phlow site visits, customer meetings, conferences, and internal business activities.
Physical Requirements- Constantly required to see to utilize computer screens and monitors to perform job duties including reading & writing, as well as when presenting information and communicating with others.
- Frequently required to talk or hear to communicate with employees, candidates, vendors, and others, including presenting information in front of groups.
- Frequently required to reach with arms and hands performing repetitive motions and using finger dexterity to work primarily at a computer keyboard and with a mouse.
- Frequently required to sit and occasionally required to stand or walk to move around primarily in an office environment.
- Occasionally lift and/or move up to 10 pounds.
