Job SummaryThe VP, Strategic Manufacturing Partnerships and Services leads the commercial strategy for Emergent's BioServices offering, including sales, marketing, commercial development, and customer engagement. This role is accountable for building a strong pipeline, growing revenue, strengthening customer relationships, and positioning Emergent's capabilities with pharmaceutical and biotechnology partners.
Reporting to the SVP, Manufacturing and BioServices, this role develops and executes sales, marketing, account management, and partnership plans that support sustainable growth. The incumbent will partner closely with Operations, Quality, Technical, Legal, and Finance, and ensure prospects and customers experience Emergent as a responsive, credible, and solutions-oriented partner. This role may lead a team and/or be accountable to build, scale and develop a team as needed.
The role also oversees BioServices brand messaging, market presence, and related commercial budgets.
Essential FunctionsCommercial Strategy and Business Growth- Set the commercial direction for Strategic Manufacturing Partnerships and Services and translate business priorities into clear goals, actions, and measures of success.
- Identify and prioritize opportunities that align with Emergent's BioServices capabilities, capacity, technical strengths, and long-term business goals.
- Deliver annual sales, revenue, and weighted pipeline targets.
- Build and manage a qualified pipeline of development and manufacturing opportunities across development and commercial programs.
- Drive sustainable revenue growth through lead generation, market development, key account management, disciplined pipeline execution, and identification of strategic opportunities aligned to Emergent's manufacturing network and niche market strengths.
- Devise creative business arrangements that unlocks value beyond just fee-for-service structures.
Team Leadership - Hire, scale, lead, coach, and develop the Sales, Marketing, and Commercial Development team as needed
- Engage, influence, and lead cross-functional teams to support business goals and drive timely, aligned decisions.
- Build a high-performing team culture grounded in accountability, collaboration, customer focus, and strong business judgment.
- Set priorities, clarify expectations, support performance management, and ensure team members understand Emergent's capabilities and value proposition.
- Develop team capability in prospecting, strategic account management, customer engagement, proposal development, and commercial negotiation.
Customer, Partner, and Strategic Relationship Management- Build trusted relationships with current and prospective customers, including senior-level strategic relationships across the biopharma community.
- Lead the strategy for key accounts, strategic partnerships, and long-term customer relationships.
- Understand customer needs and connect them to Emergent's development, manufacturing, technical, quality, and project-execution capabilities.
- Ensure customer site visits, due diligence activities, and onboarding processes are well planned, professionally executed, and aligned with customer expectations.
- Represent Emergent with customers, external partners, and industry stakeholders in a credible, responsive, and solutions-oriented manner.
- Serve on customer Joint Steering Committees, as appropriate.
Commercial Execution and Deal Management- Oversee proposal quality, pricing strategy, commercial terms, and contract negotiations.
- Lead commercial discussions involving MSAs, CSAs, partnership agreements, and engagement models such as a fee-for-service, co-investment, joint ventures, and other strategic partnership structures.
- Partner with Legal, Finance, Operations, Quality, Technical, and Project Management to develop customer-specific solutions and complete timely deal reviews.
- Lead the commercial resolution of customer conflicts and contract disputes, partnering with Legal and relevant cross-functional teams to assess obligations, manage risk, negotiate practical solutions, and preserve productive long-term relationships
- Support disciplined handoffs from commercial opportunity to project execution to ensure customer commitments, risks, assumptions, and success factors are clearly understood.
- Maintain focus on contract close time, win rate, deal quality, and long-term value creation.
Marketing, Brand, and Market Presence- Develop marketing plans that strengthen awareness of Emergent's BioServices capabilities, manufacturing services, and value proposition.
- Oversee BioServices brand messaging, market presence, marketing tactics, and related commercial budgets
- Represent Emergent at industry conferences, trade shows, customer meetings, and business forums.
- Ensure market-facing materials, messaging, and customer engagement approaches are aligned, accurate, and reflective of Emergent's capabilities and differentiated strengths.
Market Intelligence - Monitor market trends, competitor activity, customer needs, industry dynamics, and market-intelligence tools to inform strategy, positioning, prospect targeting, and investment decisions.
- Evaluate and adopt sales-enablement and AI-driven market-intelligence tools where they can improve prospect identification and market research.
- Provide clear market intelligence and customer feedback to leadership and cross-functional partners.
Key Annual Performance Objectives/Metrics- Sales won
- Weighted pipeline generated
- New development and commercial awards/projects won
- Lead generation, prospecting follow-up, and funnel health
Mimimum Education, Experience, SkillsEducation- Bachelor's degree in a relevant scientific, engineering, business, or related discipline required; MS or MBA preferred.
Experience- 10+ years of progressive commercial, business development, sales, account management, or strategic partnership experience in pharmaceutical, biotechnology, biologics, or contract manufacturing services.
- Proven success growing revenue, building pipeline, and securing development or manufacturing agreements with small, mid-sized, and large pharma/biotech companies.
- Experience leading proposals, pricing discussions, contract negotiations, and strategic partnership discussions across multiple commercial engagement models.
- Strong understanding of pharmaceutical development, manufacturing services, technical transfer, clinical and commercial supply, and regulated industry expectations.
- Preferred technical market knowledge in sterile fill-finish, large molecule drug substance, viral and non-viral platforms, and plasma-derived therapeutics.
Skills and Capabilities- Demonstrated ability to hire, scale, lead, and develop high-performing commercial teams.
- Strong business acumen, executive presence, communication, negotiation, and stakeholder management skills.
- Strong conflict-resolution capabilities, including the ability to navigate complex customer issues, contractual disagreements, and competing stakeholder interests with sound judgment and professionalism.
- Ability to engage and influence cross-functional partners in a complex, matrixed environment.
- Ability to manage multiple priorities, anticipate risks, and remain focused amid shifting priorities.
- Customer-focused, collaborative, accountable, and solutions-oriented approach.
- Ability to travel as required.
If the hiring manager expresses an interest in interviewing you for the open position, you must discuss your interest in the open position with your current manager prior to an interview being scheduled.
U.S. Base Pay Ranges and Benefits Information
The estimated annual base salary as a new hire for this position ranges from $291,000 - $352,000. Individual base pay depends on various factors such as applicant's education, experience, skills, and abilities, as well as internal equity and alignment with market data. The salary may also be adjusted based on applicant's geographic location. Certain roles are eligible for additional incentive compensation, including merit increases, annual bonus, and/or long-term incentives in the form of stock options.
Additionally, Emergent offers a comprehensive benefits package*. Information regarding additional benefits can be found here: https://www.emergentbiosolutions.com/careers/life-at-emergent
(*Eligibility for benefits is governed by the applicable plan documents and policies).
If you are selected for an interview, please feel welcome to speak to a Human Resources Partner about our compensation philosophy and available benefits.
