The Director, Business Development will focus on identifying and securing new business opportunities for Phlow’s small molecule PR&D, kilo and metric-ton drug substance facilities. The primary focus is lead generation, proactive prospecting, and building a robust sales pipeline to drive organizational growth. This role requires strong expertise in identifying high-value opportunities in the pharmaceutical and biotech industries and converting leads into long-term partnerships. 

1. Lead Generation and Prospecting

· Proactively identify and qualify new pharma and biotech leads through research, networking, cold outreach, and attending industry events.

· Develop and execute a robust prospecting strategy to build a consistent pipeline of potential clients.

· Diligently maintain Phlow’s CRM system, market intelligence platforms, and industry databases to ensure effective follow up, and internal dissemination of information.

· Collaborate with Marketing to create customized outreach campaigns tailored to potential clients’ needs and challenges.

2. Client Engagement

· Conduct discovery meetings with prospects to understand their requirements and pain points, both face-to-face and via videoconference

· Understand and clearly communicate the company’s small molecule CDMO capabilities, including development and manufacturing services.

· Establish trust and rapport with prospective clients as the initial and ongoing commercial point of contact.

· Manage the entire CDMO business cycle including identification of leads, their qualification, establishing CDAs, processing RFPs, generation of Proposals to meet client needs, contract negotiations, and business closure.

· Build long-term relationships with prospects through consistent follow-ups and tailored communication and being the “voice of the customer” within Phlow.

3. Target Achievement

· Meet or exceed individual and organizational revenue and sales targets.

· Regularly review sales performance metrics and adjust strategies to ensure alignment with goals.

· Identify high-value opportunities within the existing pipeline and prioritize efforts to close deals efficiently.

· Ensure accurate forecasting and reporting of sales activities, pipeline progression, and revenue projections.

4. Industry Networking and Representation

· Professionally represent Phlow at industry conferences, trade shows, and other networking events to identify new opportunities and build existing relationships.

· Develop a strong personal presence in the pharmaceutical and biotech industries to position Phlow as a partner of choice for advanced manufacturing.

5. Collaboration and Pipeline Management

· Serve as the primary interface between client and internal teams including R&D, manufacturing, and project management, to ensure alignment and delivery of client projects.

· Work closely with finance and legal teams to structure competitive and profitable proposals.

· Provide regular client feedback to internal stakeholders to support service improvement and innovation.

· Contribute to team and departmental initiatives outside of day-to-day business development activities.

· Other duties as assigned.

Essential Job Duties & Responsibilities

To successfully perform in this role, candidates must perform each essential job duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Experience & Qualifications:

· >10 years of combined business development/sales and scientific/technical experience in the pharmaceutical, biotechnology, or life sciences industries, at least 3 of those spent selling drug substance CDMO services.

· Startup experience preferred.

· Understanding of the proposal development process, building quotes, budgeting, and managing activities to defined timelines.

· Existing customer network, positive relationships, and in-depth knowledge of agreement negotiation and execution from a previous drug substance CDMO business development role.

· Mindful listener and communicator with ability to present and express ideas and information clearly and concisely in a manner appropriate to audience, whether verbal or written.

· Excellent interpersonal skills, with an ability to articulate solutions to customers as a trusted advisor.

· Highly motivated and able to work independently, multi-task, and set priorities.

· Proficiency in Microsoft Office, CRM, and lead generation tools. 

· Remote role, located in the assigned Territory.

· Ability and willingness to travel for client visits, industry events and to Phlow’s sites, as required (approx. 50%).

· This role requires authorization to work in the United States as defined by applicable laws and regulations.

Education & Certifications

Bachelor's degree in Physical or Life Sciences required; post graduate scientific degree preferred