Associate Director, BioPharma Business Development
About the Job:
The Associate Director, BioPharma Business Development drives the development, execution, and growth of FMI’s strategic partnerships with Biopharma customers. This role builds on existing relationships, ensuring delivery on commitments, relationship health, and expansion of business with a focus on partnering a portfolio of products and developing a strong, long-term and win-win alliance. The incumbent collaborates with and may lead Alliance Management and Business Development professionals, ensuring a team-based approach to deliver customer satisfaction and partnership growth, in alignment with the partnership, business unit and FMI corporate strategies.
Key Responsibilities:
Business Development
Lead the development of partnership strategy, encompassing achievement of revenue and bookings deliverables, and expansion of partnership to increase value for both organizations and patients.
Meet annual revenue, bookings, and customer experience targets for assigned partners.
Build strong relationships and serve as a thought partner within BioPharma translational medicine, precision medicine, and commercial teams.
Maintain a deep understanding of Oncology and therapeutics, with an emphasis on strong knowledge of partners’ pipeline and FMI's solutions to match precision medicine approaches across the entire therapeutic development lifecycle.
Support Business Development team members on transactions and deal structure, including active participation of contracting, and serving as point of escalation to support negotiations.
Work, alongside team members, in organizing sales pitch and positioning FMI solutions to partners, leveraging in-depth understanding of partner needs and framing solutions appropriately.
Engage partners in face to face customer meetings at conferences, FMI and partner locations.
Identify and establish relationships with precision medicine decision makers and influencers in all stages of drug and diagnostic development.
Partnership Management
Responsible and accountable for end-to-end management and growth of key BioPharma accounts, meeting OKRs linked to success of the BioPharma customer, planned timelines, and milestones.
Responsible for managing profiling forecasting activities with external partners.
Support cross-functional team members in Diagnostic Development, Regulatory, BioPharma, and other departments in managing partner relationships, including serving as a point of escalation and leveraging governance bodies to advance partnership growth.
Accountable for partner satisfaction and account health through sustained engagement, AHC survey, and continued feedback.
Team Leadership
Serve as a matrix manager and mentor to team members, including Alliance Management and Business Development colleagues.
Travel domestically and internationally up to 30% of the time, in line with quarterly customer engagement expectations.
Ability to flex work schedule to meet global customer needs
Other duties as assigned.
Qualifications:
Basic Qualifications:
Bachelor’s degree in a scientific discipline
10+ years of professional business development and/or alliance management experience in a diagnostic or data/insights company with a focus in Oncology
Preferred Qualifications:
Advanced degree in business or a scientific discipline
12+ years of professional business development / alliance management experience in a diagnostic, data or Biopharmaceutical company with a focus in Oncology
Experience leading and mentoring
Strong knowledge and credibility in the oncology market, both US and internationally
Deep understanding of human genetics, oncology therapeutics and diagnostics, with an emphasis on strong knowledge of partners' pipeline and precision medicine approaches across the entire therapeutic development lifecycle
Understanding of HIPAA and importance of privacy of patient data
Commitment to FMI values: Integrity, Courage, and Passion
The expected salary range for this position based on the primary location of Remote is $156,400 - $195,500 per year. The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.
#LI-Remote
Foundation Medicine, Inc. (FMI) is a global, patient-focused precision medicine company delivering high-quality, transformative diagnostic solutions in cancer and other diseases.
Foundation Medicine is proud to be an Equal Opportunity and Affirmative Action employer and considers all qualified applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity, ancestry, age, or national origin. Further, qualified applicants will not be discriminated against on the basis of disability or protected veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also FMI's EEO Statement and EEO is the Law and Supplement. If you have a disability or special need that requires accommodation, please let us know by completing this form. (EOE/AAP Employer)
The Associate Director, BioPharma Business Development drives the development, execution, and growth of FMI’s strategic partnerships with Biopharma customers. This role builds on existing relationships, ensuring delivery on commitments, relationship health, and expansion of business with a focus on partnering a portfolio of products and developing a strong, long-term and win-win alliance. The incumbent collaborates with and may lead Alliance Management and Business Development professionals, ensuring a team-based approach to deliver customer satisfaction and partnership growth, in alignment with the partnership, business unit and FMI corporate strategies.
Key Responsibilities:
Business Development
Lead the development of partnership strategy, encompassing achievement of revenue and bookings deliverables, and expansion of partnership to increase value for both organizations and patients.
Meet annual revenue, bookings, and customer experience targets for assigned partners.
Build strong relationships and serve as a thought partner within BioPharma translational medicine, precision medicine, and commercial teams.
Maintain a deep understanding of Oncology and therapeutics, with an emphasis on strong knowledge of partners’ pipeline and FMI's solutions to match precision medicine approaches across the entire therapeutic development lifecycle.
Support Business Development team members on transactions and deal structure, including active participation of contracting, and serving as point of escalation to support negotiations.
Work, alongside team members, in organizing sales pitch and positioning FMI solutions to partners, leveraging in-depth understanding of partner needs and framing solutions appropriately.
Engage partners in face to face customer meetings at conferences, FMI and partner locations.
Identify and establish relationships with precision medicine decision makers and influencers in all stages of drug and diagnostic development.
Partnership Management
Responsible and accountable for end-to-end management and growth of key BioPharma accounts, meeting OKRs linked to success of the BioPharma customer, planned timelines, and milestones.
Responsible for managing profiling forecasting activities with external partners.
Support cross-functional team members in Diagnostic Development, Regulatory, BioPharma, and other departments in managing partner relationships, including serving as a point of escalation and leveraging governance bodies to advance partnership growth.
Accountable for partner satisfaction and account health through sustained engagement, AHC survey, and continued feedback.
Team Leadership
Serve as a matrix manager and mentor to team members, including Alliance Management and Business Development colleagues.
Travel domestically and internationally up to 30% of the time, in line with quarterly customer engagement expectations.
Ability to flex work schedule to meet global customer needs
Other duties as assigned.
Qualifications:
Basic Qualifications:
Bachelor’s degree in a scientific discipline
10+ years of professional business development and/or alliance management experience in a diagnostic or data/insights company with a focus in Oncology
Preferred Qualifications:
Advanced degree in business or a scientific discipline
12+ years of professional business development / alliance management experience in a diagnostic, data or Biopharmaceutical company with a focus in Oncology
Experience leading and mentoring
Strong knowledge and credibility in the oncology market, both US and internationally
Deep understanding of human genetics, oncology therapeutics and diagnostics, with an emphasis on strong knowledge of partners' pipeline and precision medicine approaches across the entire therapeutic development lifecycle
Understanding of HIPAA and importance of privacy of patient data
Commitment to FMI values: Integrity, Courage, and Passion
The expected salary range for this position based on the primary location of Remote is $156,400 - $195,500 per year. The salary range is commensurate with Foundation Medicine’s compensation practice and considers factors including, but not limited to, education, training, experience, external market conditions, criticality of role, and internal equity. A discretionary annual bonus may be available based on individual and Company performance. This position also qualifies for Foundation Medicine's benefits.
#LI-Remote
Foundation Medicine, Inc. (FMI) is a global, patient-focused precision medicine company delivering high-quality, transformative diagnostic solutions in cancer and other diseases.
Foundation Medicine is proud to be an Equal Opportunity and Affirmative Action employer and considers all qualified applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity, ancestry, age, or national origin. Further, qualified applicants will not be discriminated against on the basis of disability or protected veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also FMI's EEO Statement and EEO is the Law and Supplement. If you have a disability or special need that requires accommodation, please let us know by completing this form. (EOE/AAP Employer)