Danaher Corporation Commercial Director - Biologics in Woking, United Kingdom
At IDBS, we create digital solutions for Biopharma and other industries to achieve faster scientific breakthroughs. We develop innovative software focusing on scientific workflows and data management to deliver the analysis, insights and models that streamline operations and accelerate science.
Building on our market leading position and with a vision of enabling our customers to deliver high-quality therapeutics to patients faster and more cost effectively, IDBS is accelerating biopharmaceutical development into the digital age with a software platform that powers process design and execution while delivering deep insights that drive innovation.
The role of Commercial Director, BioPharma Lifecycle Management (BPLM) is to grow IDBS’ market share by developing and executing a Go-To-Market (GTM) plan focused on creating a new category of enterprise software platform in support of BioPharmaceutical Research, Development and Manufacturing.
Leveraging existing contacts, the role will support business development in strategically-targeted accounts, while undertaking parallel efforts that increase IDBS’ visibility in the biologics development segment through the attendance of conferences, thought leadership summits and by partnering with IDBS’ marketing and customer facing teams. This role will be responsible for guiding the product, solution and partner strategy within the segment, based on customer and market insights.
The Commercial Director will achieve success through the motivation and alignment of a matrix team (including Sales, Product, Marketing, Solution Consulting) to enhance IDBS’ market position and grow market share. This role is equally responsible for strategy and execution within the BPLM market segment.
We encourage applications from candidates who are interested in flexibility in working arrangements. This role can either be remotely based with travel to Woking for meetings/ events or office based from Woking.
What we’ll get you doing:
Develop a winning GTM and solution strategy that builds on IDBS’s advantaged position in the market.
Lead the development of sales collateral and GTM tools to displace incumbent vendors in collaboration with Marketing, Product Management, Solutions Consulting and Services, updating as required to continue to grow market share.
Collaborate and work closely with the Director of Strategic Solutions to develop and execute against a prioritised roadmap for IDBS’ BPLM platform.
Build trusted strategic relationships with targeted customers and individual users through outstanding customer engagement, with the objectives of (a) increasing customer footprint in the BPLM segment (b) ensure Voice of the Customer (VOC) feedback is leveraged to enable acceleration of strategic wins and tangible improvements to product.
Build relationships with third-party market analysts and consulting firms to gather market trends and IDBS product / positioning feedback as well as to proactively position IDBS as a thought leader and credible player in the BPLM category.
Act as, and be recognized as, a key influencer in the market.
Identify account relationships and technologies across other Danaher Operating Companies that present the opportunity to satisfy unmet customer needs in the target market.
Selectively engage in the sales dialog with customer prospects to build credibility in the domain with key knowledge holders and decision-makers during the pre-sales process.
Use IDBS’ CRM to ensure opportunities are identified and collated properly and it is possible to track progress against organizational goals.
Communicate quick wins and strategic successes to the whole IDBS organization in a timely and engaging manner to ensure all associates understand how this strategic imperative is being met and that their activities reflect the strategic initiative.Adhere to reporting deadlines and provide a monthly update on progress in the Operations Meeting or as required through other IDBS project reporting channels.
Here is what success in this role looks like:
Degree in a relevant discipline
Relevant experience in Life Science/Scientific software
Deep global biopharmaceutical development and bioprocess background and knowledge of buying patterns and buying criteria
Good knowledge of RFP and customer buying processes for software solutions
Good knowledge of the informatics space and ability to leverage partnerships where necessary to combat competitive threats from other enterprise players.
Strong commercial acumen with the gravitas and persona to present IDBS as a credible thought leader in the market
Consistently demonstrates ability to work collaboratively at all levels in the organization
Coaches others to achieve success
Team player with good interpersonal skills and ability to influence others
The Best Team Wins! #imaginedifferent
When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.If you’ve ever wondered what’s within you, there’s no better time to find out.