Sr. Business Development Director

Position Summary

Wilmington PharmaTech (WPT) is seeking a high-energy, results-driven Sr. Business Development Director to serve our API development and manufacturing services. This role is primarily responsible for new client acquisition, focusing on identifying, qualifying, and closing new business opportunities to drive aggressive territorial growth. The successful candidate will be an expert in building a robust sales funnel from scratch, navigating complex negotiations, and increasing win rates for API development and supply agreements. This is a remote, field-based position ideally located in the Western region of the United States reporting directly to the Chief Commercial Officer (CCO).

The Role (Responsibilities)

1. Prospecting & Market Penetration

• Proactive Hunting: Aggressively prospect for new business opportunities that align with WPT’s core technical capabilities in API development and manufacturing.
• Strategic Territory Planning: Develop and execute comprehensive sales plans to identify and qualify prospects within the assigned region to achieve new business growth objectives.
• Market Presence: Actively participate in national tradeshows, exhibits, and professional organizations to generate high-quality leads and increase brand visibility.
• Lead Qualification: Organize and lead customer visits to evaluate potential opportunities and present WPT’s comprehensive service offerings.

2. Pipeline & Funnel Management

• Funnel Velocity: Own the end-to-end sales funnel, ensuring a consistent flow of opportunities from initial contact to successful closure.
• Data-Driven Growth: Achieve and exceed annual sales, revenue, and funnel targets to ensure the continued expansion of WPT’s market share.
• Reporting Excellence: Maintain rigorous compliance with reporting processes and CRM tools to provide senior leadership with accurate updates on key initiatives and sales funnel velocity.
• Strategic Account Planning: Collaborate with the Executive Leadership Team (ELT) to construct and execute strategic account plans that maximize growth potential within new and high-value accounts.

3. Closing & Revenue Generation

• Complex Negotiations: Lead the negotiation of complex development and supply agreements, working closely with legal and R&D teams to structure winning proposals.
• Solution Crafting: Partner with internal technical stakeholders to craft targeted, high-value solutions that directly address the specific API manufacturing needs of the customer.
• Win Rate Optimization: Drive the conversion of proposals into signed business by managing high-level relationships and fostering trust through transparency and partnership.
• Account Expansion: While focusing on acquisition, provide relationship management to ensure new programs move successfully through development stages toward long-term commercialization.

The Candidate (Key Requirements)

• Education: Bachelor’s degree in chemistry, Life Sciences, or a related field; an advanced scientific degree or MBA is highly advantageous.
• Experience: 7 years of proven B2B sales experience, specifically within the contract API or CDMO industry.
• Proven Track Record: A demonstrable history of meeting or exceeding new business targets, building sales funnels, and managing complex stakeholder relationships.
• Communication: Exceptional written and verbal communication skills with a mastery of negotiation tactics