SVP, Business Development APAC region

at  Evotec

Purpose of the role

Individual contributor part:

• Actively prospects and leverages potential new business opportunities within specified Customer/Accounts.
• Accountable for business development goals within a given territory
• Penetrate, nurture, manage and retain global pharmaceutical/CRO organizations
• Secure and retain business for Evotec through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at new or existing clients
• Position Evotec as a primary or preferred provider for all development services
• Bring in sales 10+ m € per year
• Develop territory to maximize gain
• Establish territory plan to tier clients
• Cooperate with Marketing and Operations to showcase Evotec
• Participate at Evotec internal initiatives as given

Sales Leader part:

• Able to strategically hire in the APAC region. Identify talent and structure and efficient sales organization which will ultimately yield a multiple of the above-mentioned personal targets.
• Onboard and line manage new employees.
• Motivate and lead the full APAC BD team for Development.
• Be a part of the global Development BD leadership team (APAC, EU, USA)
• Advise on go to market strategies and drive agreed initiatives to expand the APAC sales success.
• Gradually transition from player/coach to coach role.

Core accountabilities

• Cultivates strong, long-term relationships with key decision-makers with Account and develops deep knowledge of the Customer/Account organization.
• Analyses potential opportunities and develops detailed business plans and sales strategies for each Customer/Account. Monitors actions and results against plans.
• Identifies and responds to Customer/Account needs to define potential Evotec opportunities. Ensures appropriate strategy/solution is proposed to Customer/Account.
• Works with Operations to identify sales team and prepare presentation. Educates team participants in Customer/Account culture, operational needs/methods and sales techniques needed to close the sale.
• Leads the entire sales process, including identifying the appropriate team for pitch and preparing and leading the sales presentation.
• Coordinates with the Proposal Development Group to develop proposal and Operations to finalize strategy and pricing.
• Handles follow-up related to the sales and facilitates completion of contractual documents.
• Ensures appropriate hand-off to project team by transferring knowledge on Customer/Account needs and expectations.
• Shares Customer/Account strategies and sales plans with Operational Managers.
• Coordinates with Operational Managers to escalate and quickly address Customer/Account issues/concerns.
• Seeks input from Operational Managers to proactively address Change in Scope, new opportunities, or customer dissatisfaction.
• Works with Operational Managers to ensure Changes in Scope (CIS’s) are appropriately negotiated with the Customer/Account.
• Maintains high visibility within Customer/Account organization.
• Monitors Customer satisfaction through regular formal and informal surveys.
• Coordinates with Project Managers/Directors to ensure Customer/Account needs are being met and address concerns/issues in a timely manner.
• Evaluation of market and competitor situations on an ongoing basis to bring perspective to Evotec decision making and to generate leads for pursuit, analysis, negotiation and closure.
• Interact with operations and marketing to close new business and develop long-term relationships.
• Interact with BD colleagues from other Business Units to gather integrated momentum and maximize Evotec gain.

We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation, or age.
The Individual

Capability, Knowledge and Experience:

• The role will require an established network and standing in the pharmaceutical/biotech and CRO industry at appropriate levels, and substantial experience in managing collaborations and relationships
• Solid technical background coupled with professional sales experience
• A natural team player but also a leader, a decision maker, and able to see him/herself as part of the broader mission to grow value
• Showcase team leadership experience, proof the potential to lead teams and take over more responsibility in the BD leadership team.
• Strategic thinking paired with the drive of a hands-on player
• Available to travel for business

Education and Qualifications:

• Education: Advanced degree in business or scientific discipline, preferably a MSc or BSC in natural sciences (Chemistry, Biology, Medical)
• Minimum Work Experience Requirements: Demonstrable competency in sales or business development preferably for a CDMO or CRO or relevant company providing services to the healthcare industry.
• Significant proven experience of working successfully in a sales role for complex service offerings
• Special Skills/Knowledge: Excellent interpersonal skills. Strong detail orientation and an ability to work creatively in a fast-paced environment. Strategic business awareness and results orientation. High-level skills in Microsoft Office and other standard software.

The duties listed are not exhaustive. Additional hours of work may be required, as determined by the needs of the business. The post holder may be required to undertake additional duties, responsibilities, and projects as appropriate.
Permanent position based in Singapore.
FR : Dans le cadre de sa politique Diversité, Evotec étudie, à compétences égales, toutes les candidatures dont celles des personnes en situation de handicap.
ENG : In the frame of our Diversity policy, Evotec considers, with equal competences, all applications including people with disabilities.

Please refer the Job description for details