About the Job:

The Director, BioPharma Business Development drives the development, execution, and growth of FMI’s strategic partnerships with large, complex 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. 
  • Responsible for business development and contracting to ensure close business alignment necessary to advance negotiations and timely deal execution. 
  • Organize and deliver sales pitches individually and with subject matter experts, positioning of 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 larger, complex, 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 
• 12+ years of business development and/or alliance management experience in a diagnostic or life science company with a focus in Oncology 

Preferred Qualifications:

• Advanced degree in business or a scientific discipline 
• 15+ 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 
• Experience with deal sheets 
• Experience with the principles and approaches of Alliance Management, including joint problem solving, managing escalations, removing barriers for joint teams and managing governance 
• Strong business development experience including ability to negotiate and close deals 
• 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 $171,280 - $214,100 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.

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