Position Summary:
The Associate Director/Director, Business Development is responsible for driving revenue growth for standalone Analytical and Formulation Sciences (AFS) services across a defined Midwest territory. This role focuses on building new client relationships and expanding existing partnerships, identifying outsourcing opportunities, and positioning AFS capabilities in a consultative, science-forward manner. The representative will lead the full sales cycle from prospecting through deal closure while collaborating closely with technical, proposal, and operational teams to deliver high-quality, fit-for-purpose solutions.
Function: Analytical & Formulation Sciences (AFS) Sales
Location: US Midwest (remote with travel)
Key Responsibilities:
Develop and execute a territory strategy to achieve annual revenue targets for AFS services
Build new client relationships while expanding and deepening existing accounts
Identify, qualify, and pursue new business opportunities across biotech and pharmaceutical clients
Conduct scientific discovery discussions to understand client needs and align AFS solutions
Lead client meetings, capability presentations, and site visits (virtual and in-person)
Drive proposal development in collaboration with internal teams, ensuring tailored and compelling scopes
Maintain accurate pipeline, forecasting, and activity tracking in CRM systems
Partner cross-functionally with operations, program management, and integrated BD teams to support client success and cross-selling opportunities
Drive alignment and negotiation of service agreements between customers and KBI cross-functional teams (commercial, legal, finance, and operations)
Collaborate with client development managers, business operations, and marketing team to identify, qualify and develop leads into opportunities
Represent the organization at industry conferences and networking events and actively pursue meetings with clients and potential clients at those events
Requirements:
Bachelor’s degree in a scientific discipline required; advanced degree preferred
5+ years of experience in biopharma services, with a strong preference for analytical, formulation, or CMC-related sales
Reside within the region
Demonstrated ability to manage complex sales cycles and achieve revenue targets
Strong scientific acumen with the ability to engage technical stakeholders
Excellent communication, presentation, and relationship-building skills
Ability to travel extensively (approximately 50–60%)
Preferred Attributes:
Experience selling standalone analytical services within a CDMO or CRO environment
Familiarity with biologics development, characterization, and release/stability testing
Consultative selling mindset with a focus on long-term client partnerships
This role is critical to expanding AFS market presence in the Mid US region and driving growth through both new client acquisition and strategic account development.
Salary Range:
Associate Director: $149,920 - $187,400 plus a tiered commission structure
Director:$165,000-$195,000 plus a tiered commission structure
Salary range provided per current averages and expectations. The salary and job title for this opening will be based on the selected candidate’s qualifications and experience and may be outside this range. KBI has a robust total rewards strategy which includes an annual bonus structure for all employees, medical, dental, and vision coverage, paid PTO and holidays, 401K matching with 100% vesting in 60 days and employee recognition programs.
Salary range provided per current averages and expectations. The salary and job title for this opening will be based on the selected candidate’s qualifications and experience and may be outside this range. KBI has a robust total rewards strategy which includes an annual bonus structure for all employees, medical, dental, and vision coverage, paid PTO and holidays, 401K matching with 100% vesting in 60 days and employee recognition programs.
KBI Biopharma, Inc. is an EEO/AA employer and actively seeks to diversify its work force. Therefore, all qualified applicants, regardless of race, color, national origin, religion, gender, gender identity, sexual orientation, age, disability or veteran status, are strongly encouraged to apply.
I understand that neither the completion of this application nor any other part of my consideration for employment establishes any obligation for KBI Biopharma, Inc. to hire me. If I am hired, I understand that either KBI Biopharma, Inc. or I can terminate my employment at any time and for any reason, with or without cause and without prior notice. I understand that no representative of KBI Biopharma, Inc. has the authority to make any assurance to the contrary.
I attest with my signature below that I have given to KBI Biopharma, Inc. true and complete information on this application. No requested information has been concealed. I authorize , Inc. to contact references provided for employment reference checks. If any information I have provided is untrue, or if I have concealed material information, I understand that this will constitute cause for the denial of employment or immediate dismissal.
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