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Global Business Development Leader - Business Partnerships

Date: Dec 11, 2024

Location: Tewksbury, MA, US, 01876

Company: Corning

Requisition Number: 65934

Corning is vital to progress – in the industries we help shape and in the world we share.

We invent life-changing technologies using materials science. Our scientific and manufacturing expertise, boundless curiosity, and commitment to purposeful invention place us at the center of the way the world interacts, works, learns, and lives.

Our sustained investment in research, development, and invention means we’re always ready to solve the toughest challenges alongside our customers.

As a leading developer, manufacturer, and global supplier of scientific laboratory products for 100 years, Corning’s Life Sciences segment collaborates with researchers seeking new approaches to increase efficiencies, reduce costs and compress timelines in the drug discovery process. Using unique expertise in the fields of materials science, surface science, optics, biochemistry and biology, the segment provides innovative solutions that improve productivity and enable breakthrough discoveries.

Scope of Position

The Global BD Leader, Business Partnerships, will be responsible for commercial and business development activities, strategy development, and relationship management for Corning’s Production Solution Businesses: Corning Pharmaceutical Technologies, Bioprocessing, and Media and Serum. Reporting to the leader of Global Business Partnerships, this person will lead a team of global business development leaders and specialists to accelerate growth with new and existing biopharma and biotech customers and outperform market peers to position Corning as provider of bioprocessing solutions and a critical partner in the manufacturing value stream. This leader will also partner closely with R&D, FAS, product management, quality, and supply chain functions to drive effective execution and to continue to evolve the portfolio as the voice of commercial for the future. Success will be defined by drug substance platform wins, and maximizing the full product workflow that Corning Life Sciences has to offer.

Day-to-Day Responsibilities

• Develop, define, and execute the global commercial and go to market strategies in the production value stream for CLS and CPT, serving as the face of the business to key external customers and partners.

• Drive sales for the BP business (3), developing regional strategies for product lines, target accounts and molecules, leveraging an in-depth understanding of customer organizations, new innovations, and Corning’s offerings.

• Align Corning with customers’ innovation objectives/goals to drive future value creation. Monitor an analyze the competitive space, consider impacts on strategic positioning and disruption opportunities.

• Lead proposal development, deal term sheets, and negotiations with biopharma companies. Structure and facilitate to close large and multi-year deals in line with business objectives. Forecast accurately and effectively, both to commercial and business teams.

• Coach the commercial teams in selling cycles, analyzing, and articulating customer and market needs, prospecting in all categories of accounts in collaboration with the research selling teams, develop relationships with customers to meet and exceed commercial goals.

• Monitor and drive a flawless customer experience. Work cross-functional with critical stakeholders such as finance, quality, operations, supply chain, etc. to resolve issues.

• Build, mentor, and develop a team of high-performing commercial professionals while fostering a diverse and inclusive environment, with a keen eye towards continuous process improvement.

• Travel: >50% of time

Required Education and Experience

• Bachelor’s degree in a biological science or business domain required. MBA or advanced degree preferred.

• 15+ years or significant, demonstrated commercial experience in the life sciences, bioproduction or biotechnology sectors.

• 10+ years of technical and commercial experience in the life sciences and bioprocessing industries, with a deep and in-depth understanding of the market landscape, technologies, and sales cycles for key biopharmaceutical customers.

• Significant knowledge of R&D and production processes within the biopharmaceutical and biotech industries.

• Experience with revenue responsibility of at least $300M.

• Substantive experience leading complex, global, cross-functional teams.

• Proven track record of accomplishments using influence and persuasion in a cross-functional context. Experience with executive level relationships (VP-Level and C-Level) is required.

• Exhibits executive presence to navigate high pressure environments, both with internal organizations as well as with customers.

• Display substantial organizational sensitivity and savvy to involve, engage, and convince leadership and cross-functional peers to embrace customer strategies.

• Deep experience with strategic account management and solution selling, in a team environment.

This position does not support immigration sponsorship.

The range for this position is $183,144.00 - $251,823.00 assuming full time status. Starting pay for the successful applicant is dependent on a variety of job-related factors, including but not limited to geographic location, market demands, experience, training, and education. The benefits available for this position are dependent on hours worked and may include medical, dental, vision, 401(k) plan, pension plan, life insurance coverage, disability benefits, and PTO.

Corning Puts YOU First!

We are committed to supporting your health, financial, career development, and life goals as you grow professionally and personally to achieve your highest potential. All benefits begin as soon as you start your career at Corning.

• Our monetary peer-to-peer recognition program is tied to ourand celebrates you and your colleagues’ contributions.

• Health and well-being benefits include medical, dental, vision, paid parental leave, mental health/substance use, fitness, and disease management programs.

• Financial benefits include a 401(k) savings plan with company matching contributions and a 100% company-paid pension benefit that grows steadily throughout your career.

• Companywide bonus and attractive short- and long-term compensation programs are available based on your role and responsibilities.

• Professional development programs help you grow and achieve your career goals.

We prohibit discrimination on the basis of race, color, gender, age, religion, national origin, sexual orientation, gender identity or expression, disability, veteran status or any other legally protected status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. To request an accommodation, please contact us at.

Nearest Major Market: Boston