Director of Business Development

Director, Business Development, Pharma Services Job Purpose: The Director, Business Development, Pharma Services is responsible for developing new business opportunities as well as planning, organizing, and promoting company services through targeted sales activities to achieve business goals. This role drives new business growth across pharmaceutical and biotech sponsors, with primary responsibility for lead generation, pipeline management, deal negotiation, and key account management across our clinical trial services, companion diagnostic (CDx) development, and translational/biomarker programs. This leader identifies and develops strategic business opportunities within pharma and biotech organizations, cultivating relationships with decision-makers in Translational Medicine, Clinical Development, Biomarker, Companion Diagnostics, and Precision Medicine functions. The role combines a deep pharma network with the scientific fluency to credibly represent a specialty lab to sponsors. The successful candidate will leverage acquired expertise across oncology, hematology, molecular pathology, and the drug development continuum to build robust business channels and deliver against revenue targets. Responsibilities & Work Activities: Develop the pharma/biotech BD pipeline: identify, qualify, and close new sponsor accounts across clinical trial services, CDx co-development, and translational biomarker programs. Prospect and establish new client relationships with R&D, Translational Medicine, and Clinical Development executives at pharmaceutical and biopharma organizations. Re-engage dormant sponsor accounts and pursue net-new strategic clients across emerging biotech and top-20 pharma. Cultivate long-term relationships with strategic pharma and biotech partners; expand sales opportunities within key accounts in coordination with the executive team. Participate in key industry conferences (ASH, ASCO, AACR, SITC, AMP, BIO, JPM Healthcare) and drive qualified lead generation. Evaluate incoming RFIs and RFPs and coordinate proposal development, pricing strategy, and scope-of-work design in partnership with scientific, operations, and finance teams. Develop contract structures and creative approaches to solving sponsor challenges — including CDx co-development, milestone-based arrangements, and integrated "specimen-to-insight" offerings. Conduct win/loss analysis on awarded and non-awarded opportunities; feed insights back into pricing, positioning, and capability strategy. Maintain a rigorous deal sheet with documented diligence, negotiation, and closure track record. Account Expansion & Strategic Partnerships Grow existing sponsor accounts through cross-sell across assay platforms (flow cytometry, molecular/NGS, IHC, hematopathology, digital pathology) and program stages (Phase I through post-approval). Serve as the voice of the customer internally across the company's molecular science, laboratory, bioinformatics, pathology, legal, and medical affairs teams. Cultivate and manage strategic alliances with complementary CROs, preclinical partners, specimen logistics providers, and technology platform vendors. Continuously monitor competitive landscape and translate insights into company Track sponsor pipeline shifts, indication trends, and emerging modalities to inform capability investment priorities. Provide market intelligence to scientific and operations leadership to shape the assay development roadmap. Cross-Functional Collaboration Work closely with lab operations, medical affairs, project management, and finance to ensure deals are deliverable, priced accurately, and profitable. Partner with marketing on pharma and biotech outreach, sponsor-facing collateral, and website strategy. Present regularly to executive leadership on pipeline, closed deals, and strategic BD #J-18808-Ljbffr