Directly generate IM sales revenue and new bookings.
Own and manage a growing book of business.
Drive prospecting, negotiating and closing FFS deals with existing and new customers.
Manage contracts, contract negotiations (e.g., CDAs, MSAs, SOWs) with new and existing customers.
Manage sales engagements and negotiations of agreements and statements of work.
Partner with finance, legal and R&D to execute agreements.
Develop and deepen relationships with biotechnology, pharmaceutical, academic institutions, CROs, and technology partners.
Partner closely with Commercial and Lab Operations to meet and exceed customer needs.
Develop team members, provide timely and constructive feedback and actively manage team member career growth and development.
Communicate accurately, clearly and succinctly to Adaptive’s leadership and customers.

Bachelor’s degree with 15+ years of progressive experience in the biotechnology, pharmaceutical or life sciences industry or a similar combination of education and commercial experience; an advanced degree is preferred.
Master's degree with 12+ years of progressive experience, or
PhD with 8+ years of progressive experience
5+ years of progressive experience in sales or commercial leadership in the biotechnology, pharmaceutical or life sciences industry with a proven track record of individually generating revenue by negotiating and closing deals.
4+ years' experience supervising a sales team with a track record of growing revenue.
Strong understanding of research markets and drug development (e.g., genomics, immunology, cell biology, reagents, platforms, data).
Extensive network with strong relationship building skills.
Executive presence with the ability to influence senior leadership and C-suite levels.
Strong presentation, strategic and analytic skills.
Self-starter mindset; independent thinker with strong ability to solve complex business problems.
Highly collaborative, results-driven and comfortable operating in fast-paced environments.
Extensive experience working with multidisciplinary teams (R&D, Legal/IP, Finance, Operations).
Strong communication, interpersonal skills and good business judgment.
Ability to work in a matrix environment and leverage cross-functional resources.
Ability to create a cohesive team culture that achieves individual and team success.

Director, Sales & Business Development

Key skills