Sales and Business Development Manager - CDMO Services (West Coast)

Resilience is a technology-focused biomanufacturing company developing end-to-end manufacturing solutions for medicines. The Business Development Manager will drive new business growth for Biologics and Drug Product offerings across the West Coast, managing prospecting, pipeline development, proposals, negotiations, and customer relationships. The role also requires technical market expertise, cross-functional collaboration, Salesforce reporting, and up to 50% regional travel.

Responsibilities:

• Build and manage an active, self-generated pipeline of new-business opportunities across small, mid-size, and large pharma and biotech companies throughout the West Coast
• Proactively prospect for new (pre-)clinical and commercial-stage opportunities using personal networks, lead-generation platforms, referrals, marketing campaigns, and inbound web leads
• Own the full sales cycle for the Biologics and Drug Product business — from first outreach and qualification through value-proposition development, pricing, proposal, contract negotiation, and close
• Consistently meet or exceed new-business pipeline and revenue targets; drive year-over-year growth of new customers within the territory
• Cultivate durable, trust-based relationships with scientific, technical, and executive decision-makers at prospective and existing client organizations
• Represent Resilience at trade shows, industry conferences, and member groups across the West Coast; speaking opportunities are a plus
• Serve as the client’s advocate internally, ensuring customer needs are clearly communicated to Operations, Commercial Development, and other internal partners
• Collaborate with Marketing to shape campaigns targeted at West Coast prospects and to convert inbound marketing interest into qualified pipeline
• Maintain working technical knowledge of Biologics drug substance and Drug Product (including sterile fill/finish) development and manufacturing to speak credibly to client needs
• Act as a subject-matter resource on Resilience’s Biologics and Drug Product capabilities for clients and, as experience grows, mentor less experienced Business Development colleagues
• Monitor and report on West Coast market dynamics, competitor activity, and customer intelligence to inform Resilience’s go-to-market strategy
• Maintain accurate, up-to-date opportunity and account data in Salesforce; provide timely call summaries and monthly reporting on activity, pipeline, and forecasts
• Partner closely with Commercial Development to ensure deal structures align with business and capacity needs; partner with inside sales and the Strategic team on lead sourcing

Requirements:

• Proven and progressive experience in CDMO/CDMO-adjacent sales, business development, or technical account management, with a demonstrated record of generating and closing new business
• Working knowledge of Biologics (drug substance) and/or Drug Product (fill/finish) development and manufacturing processes
• A proven “hunter” mentality, self-directed, resilient, and energized by building pipeline in a new or underdeveloped territory
• Strong relationship-building and consultative-selling skills, with the ability to earn trust with both scientific and commercial stakeholders
• Exposure with contract structures and business models common in CDMO relationships (fee-for-service, clinical and commercial supply agreements)
• Based on or willing to be based on the West Coast, with the ability to travel up to 50% within the territory
• Sponsorship or support for work authorization, including visas, is not available for this position
• Bachelor's degree in a life sciences or engineering discipline (Biology, Chemistry, Chemical Engineering, or related field); advanced degree a plus
• 5+ years of experience in CDMO/CDMO-adjacent sales, business development, or technical account management, with a demonstrated record of generating and closing new business
• Existing network of relationships within West Coast biotech and pharma organizations
• Prior experience selling Biologics or Drug Product development and manufacturing services specifically
• Demonstrated ability to coach and enable technical staff and proposal/project management partners to contribute effectively to client-facing business development activities