Senior Director, Global Strategic Partnerships

The purpose of the Senior Director, Global Strategic Partnerships is to identify, directly negotiate and close business deals globally so as to build a strong complementary pharma partnering and companion diagnostics business that will enable the company to achieve its long-term objectives.  Focus lies on focus building strategic pharma partnerships with mid to small pharma and strategic companies to ensure regulated programs, commercial and strategic partnerships ultimately leading to CDx, CLIA-validated, IVDR-regulated Idylla™ assays on-market, as well as long-term strategic initiatives with pharma, biotech and strategic partners (global).

He/She will work closely together with the Global and Regional Commercial teams to develop business plans and to build the justification for the business deals. 

He/She will work closely with internal stakeholders responsible for various business processes in ensuring that external commitments are aligned with internal capabilities and processes.

He/She is also responsible for maintaining and building strong relationships with key external collaborators and stakeholders.

He/She will oversee related development of products and services, will lead strategic planning and will guide the involved teams.

A successful Senior Director, Global Strategic Partnerships will focus on growing pharma partnering income, improving cash flow, profitability and other relevant business metrics according to agreed-upon business plans. He/She will be responsible for driving the deal making process, from first contacts up to finalization.

Accountabilities

• To initiate, secure and manage new partnerships for Biocartis, through the entire business development process, which includes identification of new candidate partners, promoting Biocartis’ offerings to such partners, developing relationships with such candidate partners, negotiating partnership agreements with such partners while aligning with internal stakeholders and managing strategic aspects during the execution of such new partnerships. Such partnerships may be in the area of pharmaceutical companies in need of a diagnostic solution as well as in the area of diagnostics/service testing companies in need of a platform vehicle for their diagnostic content.

• Actively develop pharma alliances to secure OMPS adoption, or regulated product programs including CDx, CTA, CLIA-validated tests for select oncology markers.

• Work closely with Global Sales to identify select small to mid-size pharma partners to grow Biocartis pharma partnerships, programs and revenue.

• Work on operational side of the execution of the agreement between Biocartis and Strategic Partner, including reporting of progress and escalation in case of deviations.

• Manage alliance between Pharma Partner and Biocartis with activities including and not limited to:

o Maintain the relationship on operational level and smoothen the operational processes between Biocartis and Strategic Partner.

o Collaborate with Biocartis regulatory team (and where needed Biocartis clinical team) and distributors to meet regulatory timelines as agreed with strategic partners.

• The lead identification responsibilities include maintaining a good and up-to-date portfolio of candidate (pharma) partners as well as competitors, maintaining an active network of business contacts, and speaking at congresses and events as needed.

• The lead development responsibilities include conducting a prospect needs analysis resulting in solutions proposals and conducting in depth analysis to estimate partners' needs and goals and developing collaboration proposals and models that address the needs of candidate partners while bringing value to Biocartis.

• The deal negotiation responsibilities include conducting in depth financial modeling to estimate long term revenue potential and overall financials and developing data driven proposal; developing and negotiating contracts with partners while integrating contract requirements with internal business operations.

• Position the Biocartis products at partnership-oriented events and congresses, and during business visits towards potential business partners. Foster success stories resulting in new partnership opportunities with existing and new partners.

• To implement and achieve goals and financial objectives for the (pharma) partners.

• To protect organization's value by keeping information confidential and act to the highest standards of business ethics.

Profile requirements

• Master degree in a scientific or engineering orientation or equivalent through experience and/or training
• Proven track record in complex solution selling in related industry is a must
• Min. 7 years of relevant professional experience is required
• Good knowledge of the diagnostic market, preferably molecular diagnostics and/or pathology is required;
• Good understanding of work flow in pathology labs;
• Good business and financial acumen and a thorough understanding of diverse business processes
• Strong customer focus
• Self-starter, Experience in working independently with little direct supervision;
• Capable of developing and executing business plan;
• Business oriented with good regional market knowledge;
• Excellent complex solution selling skills;
• Straightforward communication; able to engage healthcare professionals in meaningful dialogue to determine their needs and how our products can meet those needs;
• Strong listening skills; willingness to collaborate cross-functionally in a fast paced and dynamic environment.
• Open minded. Ability to thrive in a changing and innovative environment.
• Strong team-focused approach. Proven ability to demonstrate professional responsibilities by cooperating with others to achieve departmental and company goals and objectives. 
• Resilient and able to work under pressure.
• Excellent presentation and negotiation skills;
• Good interpersonal skills combined with the ability to make an impact;
• Excellent knowledge of pharma regional collaboration guidelines and regulations
• Strong project management skills and result-driven personality.
• Applied knowledge of MS Office (Excel, Powerpoint, Word, Outlook)
• Applied knowledge of CRM, preferably Salesforce
• Excellent knowledge of pharma regional collaboration guidelines and regulations
• Good knowledge of:
  • CE IVD regulations; IVDR
  • GDPR
  • CDx/FDA regulated product development pipeline
  • CLIA-validated test planning
• Excellent English communication skills, both verbal and written
• Fluent in one or more languages of the region, both verbal and written