Title : Associate Director of Business Development

Purpose of the role. To achieve sales goals for a geography / territory / service line by efficiently managing the selling process, maintaining & enhancing existing client relations with Enterprise Accounts, building on potential customers with a focus on sales operations.. Designation. Associate Director Enterprise Accounts. Scope . The Director Enterprise Accounts will lead strategic business development and relationship management for highvalue global customers within the CDMO business. This role is responsible for driving revenue growth, expanding strategic partnerships, and shaping long-term account strategy across drug substance, drug product, and integrated development offerings.. The role demands strong commercial acumen, deep CDMO industry understanding, and the ability to influence senior stakeholders both internally and externally.. Should have heavily travelled across US & EU (Preferably US)

Responsibilities:

Strategic Account Leadership:

- Develop and own the long-term strategy for enterprise/global accounts with multiyear revenue potential.

- Build and execute comprehensive account development plans covering opportunity expansion, stakeholder mapping, and service-line penetration.

- Design governance structures (QBRs, executive check-ins, performance dashboards) for senior leadership alignment.

Revenue Growth & Business Expansion:

- Drive year-on-year revenue growth through crossselling and upselling across DS, DP, CMC, analytical, and integrated solutions.

- Lead high-value opportunity pursuits, ensuring alignment of technical capabilities, pricing strategy, and delivery timelines.

- Evaluate account-level revenue risks and create mitigation plans to ensure business continuity.

- Executive Relationship Management

- Act as the primary senior relationship owner for key accountsengaging CXOs, VPs, R&D Leaders, Procurement Heads, and Program Sponsors.

- Strengthen Aragens positioning as a strategic partner by showcasing capabilities, thought leadership, and innovation pathways.

- Host and lead executivelevel customer visits, capability showcases, and global conferences.

Contracting, Deal Structuring & Negotiations:

- Lead negotiations for master service agreements (MSAs), long-term partnerships, and complex commercial deals.

- Drive enterprise-level pricing models, multiprogram packages, and volumebased agreements in collaboration with Finance and Legal.

- Balance commercial competitiveness with profitability goals.

Program Oversight & Delivery Governance:

- Escalate risks proactively and coordinate cross-functional resolution with internal leadership teams.

- Ensure delivery excellence, adherence to timelines, and customer satisfaction metrics.

Market & Customer Insights:

- Monitor industry trends, competitive threats, customer pipeline changes, and shifting outsourcing models.

- Provide strategic inputs to leadership on capability investments, new service offerings, and market positioning based on account trends.

- Forecast long-range revenue, capacity demand, and account-specific growth opportunities.

Internal Leadership & Collaboration:

- Influence cross-functional stakeholders with clear commercial priorities, enabling alignment across operations, R&D, QA/QC, Supply Chain, and Finance.

- Represent the voice of the customer in internal decision-making forums.

- Mentor and guide junior BD managers and account leads to build a high-performance commercial team.

Governance, Reporting & Forecasting:

- Own account-level forecasts, pipeline visibility, revenue projections, and quarter-wise business reviews with leadership.

- Drive CRM discipline, data accuracy, and reporting to support an integrated planning process.

- Ensure compliance with BD processes, governance frameworks, and internal approval mechanisms.

Director-Level Impact Expectations:

- Strategic expansion of enterprise accounts (multimillion dollar growth).

- Enhanced customer advocacy and retention.

- Improved win-rates for integrated development programs.

- Strong influence on capability building and organizational priorities.

- Representation of Aragens CDMO value proposition at global forums.