About The Company
A leading global
CDMO organization operating across
drug substance,
drug product, and integrated development services. The business partners with high-value global customers, driving innovation and long-term growth through scientific excellence, operational scale, and strategic collaboration across the
US,
EU, and
India markets.
Position Overview
The
Associate Director – Enterprise Accounts leads strategic business development and relationship management for global enterprise clients within the
CDMO business. This role drives revenue growth, expands strategic partnerships, and shapes long-term account strategies across multiple service lines. The position reports at a
Director level and requires strong commercial acumen, deep industry understanding, and the ability to influence senior stakeholders globally.
Key Responsibilities
- Develop and own long-term strategies for enterprise and global accounts with multi-year revenue potential.
- Build and execute comprehensive account development plans covering opportunity expansion, stakeholder mapping, and service-line penetration.
- Drive year-on-year revenue growth through cross-selling and up-selling across DS, DP, CMC, analytical, and integrated solutions.
- Lead high-value opportunity pursuits, ensuring alignment of technical capabilities, pricing strategy, and delivery timelines.
- Act as the primary senior relationship owner for key accounts, engaging CXOs, VPs, R&D Leaders, and Procurement Heads.
- Lead negotiations for MSAs, long-term partnerships, and complex commercial deals in collaboration with Finance and Legal.
- Provide oversight for mission-critical programs, ensuring delivery excellence, adherence to timelines, and customer satisfaction metrics.
- Monitor industry trends, competitive threats, and customer pipeline changes to inform strategic decisions and capability investments.
- Influence cross-functional stakeholders across Operations, R&D, QA/QC, Supply Chain, and Finance to ensure commercial alignment.
- Own account-level forecasts, pipeline visibility, and quarterly business reviews with leadership, ensuring CRM discipline and data accuracy.
Required Experience & Qualifications
- Education: B Pharm / M Pharm / M Sc in Organic Chemistry / B Tech / M Tech Chemical Engineering; MBA preferred.
- Experience: 10–15 years of front-line business development experience dealing with Big Pharma clients in similar CDMO environments with focus on enterprise accounts.
- Leadership: Proven ability to manage global enterprise relationships, influence senior stakeholders, and mentor junior BD managers and account leads.
- Technical Expertise: Deep understanding of drug substance, drug product, CMC, analytical, and integrated development offerings; strong commercial and negotiation skills.
- Soft Skills: Exceptional communication, result orientation, planning and organizing, customer orientation, and ability to influence and negotiate effectively.
Why Consider this Opportunity
- Lead strategic growth for global enterprise accounts within a high-impact CDMO business.
- Shape multi-million-dollar partnerships and long-term account strategies across global markets.
- Engage directly with senior executives and decision-makers across the US, EU, and India.
- Drive innovation and capability expansion across integrated development and manufacturing services.
- Influence organizational priorities and represent the company's value proposition at global forums.
Skills Required
Cmc, Negotiation Skills, Business Development, Relationship Management
