Head Business Development B2B 100% (m/f/d)

• Develop and implement Sales strategies that align with the organization's long-term goals.
• Act as a Sales business partner to cluster manufacturing team, balancing Sales with business needs.
• Demonstrate a strong strategic mindset by proactively identifying opportunities for improvement and innovation within B2B.
• Anticipate future challenges and set long-term goals to ensure continuous improvement and maintain a competitive edge in the industry.
• Foster a culture of critical and strategic thinking within the team to drive the organization towards excellence in Sales.
• Emphasize the importance of innovation and digital as a key driver for progress and competitive advantage, ensuring the organization remains at the forefront of the industry.

• Employ analytics to monitor Sales trends and address any emerging risks proactively.
• Oversee B2B processes, ensuring timely resolution and effective communication.
• Collaborate closely with TechOps Functions teams to ensure prompt resolution of B2B issues impacting customers.
• Lead B2B interactions with customers.

• Identify and target new clients (pharma/biotech companies) in need of contract development and manufacturing services.
• Build a pipeline of opportunities across drug product (oral solids, injectables, etc.), and other CDMO services.
• Develop and execute account-specific growth strategies aligned with company capabilities.

• Serve as the primary point of contact for new and existing clients.
• Understand client needs and match them with the company’s service offerings.
• Facilitate long-term partnerships that lead to repeat business and deeper collaborations.
• Track business development metrics (e.g., pipeline value, conversion rate, revenue contribution).
• Prepare and present reports to senior leadership on progress, risks, and strategic opportunities.
• Work with internal teams (technical operations, project management, quality, regulatory, and finance) to ensure project feasibility and client satisfaction.
• Participate in strategy discussions.

• Lead the preparation of proposals, RFIs, and RFQs in collaboration with technical and operational teams.
• Negotiate commercial terms including pricing, timelines, and service scope.
• Drive contract finalization in coordination with legal and finance departments.

• Recruit, train, and manage a high-performing sales team.
• Foster a culture of accountability, performance, and continuous improvement.
• Provide coaching, performance evaluations, and career development for team members.

• Strategic sales and business development: Ability to identify growth opportunities, expand customer base, and drive revenue through targeted sales and business development strategies.
• Contract negotiation and pricing strategy: Strong expertise in structuring agreements, leading negotiations, and implementing pricing strategies that ensure both competitiveness and profitability.
• Knowledge of GMP & regulatory compliance: Solid understanding of GMP practices, regulatory requirements, and technical operations within the pharmaceutical/CDMO industry.
• Strong communication and presentation skills: Excellent written and verbal communication abilities, with strong presentation skills to influence and engage stakeholders at all levels.
• Networking and relationship building: Proven ability to build, sustain, and expand long-term client relationships and industry networks to support sustainable growth.
• End-to-End Global Network Transformation & Optimization: Proven expertise in designing and leading the transformation of fully integrated global networks, encompassing manufacturing, quality, supply chain, digital, and B2B operations. Adept at driving network optimization through data-driven decision-making, advanced digital technologies, and strategic partnerships. Skilled in fostering a transformation mindset, enhancing agility, and aligning regional and global operations to improve efficiency, resilience, and business performance.

• 8+ years of experience in business development, sales, or client services in a CDMO or pharmaceutical services environment;
• Deep understanding of pharmaceutical manufacturing processes (Steriles & OSD`s);
• Proven ability to close deals and manage complex client relationships.

Acino