Associate Director/Director, Business Development
Position Summary: The Associate Director/Director, Business Development is responsible for driving revenue growth for standalone Analytical and Formulation Sciences (AFS) services across a defined Midwest territory. This role focuses on building new client relationships and expanding existing partnerships, identifying outsourcing opportunities, and positioning AFS capabilities in a consultative, science-forward manner. The representative will lead the full sales cycle from prospecting through deal closure while collaborating closely with technical, proposal, and operational teams to deliver high-quality, fit-for-purpose solutions. Function: Analytical & Formulation Sciences (AFS) Sales Location: US Midwest (remote with travel) Key Responsibilities:
- Develop and execute a territory strategy to achieve annual revenue targets for AFS services
- Build new client relationships while expanding and deepening existing accounts
- Identify, qualify, and pursue new business opportunities across biotech and pharmaceutical clients
- Conduct scientific discovery discussions to understand client needs and align AFS solutions
- Lead client meetings, capability presentations, and site visits (virtual and in-person)
- Drive proposal development in collaboration with internal teams, ensuring tailored and compelling scopes
- Maintain accurate pipeline, forecasting, and activity tracking in CRM systems
- Partner cross-functionally with operations, program management, and integrated BD teams to support client success and cross-selling opportunities
- Drive alignment and negotiation of service agreements between customers and KBI cross-functional teams (commercial, legal, finance, and operations)
- Collaborate with client development managers, business operations, and marketing team to identify, qualify and develop leads into opportunities
- Represent the organization at industry conferences and networking events and actively pursue meetings with clients and potential clients at those events
Requirements:
- Bachelor’s degree in a scientific discipline required; advanced degree preferred
- 5+ years of experience in biopharma services, with a strong preference for analytical, formulation, or CMC-related sales
- Reside within the region
- Demonstrated ability to manage complex sales cycles and achieve revenue targets
- Strong scientific acumen with the ability to engage technical stakeholders
- Excellent communication, presentation, and relationship-building skills
- Ability to travel extensively (approximately 50–60%)
Preferred Attributes:
- Experience selling standalone analytical services within a CDMO or CRO environment
- Familiarity with biologics development, characterization, and release/stability testing
- Consultative selling mindset with a focus on long-term client partnerships
This role is critical to expanding AFS market presence in the Mid US region and driving growth through both new client acquisition and strategic account development. Salary Range: Associate Director: $149,920 - $187,400 plus a tiered commission structure Director:$165,000-$195,000 plus a tiered commission structure Salary range provided per current averages and expectations. The salary and job title for this opening will be based on the selected candidate’s qualifications and experience and may be outside this range. KBI has a robust total rewards strategy which includes an annual bonus structure for all employees, medical, dental, and vision coverage, paid PTO and holidays, 401K matching with 100% vesting in 60 days and employee recognition programs. Salary range provided per current averages and expectations. The salary and job title for this opening will be based on the selected candidate’s qualifications and experience and may be outside this range. KBI has a robust total rewards strategy which includes an annual bonus structure for all employees, medical, dental, and vision coverage, paid PTO and holidays, 401K matching with 100% vesting in 60 days and employee recognition programs. Apply tot his job Apply To this Job