Senior Director, Business & Market Development

Key Responsibilities

The primary responsibility is partner with VP & GM Commercial APAC, Sr Director of Sales and the ONT executing team to develop key objectives for external business partnerships, from conception through execution and ongoing relationship management. The postholder is expected to collaborate with market facing teams to assess & prioritise partnering opportunities, build business cases and structure & propose partnership deals. The postholder is also responsible for liaising with teams across the company to ensure that project plans, commitments and obligations contained in partnership deals are well-defined, clearly communicated and that suitable approvals have been obtained in a timely manner.

Duties

Duties include, but are not limited to:

• Developing a deep understanding of clinical and industrial applications of our technology, including the use cases, economics and key players in clinical and industrial markets we seek to address through partnerships. You will act as the main point of contact within APAC to the business development team for one or more market segments.
• Act as a driver for initiatives across ONT to evaluate and qualify new market opportunities, then build internal alignment to support cross-functional strategic and tactical execution; leveraging applied markets expertise, the commercial organisation and principles of disruptive innovation
• When conducting business, especially in countries such as China, Australia, and Singapore where ONT’s value proposition intersects with policies, healthcare regulations, and local innovation funding, refer to the opinions and requirements of government or regulatory stakeholders to facilitate business progress.
• Interacting with other teams across the company including Global Business Development, Marketing, Applications, Product Management, Finance and Legal. In many cases, you will serve as a project sponsor and manager throughout the deal making process with responsibility for coordinating across these functions.
• Building and maintaining the business case, including financial models, for new business opportunities with input from colleagues across the company.
• In collaboration with other appropriate internal teams, preparing and making partnership proposals to senior leadership for executive review and approval.
• Assisting in the negotiation of key partnership documents, from term sheet stage through definitive agreements, ensuring alignment between internal financial models and key economic terms.
• Maintaining the team’s ‘dashboard’ of ongoing partnership projects in various stages of development.
• Be accountable for reporting and delivery of applied business opportunities, and for forecasting of future sales and revenue arising from new markets
• Conducting all activities in accordance with the established partnering frameworks and processes. Communicate partnering frameworks and processes to colleagues across the company and promote adherence to them.
• Developing and mentoring new business development professionals as the team expands over time, leveraging your knowledge base and network.
• Any other duties as might be required within the remit and responsibilities of the post.
  
  

What We're Looking For…

Essential Requirements:

• BSc/ BA in a Biomedical or Life Sciences Field
• Experienced commercial team manager in a fast-paced industry environment.
• Proven track record in commercial negotiation and relationship management
• Developing strategic business plans linked to specified sales and revenue targets for defined market segments
• Multiple years (e.g. +15) experience in a life sciences industry or experience in a professional services organisation (e.g banking, consulting or law) with orientation on industry
• Experience with financial modelling and a general understanding of financial accounting.
• Some experience with business contracts and associated legal concepts
• Knowledge of genomics market including the strategies, technologies and product portfolios of large and emerging players, together with a growing network of relationships across the industry.
• Understanding of the requirements for regulated test development in applied markets, using sequencing or similar platforms.
• Results-orientation and a track record of delivery in agile, fast-paced environments with complex, interdisciplinary teams.
  Excellent attention to detail and organisational skills

Desirable Requirements:

• PhD, MBA or JD qualification
• Understanding of business functions e.g. finance, legal, product management, R&D, services teams to successfully execute a commercial strategy
• Experience negotiating and drafting term sheets
• Prior experience in a business development role within the life science or healthcare industry
• Deep knowledge of nanopore sequencing technology and its potential applications
• Awareness of region-specific market access requirements for clinical and applied applications

Oxford Nanopore’s goal is to bring the widest benefits to society through enabling the analysis of anything, by anyone, anywhere. The company has developed a new generation of nanopore-based sensing technology enabling the real-time, high-performance, accessible and scalable analysis of DNA and RNA. The technology is used in more than 100 countries to understand the biology of humans and diseases, plants, animals, bacteria, viruses and whole environments.

Oxford Nanopore was founded in 2005 as a spin-out from the University of Oxford and now employs over 1000 employees around the world.