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: 1015 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.
