Business Development Director, Integrated Solutions — Waltham, MA
Repligen — Waltham, MA
Repligen lists this role in Waltham, MA.
Stated in the posting
Pay: $195K – $280K (base salary)
Experience: 10+ years
Travel: up to 50%
The Business Development Director, Integrated Solutions is responsible for driving enterprise-level solution sales across the Americas. Reporting to the Senior Director, Integrated Solutions Commercial Leader, this role develops and executes regional go-to-market and partnership strategies, builds senior-level customer relationships, and expands adoption of integrated bioprocessing workflow solutions. The Director collaborates closely with regional Sales, Marketing, Proposal Management, Project Management, Service, and Field Applications teams to bring Repligen's portfolio of equipment, automation, process analytical technology (PAT), consumables, and services together into differentiated solutions that create long-term customer value and recurring revenue.
This role is expected to model our Leadership Behaviors—Integrity & Compliance, Customer Focus, Collaboration, Courage, Team Empowerment, and Accountability & Results—in all aspects of work.
Responsibilities
Develop and execute regional go-to-market plans for Integrated Solutions in partnership with Sales and Marketing, aligning regional priorities with broader business objectives and driving execution through collaboration and accountability.
Create and advance regional partnership strategies involving customers, engineering firms, system integrators, and other strategic collaborators, fostering mutually beneficial relationships that position Repligen for long-term success.
Identify, qualify, cultivate, and close complex solution-based opportunities that expand deal scope and generate long-term recurring revenue, demonstrating sound business judgment and a results-oriented mindset.
Build trusted relationships with customer executives, technical leaders, and key decision-makers through credibility, influence, and a deep understanding of customer needs and priorities.
Position integrated Repligen bioprocessing solutions that address customer workflow, productivity, quality, and lifecycle needs, delivering differentiated value and customer-centric outcomes.
Lead regional customer engagement and coordinate with Integrated Solutions Proposal Management to develop compelling technical and commercial proposals that balance innovation, customer requirements, and business objectives.
Partner with Project Management, Service, and Field Applications teams following deal closure to support successful execution, handoff, and customer adoption, ensuring a seamless customer experience and strong cross-functional alignment.
Serve as a primary liaison between Integrated Solutions customers and internal cross-functional teams, translating market trends, emerging technologies, and customer needs into actionable solution requirements while driving alignment and informed decision-making.
Apply deep bioprocessing expertise to consult with customers and design effective end-to-end solutions, bringing a strategic perspective to complex business and technical challenges.
Maintain accurate opportunity, funnel, forecast, and activity information in SFDC; communicate status, risks, and next steps to sales leadership and other stakeholders with transparency, ownership, and accountability.
Meet or exceed assigned annual sales targets and business objectives through disciplined execution, strategic opportunity management, and continuous focus on customer value.
Coordinate the resolution of customer issues to protect satisfaction, retention, and long-term value, demonstrating responsiveness, ownership, and a commitment to customer success.
Leverage and expand a senior-level industry network to identify opportunities, strengthen market presence, and develop strategic partnerships, serving as a visible and influential representative of Repligen within the industry.
Qualifications
Bachelor's degree in engineering, life sciences, biotechnology, biochemical engineering, or a related technical discipline; an advanced degree is preferred.
At least 10 years of progressively responsible commercial or business development experience in the biopharmaceutical, biotechnology, or life sciences industry, with a demonstrated ability to lead through influence and drive organizational impact.
Demonstrated success leading complex, multi-product, enterprise-level solution sales from opportunity development through contract award while balancing customer needs, business objectives, and long-term value creation.
Deep understanding of bioprocessing operations, including process development, manufacturing, scale-up, automation, commissioning, qualification, validation, and GMP environments.
Strong executive-level communication, negotiation, presentation, and relationship-management skills, with the ability to build trust and influence at all levels of an organization.
Proven ability to influence and align cross-functional teams and senior stakeholders without direct authority in a highly matrixed environment.
Strong business acumen, including financial analysis, forecasting, deal strategy, and strategic planning, with the ability to make informed decisions and prioritize effectively.
Ability to translate technical capabilities and customer requirements into clear business and value propositions that advance customer outcomes and business growth.
Additional Requirements
Located near a major biopharmaceutical hub or key customer decision-making center within the assigned region.
Willing and able to travel domestically and internationally up to 50%.
Comfortable engaging with C-suite executives and senior business and technical leaders, building credibility, trust, and influence across diverse stakeholder groups.
Results-oriented, collaborative, accountable, and highly organized, with a demonstrated ability to drive execution and deliver business outcomes.
Self-motivated and able to operate effectively in a highly matrixed, global environment, fostering cross-functional alignment, inclusion, and shared success.
Demonstrated commitment to customer focus, continuous learning, innovation, and leading through influence in support of organizational growth and strategic objectives.
Valid passport and driver's license required.
What Repligen Offers:
Our mission is to inspire advances in bioprocessing as a trusted partner in the production of biologic drugs that improve human health worldwide. Focused on cost and process efficiencies, we deliver innovative technologies and solutions that help set new standards in bioprocessing. The estimated base salary range for this role, based in the United States of America is $195,000-$280,000. Compensation decisions are dependent on several factors including, but not limited to an individual's ,qualifications, location, internal equity, and alignment with market data. Additionally, employees are eligible to participate in one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits such as paid time off, health/dental/vision, retirement benefits and flexible spending accounts. All compensation and benefits information will be confirmed in writing at the time of offer.