Business Development Manager - Licensing

Biocytogen · Waltham, MA

Base: Not disclosed
OTE: Not disclosed
Posted: 5mo ago

Still open · checked 2h agoon Biocytogen's careers page

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The job

What you'd do: Find drug companies that want to license Biocytogen's antibody drugs, then negotiate and manage those deals. You'll start most of these deals yourself, with little supervision.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 152 days. Ask why it's been hard to fill.
Company hiring: 3 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What are the base and the OTE for this role?
No point investing hours before you know the number.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Biocytogen Boston Corp is a fast-growing biotech company at the forefront of innovation, equipped with broad cutting-edge technologies. Our expertise spans a wide range of therapeutic areas, including immuno-oncology , inflammatory and autoimmune diseases, neurology, cardiovascular and metabolic disorders, and more. At Biocytogen, you will have the unique opportunity to engage in both scientific and business endeavors, driving the licensing and commercialization of cutting-edge antibody assets across multiple therapeutic fields. The successful candidate will possess a strong understanding of business development and licensing and play a key role in driving strategic growth and exploring new business opportunities for the organization. Job Responsibilities: - Establish external business opportunities for out-licensing, co-development, and other structured transactions. - Lead the development and presentation of business cases of prioritized external opportunities with recommendations to management team with robust analyses, key assumptions, and risks, as well as internal and external input where necessary. - Initiate, lead and present external opportunities with limited supervision. - Lead driving cross-functional due diligence and alliance management, coordinate with R&D, CMC, Clinical, Regulatory, Operations, and Finance and executive reporting, in some instances be the main BD contact person. - Follow BD operations and transactions including proposals and TS developments,negotiations, deal closure and alliance management. - Contribute to the definition and revision of business development & licensing strategy that is in line with overall corporate and portfolio strategies. - Represent Biocytogen at industry, investor and partnering conferences, develop and maintain relationships with a wide range of pharmaceutical/biotechnology industry participants. Requirements - Ph.D. in pharmacology, immunology, cancer biology, or a related biomedical science field - Strong background in antibody drug discovery, with a deep understanding of target validation and hit-to-lead optimization - Proven ability to interpret complex biological data (affinity, specificity, and in vivo efficacy) and translate it into a compelling therapeutic and licensing narrative - Familiarity with current antibody modalities, including monoclonal antibodies (mAbs), bispecific antibodies, and ADCs - Strong strategic thinking skills to align internal scientific platform capabilities with pharmaceutical partner pipeline gaps Benefits - Medical Insurance - Dental Insurance - Vision Insurance - Health Reimbursement Accounts - Life and AD&D Insurance - Short & Long Term Disability Insurance - 401K with Company Match - Paid Time Off - Paid Sick Days & Holidays BIOCYTOGEN is an Equal Opportunity Employer. Employment opportunities at BIOCYTOGEN BOSTON CORP are based upon one’s qualifications and capabilities to perform the essential functions of a particular job. All employment opportunities are provided without regard to race, color religion, sex, national origin, ancestry, age, sexual orientation, gender identity and expression, veteran status, military status, disability, mental illness, genetic information, or any other characteristic protected by law. This Equal Employment Opportunity policy governs all aspects of employment, including, but not limited to, recruitment, hiring, selection, job assignment, promotions, transfers, compensation, discipline, termination, layoff, access to benefits and training, and all other conditions and privileges of employment.

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