Overview
Responsible for leading business development efforts through management of key customer accounts and complex contracting initiatives. Applies strong business judgment while developing financial and contracting acumen. Balances mission-driven priorities with sound commercial decision making in a not-for-profit environment. Serves as a leadership pipeline role, preparing for senior-level business development responsibilities through progressively expanding scope in commercial strategy, negotiations, and external stakeholder relationships.
Responsibilities
- Manages customer accounts to ensure contractual performance, commercial alignment, and long-term relationship stability
- Manages smaller agreements independently while supporting and progressively leading complex service agreement negotiations, including pricing, term, service levels, and risk allocation
- Evaluates business opportunities and proposed agreements for financial viability, mission alignment, and operational feasibility, escalating material risks
- Analyzes contract structures to identify margin drivers, cost exposure, and risk positioning, translating findings into clear, defensible positions during negotiations
- Assesses financial drivers of agreements, including revenue, cost, margin, and scalability, to determine whether proposed deals are directionally favorable or unfavorable to the organization
- Builds and maintains effective relationships with customers and internal stakeholders; communicates clearly with leadership and manages conflict professionally and constructively.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
EDUCATION AND/OR EXPERIENCE:
Bachelor’s degree in Business Administration, Finance, Healthcare Administration, or related field required from an accredited college or university; advanced degree preferred; ten (10) or more years of progressive experience in business development, contracting, or commercial leadership within healthcare, blood banking, life sciences, or complex service organizations; or an equivalent combination of education, certification, training, and/or experience.
CERTIFICATES, LICENSES, REGISTRATIONS AND DESIGNATIONS:
None
KNOWLEDGE, SKILLS AND ABILITIES:
- Knowledge of contract levers including pricing structures, service levels, term length, and risk allocation
- Ability to take ownership of deliverables and decisions with minimal direction
- Ability to operate effectively in fast-paced, ambiguous, or evolving environments
- Ability to demonstrate sound business judgment and learn quickly through feedback and continuous improvement
- Ability to communicate effectively at all levels of the organization and with external partners, adapting style while maintaining clarity and professionalism
- Ability to present ideas and positions clearly and confidently, demonstrating emerging executive presence
- Knowledge of core financial drivers such as revenue, cost, margin, and trade-offs
- Ability to build and maintain effective professional business relationships and manage conflict constructively and professionally
- Ability to seek and apply feedback, demonstrate accountability for improvement, and show curiosity beyond assigned responsibilities
- Ability to identify and escalate commercial, operational, and contractual risks while avoiding overcommitment
- Knowledge of end-to-end blood banking operations, including donor recruitment, collection operations, manufacturing, inventory management, and distribution
- Ability to connect operational realities to business decisions, including impacts of donor supply constraints on contract terms and manufacturing capacity on scalability
- Knowledge of regulatory and quality frameworks (e.g., FDA, AABB)
- Ability to travel 50% of the time.
PHYSICAL REQUIREMENTS:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Ability to exert light physical effort in sedentary to light work, which may involve some lifting, carrying, pushing and/or pulling of objects and materials of light weight (up to 20 pounds).
ENVIRONMENTAL REQUIREMENTS:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Functions are regularly performed inside without potential for exposure to adverse conditions, such as dirt, dust, pollen, odors, fumes and/or poor ventilation, wetness, humidity, rain, temperature and noise extremes, machinery and/or moving vehicles, vibrations, electric currents, animals/wildlife, toxic/poisonous agents, gases or chemicals, oils and other cutting fluids, violence and/or disease, or pathogenic substances.
