The role of Exelixis’ Business Development Search & Evaluation (BD S&E) team is to establish and manage a highly productive, agile global business opportunity identification network. Key objectives include building broad awareness of Exelixis’ partnering goals, building a first-to-call reputation, and procuring access to novel, high-quality asset and technology partnering or acquisition opportunities for the company. BD S&E will leverage existing relationships and establish new networks with the biopharma industry, investment communities and with key medical research academics and innovators so that Exelixis is globally recognized as a preferred research, development and commercialization partner. As part of the Exelixis Business Development team, the BD S&E Director will be the first to review and qualify an opportunity, and to frame an initial business case that ensures scientific, clinical, commercial and corporate strategic fit, with particular focus on opportunities where Exelixis can substantially expand and maximize future value based on its R&D and commercial capabilities.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Proactively and enthusiastically lead process to generate, interpret, communicate and integrate opportunity flow into the EXEL partnering process
o Through existing and expanded external global network, find or groom new asset opportunities; know where the top promising opportunities exist or where they may emerge shortly ( who’s doing what, when, why ); find compelling, asymmetrically valued assets at any stage anywhere within the defined territory; ensure that EXEL has access to opportunities that are currently under the radar, or with value unappreciated by traditional business partners
o Manage and lead all aspects of opportunity search – fully leverage internal and external CI resources, cover key partnering and scientific conferences, frequently visit potential business partners, and lead partnering meetings throughout the year to identify opportunities
o Build a vision and preliminary business cases around new assets, aligning initial EXEL and partner needs and strategic objectives; persuade partners who may be on the fence ; lead early partner negotiations
o Socialize and align preliminary business case for assets or technologies with internal stakeholders, facilitate evaluation and initial diligence with subject matter experts, ensure adequate interpretation of affirming and disconfirming information that may impact a decision to advance business discussions
o Ensure smooth transition of opportunity to BD Transaction team for next stage of deal evaluation, final business case development and deal closure
Maintain highest level of awareness of the current issues affecting therapy areas of interest (current focus is on oncology), drug mechanistic target areas of interest, evolving target company or asset value, private and public market conditions
Build partner of choice reputation in territory, and enhance visibility of Exelixis at BD-related meetings (panels, company presentations etc.)
Maintain a constructive attitude and foster a highly positive, productive teamwork-focused environment internally and with external network contacts
Create a learning environment, open to suggestions and experimentation for improvement
Actively foster regular communication with peers in the BD S&E, BD Transactions and Scientific and Corporate Strategy teams, establishing credibility, trust, and respect
In order to facilitate the goals of BD S&E, responsibilities may require a flexible work schedule outside of standard business hours due to time zone differences affecting internal and external colleagues’ schedules
Travel at least 50% of the time (territory based)
None, but experience working in Matrix environments is key to success in role
Bachelor of Science with ten years of related experience; or,
Doctorate of Pharmacy with six years of related experience; or,
Business degree augmented with significant drug product development or commercial experience, or venture/private equity investment search and evaluation experience
MBA or PhD with a drug discovery & development and/or commercial product management focus is a plus.
Minimum of 8 years of experience in the pharmaceutical and biotech industries.
Small or large molecule drug discovery, clinical development or commercial experience is necessary. Oncology experience and significant existing network of business and scientific contacts in this field is essential.
Experience in search and evaluation, oncology competitive/corporate intelligence function, business development with emphasis on S&E, medical affairs or medical sales liaison experience
Experience interacting with investment community (VCs, investment banks), VC portfolio company board members and executives in technology areas of interest
Established contact network with search and evaluation, development and/or business development colleagues focused in oncology research, therapeutic development and/or commercialization
Executive communication skills, both oral and written; ability to translate complex scientific information for a variety of audiences
Listening and emotional intelligence, building and maintaining long-term trusted relationships internally and externally; embrace the ideas of others, nurture innovation and manage to reality.
Strong project management and organization
Learning agility; ability to quickly grasp new concepts and processes
Self-motivated, requires minimal supervision
Negotiation and influence skills
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors.
Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results.
Networks with key contacts outside own area of expertise.
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