Distribution Manager FTC

Job Description

Post Date: 10 January 2022

Department/Area: Commercial Department

Title: Distributor Manager

Line Manager: Alliance Director

Employment Type: Fixed Term Contract – 12 months

Full Time Grade: 4

Expected Start Date - Mid February 2022

Fusion Antibodies is a Contract Research Organisation (CRO) that provides a range of service in the area of antibody engineering for the development of antibodies for both therapeutic drug and diagnostic applications. Focusing on antibody generation, development, production, characterisation and optimisation, these services include antigen expression, antibody production, purification and sequencing, antibody humanisation using the Company's proprietary CDRx™ platform and the production of antibody generating stable cell lines to provide material for use in clinical trials. Since 2012, the Company has successfully sequenced over 250 antibodies and successfully completed over 215 humanisation projects for its clients with 8 out of the first 33 humanisation projects.

Headquartered in Belfast, Northern Ireland, the Company was established in 2001 as a spin out from Queen's University. It was initially a drug development business but revised its operations to focus on CRO work in 2011. The company has over 55 employees and was listed on AIM in December 2017. The company has ambitious plans to grow with a strategy based on the expansion of its client base as well as the addition of new service offerings. This strategy uses the Company's proven technology and expertise and targets expansion both in the UK market and internationally. Key new service offerings being developed include antibody affinity maturation and a Mammalian Antibody Library Discovery Platform which represent key future growth drivers.

Fusion is at a key value inflection point in the Company’s evolution with a key focus on expanding/driving current commercial performance and accessing additional value generating opportunities as well as launch preparations for the new service offerings. Fusion operates in a highly competitive and fast evolving market and in light of this, the Business Development, Alliance/Distributor manager, Commercial Operations and Marketing departments are vital to our significant growth plans over the coming months and years. Inline with this, Fusion will streamline these departments to create a single Commercial Department including the creation of a focused Alliance Group

Brief Position Summary:

Reporting to the Alliance Director, the role of Distributor Manager will be accountable for providing support and proactively managing our existing distributor network across the various regions around the world in order to generate additional revenue streams. This person is responsible for working and supporting the Alliance Director in identifying opportunities to expand the distributor network as part of the regional specific plans, actively supporting seeking, assessing and Page 2 of 3 establishing distributor agreements with optimal terms and conditions which will enable Fusion to not only broaden its geographical commercial presence and reach but also to optimize the value to Fusion of these partnerships. Also this role is responsible for the pro-active management of the distributor network and partnership including, in close coordination with the other commercial teams, sales training, marketing materials and other tactical programs.

Primary Position Responsibilities/Tasks

Develop the regional distributor partner strategy inline with Fusion Global Commercial Strategy.
Maintenance of distributor engagement plans.
Contribute to partnership dashboards/scorecards and communication pathways.
Conduct regular reviews/meetings with appointed distributors as appropriate to communicate current partner status, key issues, milestones, etc. & to gather feedback.
Contribute to regional distributor expansion plans including region/country specific market opportunity analysis, identification of potential distributors, defining the selection criteria, appointment and negotiation of distribution agreements as well as launch of partnership.
Ensure appropriate oversight & documentation of the distributor partnership is defined, developed & maintained.
Contribute to the development of tools, marketing materials & knowledge training for the distributor partnerships.
Manages and expands key contact networks with assigned distributor partner(s) and works closely with internal teams to identify and expand networks.
Support the development of strong, collaborative relationships with key decision makers at client accounts.
Provide sales support to the distributor network and wider commercial team:
o Develop template proposals and pricing models
o Develop quality proposals/quotations and supporting documentation for specific client requests.
o Support the building of bespoke pricing models for custom services
o Nurture incoming sales enquiries
Support the creation of marketing material/collateral

Job Specification

Essential Criteria

Bachelor’s Degree or higher in the Sciences.
2-5 years Executive Sales /Business development Experience or Marketing experience
Demonstrable ability to assess revenue generating opportunities, seek out, prioritize and close commercial partnerships, client projects or licensing/collaboration agreements.
Experience of successfully developing and leading multiple strategic/distributor partnerships
Excellent spoken and written communication, interpersonal, relationship building skills and demonstrated multicultural sensitivities.
Ability to work both independently and with a team.
Ability to travel domestically and internationally.

Desirable Criteria

Experience building CRO/service industry strategic partnerships with distributors
A working knowledge of antibodies and their development
Ability to multi-task and prioritize work in an intense and fast-paced environment.
Energetic and enthusiastic with drive and determination