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Director, Proposal Management


Durham, NC, USA


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At Cambrex, it’s our people that set us apart. We work locally and have an impact globally. We’re committed to attracting, nurturing and retaining a passionate and talented team of experts in our fast paced and growing company. You will be valued and recognized. We offer an exceptional benefits package including medical, dental, vision, Life, STD, LTD, generous vacation in your first year, sick time, and retirement savings!

Cambrex is the small molecule company that provides drug substance, drug product and analytical services across the entire drug lifecycle. Known for our scientific and manufacturing excellence and customer focus, we offer a range of career opportunities across our global network of locations. As a team, we share one goal – to improve the quality of life for our customers’ patients across the world.



The Director, Proposal Management (ESDT) role is responsible for managing the team that generates Business Development quotes/proposals for the ESD&T business unit, including services to support tech transfer and commercial manufacturing work performed by other Cambrex business units. These activities also include generating change orders for existing contracts. As the Director, Proposal Management you will work with Legal and Site Operations Management to ensure contracts are accurate, and with Finance to develop and maintain costing/pricing standards that support revenue targets and sales growth strategies.   This role is responsible for evaluating marketplace conditions that might impact margins and proposing when price increases should be considered. This role will be required to negotiate with clients on contract terms, scope, fees and specifications.


Manage the ESD&T Quotes & Proposals team and day-to-day activities related to proposal generation

    • Responsible for working with key internal stakeholders including business development and external customers to clearly define project scope, strategy, resource requirements, timelines, deliverables, pricing and appropriate risk mitigation
    • Develop the written proposals which become business development documents as well as the basis for legal agreements with clients.
    • Ensure the generation of cost workbooks and timelines for quotations and change orders
    • Review and approval of cost workbooks, proposals and change orders
    • Facilitate Delegation of Authority (DOA) process
    • Ensure Cambrex contract compliance with relevant Master Service Agreements (MSA’s) or appropriate Terms and Conditions (T&C’s)
  • Creation and maintenance of tools used to prepare cost workbooks and proposals
    • Compilation of relevant data to assist in the generation of the cost workbook template
  • Participate in ESD&T Tiger Teams
    • Creation and maintenance of sales/operations processes related to quotes and proposals
      • Proactive optimization and harmonization of business practices while developing and applying new approaches, procedures and processes with coordination across sites and business units
    • Cross-functional participation in Finance-related activities:
      • Pricing:
        • Continuous optimization of pricing utilizing “right-pricing” approach
        • Evaluate marketplace conditions and propose pricing changes, as needed
      • Ensure cost workbook calculation models are up to date
      • Support revenue recognition efforts, client invoicing, and participate in annual audit as needed
      • Support intercompany Finance activities for projects that span multiple sites, including internal change orders, purchase orders and invoicing
      • Contribute to positive cash flow management
    • Business Development Activities
      • Participate in contract negotiations to onboard new business
      • Seek flexible solutions to bring new business to ESD&T, including pricing and capacity
    • Support of Site Operations Teams
      • Identify potential best practices between ESD&T sites to create efficiencies in Operations
      • Work with Project Management to ensure appropriate Change Orders are initiated
      • Assist site leadership in the annual budgeting, forecasting, and long-range planning processes
      • Escalation path for contract issues
        • g. Enforcement of MSA terms such as cancellation and postponement penalties
        • Risk assessment, identification of path forward, shaping of message to client, and negotiations as needed
      • Provide leadership in strengthening internal communications with staff at all levels throughout the organization; create and promote a positive and supportive work environment.
      • Develop and implement training programs in business practices to maximize organizational efficiency




  • Minimally a bachelor’s degree and 7+ years related experience within a pharmaceutical and/or CDMO industry.
  • Experience with Confidentiality and Service Agreements.
  • Strong negotiation skills.
  • Strong business acumen.
  • Knowledge of CDMO market pricing and conditions.
  • Proven experience in strategic pricing and planning
  • Knowledge of pharmaceutical manufacturing and laboratory processes
  • Proficient using MS Word, Excel, Project and PowerPoint.
  • Preferred proficiency with or similar CRM.
  • Highly goal and result oriented.
  • Prioritizes tasks according to business objectives and can pursue several objectives simultaneously.
  • Can work independently with a high degree of self-motivation.
  • Knows how to obtain support from different collaborations.
  • Tackles problems with enthusiasm and curiosity.
  • Treats colleagues at all levels with respect.
  • Effective listening skills with the ability to process information correctly.
  • Ability to discuss and reach an agreement in a professional manner.
  • Ability to manage and analyze a situation and develop a professional solution to the organization


Cambrex is an Equal Opportunity / Affirmative Action employer and will consider all qualified applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.