Associate Director, Custom Business

Marketing | Santa Ana | CA

Job Function:
We are hiring an Associate Director, Custom Business. The Associate Director will plan, develop, and manage the Custom Products Execution Team which is composed of team members from every department that are dedicated to the custom liquid and powder business. The person in this role will be responsible for managing the Custom business budget for our Bioproduction and Cell and Gene Therapy business units. The Associate Director will ensure custom orders are tracked from receipt of PO until the product ships, through KPI’s. This person will routinely manage the reporting of these KPIs and data to the organization on a monthly basis. This position interacts with varying levels of internal and external personnel and will require direct customer communication, public presentation, and a team-focused approach. The Associate Director directly supervises a team within the Marketing department that manages the company’s Custom Media Opportunity (CMO) and Express Media Service (EMS) processes appropriately, and also indirectly manages Custom Products Execution Team members from every internal department, including Customer Service, Operations, Quality and Shipping. For this role, a strong business and customer focus are essential.


Job Duties:

  • Track CMO process performance by reporting KPIs, metrics, and measures
  • Act as a neutral party to report the data in an impartial manner reflecting the reality of issues and impact to realizing the revenue budget forecasts committed to the business unit
  • Make sure that issues are investigated and resolved quickly and effectively
  • Maintain an issue log for communicating and reporting problems, gaps, inconsistencies, or conflicts
  • Actively manage stakeholders and hold all departments accountable for resolving higher level issues that potentially impact multiple CMOs
  • Coordinate and chair the weekly Customs Meeting with key functional groups including Customer Service, Supply Chain, Manufacturing, Quality and Shipping and Commercial Leadership to action plan CMO projects at a granular level
  • Identify orders at risk for delivery, forecast without orders, forecast without orders that are at risk, forecast with and without orders that can be pulled in or pushed out to manage revenue volatility at the end of the month, quarter or year
  • Manage monthly/quarterly/yearly forecasts on a rolling 18 month basis
  • Deliver the sales budget for BP and CGT custom and made-to-order
  • Assist Sales with landing large accounts through preparing winning proposals in competitive RFPs
  • Manage the pricing procedure for made to order products and ensure accuracy of cost
  • Manage project scope, budget and schedule to achieve timely completion of project deliverables related to Business Process Improvements, Custom Media Opportunities, and EMS requests
  • Manage functional stakeholders represented on the cross-organizational Custom Product Execution Team and ensure all stakeholders are responsible and accountable to deliverables for their roles
  • Monitor key performance indicators from each department within the Custom Products Execution Team and reporting the metrics to the Management Team on a monthly basis along with recommendations for improvements
  • Recommend product / project modifications or improvements based on market research, sales personnel and market/customer feedback, process improvement and cost [COGS] improvement
  • Formulate and recommend product pricing, including published price list, custom pricing, special customer pricing [RFQ/quotes] and distributor pricing
  • Travel and represent FUJIFILM Irvine Scientific at conferences, tradeshows and customer sites as needed
  • Analyze sales and profit performance of assigned product areas
  • Streamline internal processes to reduce order delivery cycle time
  • Use information and forecasts to reduce costs and inventories in a custom business



  • Bachelor’s degree in Biology, Chemistry, or Engineering; MS and/or MBA preferred
  • 5 to 10 years of applicable experience in Life Sciences marketing and / or project management for custom product/services portfolio
  • Supervisory experience
  • Solid organizational skills including attention to detail and multitasking skills
  • Evidence of ability to innovate and implement process change successfully
  • Knowledge of Product Management/Marketing/Sales
  • The Associate Marketing Manager Director must be creative in developing plans and strategies that increase revenue and profitability and well-versed in marketing techniques and their applicability to various customer segments
  • Understanding of the current state of the market, impending changes to competitive environment or technology disruption, and ongoing or emerging trends
  • As the domain expert in custom product manufacturing, will provide guidance, advice and counsel to support the efforts of the organization and FUJIFILM Irvine Scientific management around the Make-to-Order production strategy and processes
  • Sales and marketing know-how, along with a Life Sciences/biopharma (cell culture bioproduction) technical/applications background is desired
  • Proficient in Word, Excel, Outlook, PowerPoint


Apply Now


Principals only. No recruiters please.


FUJIFILM Irvine Scientific is an equal opportunity employer. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran status, or any other characteristic protected by applicable federal, state, or local law.


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