CDMO BD as a Career: What I Wish I Knew Starting Out

Sarah Sink
Jun 2
4 min read

Updated: Aug 3

When I first started in CDMO business development, I had a very different picture of what the job would be. I imagined a fast-paced, deal-closing environment where success meant staying ahead of the competition and driving revenue. That’s… partly true. But the reality is far more nuanced and much more rewarding than I expected.

In my experience working with biologics and sterile fill-finish programs, I've come to see BD not just as a sales role, but as a connector, an advocate, and sometimes even a translator between very different worlds. And if you're new to this space (or thinking about entering it), here are a few things I wish someone had told me earlier:

1. Don’t be too transactional

This one hit hard in the early days, when you're trying to meet targets and prove your value. It's easy to slip into a mindset where you’re just moving projects along the pipeline and trying to close deals. But that’s not how trust is built, and it’s not how successful long-term partnerships form.

CDMO sales isn’t about pushing capabilities. It’s about solving problems and sometimes that means stepping back, asking the right questions, and being okay with slower cycles if it means a better outcome. You're helping clients bring something to life that could impact real people. It's a bigger deal than a purchase order.

2. Be true to who you are

There’s a lot of pressure early on to sound a certain way or present yourself in a way you think clients or leadership expect. But in the long run, the relationships that matter are built on authenticity. People can tell when you're being genuine, and they can tell when you're not.

I’ve learned that the best thing I can bring to any conversation is myself. I’m direct, I try to be thoughtful, and I aim to show up the same way with every client, regardless of whether it’s a strategic biotech or a startup with a pitch deck and a dream.

3. Your role matters; patients are at the center of everything

This one took a while to fully appreciate. As BD professionals, we’re often the first voice a client hears and the last one they email in a panic. We're part of a process that can directly impact whether a therapy makes it to a clinical site on time or at all.

When you’re not responsive, when you delay, when you’re vague or noncommittal, it doesn’t just affect timelines. It can affect patients. That’s not dramatic; that’s just the reality. So even though I’m not the one in the cleanroom, I take my role seriously because I know what’s at stake.

4. I didn’t expect to collaborate and learn as much as I do

Here’s a surprise: BD is a team sport. I thought I’d spend more time “selling,” but I actually spend a huge amount of time working internally with technical SMEs, project managers, and leadership to make sure we’re setting the right expectations and supporting the right projects.

One skill I didn’t expect to lean on so heavily? Radical honesty. Sometimes the truth is uncomfortable. Sometimes it's not what the client wants to hear. But saying the hard thing early beats smoothing it over and having it explode later.

How the Role Has Changed

A few years ago, timelines were longer, funding was more available, and clients were a bit more cautious. That’s shifted. Today, most clients want faster turnarounds, more flexible terms, and creative solutions to keep programs moving despite tighter budgets.

In some cases, that means skipping engineering runs to save money. In others, it means sticking with a process that is okay but could be improved to meet clinical milestones. The stakes feel higher, and the pressure has definitely increased.

How I’ve Changed

Early on, I was all about the pitch, refining the deck, explaining capabilities, and answering questions. Now? I listen first. I want to understand what’s really driving the program timelines, funding, risk tolerance, prior CDMO scars, and then coordinate internally to build a solution that makes sense.

I’m also much more selective. Instead of casting a wide net and hoping something sticks, I focus on targeted, thoughtful outreach. If we’re not the right fit, I’ll say so, and I’ll try to connect them with someone who is. That’s not just good karma; it’s good business practice.

Final Thought

If you’re just starting in CDMO BD, you’re not just taking a job, you’re stepping into a role that can shape the success of entire drug programs. It’s a career that rewards curiosity, integrity, and real partnership.

There’s no single way to “do BD,” but if you stay honest, stay curious, and remember why it all matters, you’ll find your own version of success.

This is a role where you’re constantly learning about modalities, manufacturing processes, program strategy, regulatory pathways, and people. And you learn it all while navigating the tension between what’s technically feasible, what’s operationally realistic, and what the client is hoping you can somehow pull off anyway.

You’ll have great days when a deal comes through after months (or sometimes years) of effort, and hard ones when a program falls through for reasons completely outside your control. You’ll need thick skin, a sense of humor, and a clear internal compass because there are moments when your integrity will matter more than hitting your number.

And you will absolutely be surprised by how much impact you can have. You might be the person who spots a misalignment early, who gets a sponsor the clarity they need to move forward, or who connects them with someone else when it’s not your program to take on.

So, if you’re wired for collaboration, if you’re energized by science and strategy, and if you care about doing right by clients and patients, even when it’s sometimes uncomfortable, this role can be an incredibly fulfilling career path.