Job Description

The Director, Business Development (DBD) is responsible for consultative and dynamic sales efforts of Company services within the defined geographic location to key decision makers at existing and new sponsor companies. The DBD collaborates cross-functionally to ensure Company sales goals are achieved and individual targets met. The DBD is tasked with direct sales activities including, prospecting, cold calling, in-person and virtual sales calls, proposal management, lead generation, and ultimately closing deals. A successful DBD demonstrates deep industry knowledge to develop effective and successful account strategies to deliver on their pre-defined sales targets year over year.

Job Duties and Responsibilities:

• Develops strategic plan and projects annual sales forecasts for each assigned account and discovers new ones which are a service and therapeutic fit to Company’s core offerings. Achieve sales goals by generating new business from existing and new customers.

• Designs and delivers powerful capabilities and bid defense presentations; creates business opportunities through industry relationships and networks; proactively resolves sponsor issues by creating specific action plans that support both Company and sponsor objectives; represents and advocates Business Development at various company meetings.

• Consistently achieves sales targets and delivers on Sales KPI’s.

• Collaborates and coordinates with other departments in the analysis and development of Company’s proposal process and ongoing customer service post-award. Negotiates LOIs, Master Agreements and Milestone Payments with customer.

• Assists in the development of marketing materials, promotional materials, and industry meeting strategy, for their territory. Obtains competitive information such as strengths/ weaknesses of competitive CROs and competitive pricing. Communicates industry events and trends to management.

• Input activities and achievements on assigned accounts into CRM (Workbooks), including leads, contacts, opportunities, meetings, etc. Conducts business/project reviews with existing accounts.

Supervisory Responsibilities:

Typically, no supervisory responsibilities.

Upon Regional business and organization needs, might take player-coach or supervisory responsibilities and oversight of a regional Business Development team, such as interviewing, hiring, and training employees; planning, assigning, and directing work; performance management; and forecasting.

Job Requirements:

• Education & Experience

oBachelors’ Degree or equivalent and relevant academic/professional qualifications.

oMinimum of 5 years healthcare/drug development/pharma industry-related work experience with at least 3 years sales experience in directly selling in or to the clinical research market.

oExperience selling into small and mid-size biopharma accounts strongly preferred.

oExperience selling technology, ancillary solutions, or inside sales within the clinical services arena would also be considered.

oAdvanced degree preferred.

• Skills/Competencies

oAbility to prioritize, delegate, and follow through on assignments.

oStrong verbal and written communication skills as evidenced by positive interactions with coworkers, management, clients and potential clients.

oAble to work independently to accomplish assigned goals. Self-motivated and professional in addressing the regional nuances of a remote position.

oWorks effectively and collaboratively with other department members to accomplish collective goals. Brings positive and supportive efforts to collective efforts.

• Capabilities

oStrong Microsoft Office suite expertise, especially PowerPoint. Email capable and Internet familiar. Expertise in CRM software

oDemonstrated track record of meeting/exceeding budget targets and year-on-year financial delivery.

oComfortable presenting to large groups at tradeshows and internal/external corporate settings

oProven success in growth strategy and expanding relationships to multiple projects and portfolio level engagements

oRequired to travel within and outside home region, potentially internationally