Job Description

Brief Position Description:

Senior Business Development Director is responsible for creating a high performing team defined by a culture of commitment, collaboration, learning and dedication to excellence. Achieving regional net new business target for assigned region on an annual basis.

Minimum Qualifications & Experience:

• Graduate in a clinical or Life sciences related field.
• Relevant experience/ qualifications in all aspect of CRO study management.
• In depth understanding of clinical trial industry and market trends.
• In depth understanding of biotech industry and market trends.
• In depth understanding of Asia-Pacific clinical trial landscape and how it compares to other key markets (US, Europe).
• Understanding of clinical trial budgets, proposals and contracts to facilitate both internal reviews and client discussions and negotiations.
• Can demonstrate cross functional knowledge and expertise.
• Understanding of general sales approaches, methodologies and processes.
• Proven track record in meeting targets and KPIs.
• Proven track record in executing company / department strategies.
• Proven track record in problem solving, process improvement and initiative execution.
• Ability to manage upwards (management reporting) and downwards (team coaching and support).
• Ability to lead teams to successful outcomes based on objective measures (KPIs).
• Ability to generate positive, affirmative team culture in line with Novotech BD team principles.

Responsibilities:

Resource Management

Over time, Regional Directors will take full responsibility for the size and make up of their team, within agreed budgets, and deploy available resources effectively and efficiently to meet annual targets. This will require forward planning to ensure required resources are hired and trained with enough ramp up time, to allow the best possible chance of success in realizing our year-on-year growth targets.

Resource Management core responsibilities will include:

• Advise management on sales team resource needs and provide business case / reports to justify new hire requests.
• Advise management on training needs / gaps identified within current team.
• Identify, interview, assess and recommend hiring of new team members. Team Development & Engagement The NHH Business Development team follow a set of principles based on collaboration, learning, and dedication to excellence. It is critical for those in leadership roles to lead by example and consistently reinforce this ethos. Successful Regional Directors will have the mentality of leading from the front, demonstrating an ability and willingness to self-sacrifice when required for the good of their team, clients, the Business Development department, and Novotech as a whole.

Team Development & Engagement core responsibilities include:

Line Management

• Assess team workload on an ongoing basis via regular 1-2-1 meetings.
• Assess job satisfaction and team morale on an ongoing basis via regular 1-2-1 and team meetings.
• Conduct annual (at minimum) performance reviews and assessments with the team, providing feedback on areas of strength and areas for improvement, while also gathering feedback on your own style and performance from their perspective.
• Identify areas of concerns / frustration for the team and work to remove these where feasible to facilitate efficient and effective selling.
• Serve as a point of escalation for your team for internal challenges – resourcing, finance, legal etc. – and work with relevant departments to resolve. Career Planning
• Understand team career aspirations and provide support and guidance, including use of additional resources within NHH L&D Department.

Training

• Support BD Training Plan in developing content and coordinating training sessions and activities.
• Identify gaps in hard and soft skills, competencies etc. and create a plan with team members on how to address

Team Meetings

Ensure team engagement at department meetings and sales team meetings.

Conduct regional team meetings as appropriate to increase connectivity, idea sharing, lessons learned forum, workload assessments.

Sales Management / Support / Coaching

A significant part of the Regional Directors’ role will be a professionalized sales management function. Distinct from ‘line management’, this involves management, support and coaching for the team across the full sales cycle. This will involve setting clear goals and objectives and KPIs for all new business generating activities, measuring these, reporting on them and making decisions based on them.

Sales Funnel Management / Territory Planning

• Set sales funnel (pre-RFP) KPIs for BDA/M/D’s to drive consistent prospecting activity and effective pre-RPF client nurturing.
• Review BDA/M/D’s funnel based on grading methodology to assess team activity and account assignments.
• Leverage SF.com to track funnel management and BDA/M/D’s efforts. Ensure compliance with standards set for SF.com (e.g., data entry, updates, cleanliness).
• Review team territory plans and assigned accounts. Provide support in defining focus, work effort and prioritization appropriately.
• Identify challenges / capacity issues in managing the accounts assigned to an individual BDA/M/D and resolve via performance / process tweaks or account reassignments.
• Work closely with marketing to ensure pre-RFP accounts are effectively qualified and provided to the team and that inactive accounts are nurtured until active.
• Keep abreast of industry news and provide team with insights and suggestions on a weekly basis.
• Join introductory client calls / meetings with BDA/M/D as needed to show management engagement and support BDA/M/D in moving a prospect to RFP stage.

Pipeline / Active Opportunities

• Review team’s entire pipeline in SF.com on a weekly basis (at minimum) and ensure required updates are made to facilitate accurate forecasting and resource assignments.
• Make use of weekly pipeline report to review all opportunities with team on regular basis asking probing questions to understand progress, bottlenecks, probability, BDA/M/D understanding of the opportunity etc.
• Make use of BD Playbook to ensure steps have been followed and adequate research and qualifying has been completed for all active opportunities.
• Review Deferred / Long Term Pending and Monitor opportunities periodically (monthly) to ensure appropriate cleaning / check ins are being made.
• Perform detailed ‘opportunity reviews’ with team based on set thresholds for prioritization (value, strategic importance).
• Review budgets, proposals and bid Defense decks with team and provide input / pose questions to ensure best practice is followed and win probability is maximized. Ensure submitted worked is of highest quality.
• Attend client calls / meetings to support BDA/M/D in moving an opportunity through the sales cycle.
• Attend bid Defense and bid Defense prep calls as needed to support BDA/M/D in closing opportunities.

Current Clients

• Review status of current clients with team, ensuring the BDA/M/D assigned has adequate understanding of client needs and objectives; and the client in turn is receiving adequate support from the BD team, Project Management team (Project Director) and Customer Portfolio Management team.
• Review status of current clients with Project Director and Customer Portfolio Director / Manager.
• Attend governance meetings as required.
• Serve as a point of escalation for client concerns and join calls to address.

Coaching

• Provide coaching pre and post client facing activities such as client calls / meetings.
• Review BDA/M/D plan / agenda for client calls / meetings – initial calls, qualifying calls, bid defences etc. – and ask probing questions to ensure all key areas have been considered.
• Attend client calls / meetings, bid defences when appropriate and debrief with team after to identify areas of strength and areas for improvement.
• Coach team members by asking probing questions about open opportunities, current clients and sales funnel to ensure adequate understanding, planning and execution at all stages of the sales cycles.
• Identify level of support or guidance needed for specific tasks and agree approach with team member (Situational Leadership).
• Make us of BD Playbook in identifying areas in need of additional training / support.

Strategic Planning & Implementation

Regional Directors will be responsible for developing and executing regional strategies, in line with the overall company strategy, to meet sustained net new business and growth numbers. This will involve collaborating across the commercial team to identify opportunities that Novotech can exploit and challenges that we need to be cognizant of. It will also involve working closely with marketing in planning conference activities and ensuring a steady flow of new RFPs for the team.

Territory Plans

• Prepare annual territory plan detailing territories, account assignments, team KPIs, key region milestones, current clients, key targets, conference / event plans etc.
• Collaborate with commercial team leadership to share ideas, plans and suggestions.
• Set net new business targets for BDA/M/Ds to achieve overall regional target.
• Set territory / account assignments for BDA/M/Ds.
• Set team KPIs focusing on activities that will drive net new business and in line with department KPIs. Process Improvement
• Continually identify team challenges / inefficiencies.
• Identify areas for process improvement and work with commercial team and cross functionally to address.
• Provide updates in 1-2-1s with CCO around process improvements needed, bottlenecks etc.
• Take on and drive key initiatives to drive future business and team growth.

Commercial Team Meetings

• Collaborate with commercial team leadership to share ideas, plans and suggestions

Marketing

• Work closely with marketing to ensure appropriate sales funnel management, including nurturing of inactive accounts, enough flow of qualified accounts and required level of targeted collateral
• Work closely with marketing on conference agenda, attendees, speaking engagements etc. Identify new conferences, events or memberships Novotech should consider driving inbound opportunities
• Measure team’s pre-conference and post-conference activity and results
• Attend conferences and partnering meetings as appropriate
• Understand industry-specific trends and landscapes and discuss with marketing and team to identify Novotech’ s opportunity

Management Reporting

Regional Directors will be expected to maintain the following management reporting responsibilities:

• Use SF.com reports to measure team sales funnel KPIs (wine glass) and active opportunity (RFPs) management KPIs (number of RFPs, value added, win rates).
• Understand stage and status of team’s ongoing opportunities and provide regular updates at weekly commercial team meetings.
• Meet with CCO weekly to provide general team updates, KPIs, challenges etc
• Provide monthly reports to supplement CCO BOD and ExCom reporting.

Client Management

Regional Directors will support management of current clients, positioning themselves as a senior, locally based (where possible) point of contact. Regional Directors are expected to build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.

Novotech is proud to offer a great workplace. We are committed to being an employer of choice for gender equality and providing an inclusive work environment where everyone is treated fairly and with respect. Our team members are passionate about what we do, but we understand work is only of the things that is important to them. We support our team members with flexible working options, paid parental leave for both parents, flexible leave entitlements, wellness programs and ongoing development programs.

We are looking for people who are passionate about working clinical research and biotech, including people who identify as LGBTIQ+, have a disability or have caring responsibilities.
We are a Circle Back Initiative Employer and commit to respond to every application. We look forward to contacting you regarding your application.

Responsibilities:

• Manage staff by organization's policies and applicable regulations, including without limitation: planning, assigning, and directing work; managing performance and guiding professional development; rewarding and disciplining employees; addressing employee relations issues and resolving problems; acting as a coach and mentor for subordinates as they develop in their role.
• Direct the hiring and selection process for new staff by conducting candidate review through participation in the interviewing process. Establish methods to develop and evaluate onboarding processes.
• Develop standard processes to ensure that staff has the proper materials, systems access and training to complete job responsibilities. Oversee the execution of the training plan.
• SOP review and mentored training experiences.
• Look for business targets according to company's policy.
• Establish an executable business model.
• Sense the changes of external environment and take proper adjustments onto organization accordingly.
• Manage the department to achieve mission goals.
• Provide necessary resources with the department to fulfil the mission goals.
• To be a partner to other departments of company.
• Search for more valuable services to increase the degree of customer's satisfaction.
• In surveillance with global and medical/pharmaceutical industrial environment.
• Take research of the global and China's clinical industry and its trend in future.
• To accomplish and execute company's mission goals.
• Access suitable financial resources for execution of company's business plan.
• Establish connections of relative customers and resources.
• Manage the department to fulfil annual goal.
• Issue department report quarterly.
• Supply necessary assistance to the staff of department.
• Meet customer's satisfaction.
• In compliance with professional ethics.
• Perform the tasks assigned by line manager.

Minimum Qualifications & Experience:

• Experienced within a CRO, biotech, or pharmaceutical environment.
• A Bachelor's degree or equivalent in a business, science or related discipline.
• Ability to develop positive relationships with current and potential clients.
• Excellent communication and negotiation skills.
• Ability to management opportunities across a variety of accounts.
• Proficient in English and/or another second language.

Novotech is a global full-service clinical Contract Research Organization (CRO).

At Novotech, ambition meets opportunity. As a globally recognized leader in clinical research and scientific advisory services, we are proud to combine our position at the forefront of the industry with an award-winning workplace culture that values ambition, innovation, and growth. Named Employer of Choice, Great Place to Work and Employer of Choice for Gender Equality (EOCGE), we are committed to fostering an environment that reflects the life-changing work we do.

Since 1997, we have expanded our global footprint, now with 30+ offices across Asia-Pacific, the United States, and Europe. This growing network unites professionals from diverse backgrounds and disciplines to advance therapies that improve patient outcomes worldwide.

At Novotech, our employees are at the heart of our success. By offering trust, flexibility, and autonomy through programs like NovoLife, our flexible benefits framework, we empower team members to create an effective work-life balance that delivers professional satisfaction and maximum results for clients.

With access to mentorship opportunities, professional development programs, and a dynamic community, Novotech offers a platform for driven individuals to achieve personal growth while shaping the future of healthcare. Join us to be a part of a team that values your contributions and supports your ambition to make a global impact.