The Director, Business Development is responsible for selling the Clinical Research services within the defined geographic location and collaborates with Business Development staff to insure Clinipace sales goals are acheived. The Director is tasked with direct sales activities including, prospecting, cold calling, in-person sales calls, proposal management, lead generation, and ultimately closing deals. The Director maintains a high-activity sales effort that is documented and managed in Salesforce.com and provide timely reports, account analysis and industry knowledge to develop effective and successful account strategies. The Director, Business Development manages long standing accounts and nurture the business relationship with these accounts.
Account Strategist – Develops strategic plan and projects annual sales forecasts for each assigned account. Prepares regular account contact schedule based on strategy. Achieves sales forecasts by generating new business from existing and new customers. Develops ongoing relationships with clients that exceed.
Sales Leadership – Achieves and maintains positive and effective client relationships. Designs and delivers powerful capabilities and proposal defense presentations; creates business opportunities through industry relationships and networks; proactively resolves sponsor issues by creating specific action plans that support both Clinipace and sponsor objectives; establishes project review meetings on ongoing projects. Represents and advocates Business Development at various company meetings.
Proposal Negotiator – Collaborates and coordinates with other departments in the analysis and development of Clinipace’s proposal process. Designs and identifies most effective presentation team and leads Clinipace proposal defenses with clients. Negotiates LOIs, Master Agreements and Milestone Payments with customer.
Marketing Representative – Assists in the development of marketing materials, promotional materials, and industry meeting strategy, as requested. Obtains competitive information such as strengths/ weaknesses of competitive CROs and competitive pricing. Represents Clinipace at industry conferences and therapeutic meetings, as requested. Communicates industry events and trends to management.
Account Reporter – Input activities and achievements on assigned accounts into SalesForce, including leads, contacts, opportunities, meetings, etc. Conducts business/project reviews with existing accounts.
Track and manage weekly sales activities through SalesForce automation tool.
Supervisory Responsibilities:
Job Requirements for the Director, Business Development:
Education
Bachelors’ Degree or directly relevant experience required
MBA preferred
Experience
Minimum of 3 years industry-related work experience; minimum 3 years sales experience directly selling clinical research market
Prior experience selling full-services for Contract Reserach Organziation (CRO).
Prior successful expereince meeting sales targets in quota carrying territory
Skills/Competencies
Organizational skills: Able to prioritize, delegate, and follow through on assignments.
Communication skills: Strong verbal and written communication skills as evidenced by positive interactions with coworkers, management, clients and potential clients.
Regional Management skills: Able to work independently to accomplish assigned goals. Self-motivated and professional in addressing the regional, home-based work situation.
Team collaboration skills: Works effectively and collaboratively with other department members to accomplish collective goals. Brings positive and supportive efforts to collective efforts.
Capabilities
Computer literate: Familiar with MicroSoft Word, Excel and PowerPoint. Email capable and Internet familiar.
Sales experience: Has prior sales history as evidenced on resume (Clinical Sales experience required). Has presented both informally and formally to potential clients.
Clinical experience: Has prior clinical background as evidenced on resume (Clinical Trials experience preferred).
Knowledge of clinical study guidelines (FDA and GCP)
Must be able to demonstrate successful experience in a quota-driven sales environment
Proven success in managing accounts and implementing programs
Expertise in online project management tools (SalesForce)
Willingness to travel within and outside region
Home based position
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