The Director, Business Development manages his/her defined regional territory which includes strategic growth accounts. The Director, Business Development generates revenue by selling the Company’s clinical trial service lines in the following market segments: Pharmaceutical, Biotech, Clinical Research Organizations (“CRO”) and Medical Educational/Teaching institutes.
Essential Duties and Responsibilities
- Assuring that sales strategy is implemented, followed and executed in the region
- Develops and executes regional sales and marketing activities
- Supporting her/his team in managing their responsibilities and reaching targets as Account Executives/Business Development Managers
- Utilize CRM system and other data sources to provide performance reports
- Keeps management informed about relevant industry trends and market developments.
- Identifies areas of improvements and works on optimizing utilization of sales resources
- Secure business opportunities with customers and prospects in the market segments noted in the above summary.
- Sell services that are in alignment with business strategies, individual sales goals and within assigned revenue budget.
- Identify new business opportunities within assigned segments and develop new business.
- Successfully execute the sales process (project discussions, presentations, RFP's, quotes, and closing) to generate revenue.
- Visit and call on prospects and customers in designated territory to qualify leads, present capabilities and services and identify opportunities, build relationships and close business.
- Utilize time management skills to succinctly arrange travel plans and itineraries for customer interactions and opportunities.
- Research clients, including competitive data, and assess their needs for assigned territory to better qualify leads.
- Inform current and prospective customers of new services, technologies, and capabilities offered.
- Manage and negotiate Confidentiality Agreements (CDAs), Quotes/Proposals, and Technology Agreements.
- Follow up on quotes and proposals to assure customer understanding and satisfaction, as well as, address and respond to questions pertaining to scope of work, costs and delivery and quality of services.
- Communicate proactively on project status or issues that may impact on time delivery of services with the collaboration of Project Management, Operations and Quality.
- Serve as host for customers visiting and/or auditing the Company’s facilities.
- Capture and report sales activities and update management on overall progress (Leads, CDAs, Calls, Visits, Audits, Conferences, Opportunities) utilizing CRM (Salesforce.com).
- Identify new customers within assigned territories that are aligned with the Company’s capabilities.
- Attend trade shows, industry meetings, seminars and networking sessions by representing the company in a professional manner.
- Maintain and further develop relationships with assigned customers in designated territory
- Manage sales process: call reports, client visits, expense reports, etc.
- Use interpersonal skills to collaborate with internal departments (Project Management, Operations, QA, etc.) to develop efficient timelines and processes for managing project work flow, execution and delivery within regulatory compliance requirements.
Qualifications
- Bachelor’s Degree in technical or scientific discipline or equivalent experience
- Minimum of 8 years successful business-to-business sales experience.
- Minimum of 8 years work experience in pharmaceutical product development and/or clinical supplies services.
- Demonstrated prospecting skills.
- Strong development relationship to network within Pharmaceutical, Biotech, Clinical Research Organizations (“CRO”) and Medical Educational/Teaching institutes
- Demonstrated ability to work and manage effectively as a team member and independently in a fast paced matrix organization for multiple internal customers.
- Leadership experience in Business Development including a demonstrated ability to identify problems and initiate successful corrective actions.
- Working knowledge of personal computers and Microsoft Office Products, including Outlook, Excel, Word, and PowerPoint.
- Working knowledge of CRM database systems, e.g. Salesforce.com
- Able to travel regularly