Executive Director, Business Development
2 weeks ago
Job Title: Executive Director, Business Development
Job Location: United States-West Coast
Job Overview:
The Executive Director, Business Development (eDBD) is a seasoned sales leader 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 eDBD collaborates cross-functionally to ensure company sales goals are achieved, and individual targets are met with a keen eye for expansion and portfolio growth. The eDBD 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 eDBD demonstrates deep scientific and industry knowledge to develop effective and successful account strategies to deliver on and consistently outperform their pre-defined sales targets year over year. The eDBD may have supervisory responsibilities and is viewed as a leader among peers.
Job Duties and Responsibilities:
* Develops strategic plan and projects annual sales forecasts for each assigned account and uncovering new ones. Achieves sales goals by generating new business from existing and new customers. Develops deep relationships with clients as a trusted partner.
* Designs and delivers powerful capabilities and bid defense presentations; creates business opportunities through industry relationships and networks; proactively resolves sponsor issues by developing specific action plans that support Company and sponsor objectives; represents and advocates Business Development at various company meetings.
* Collaborates and coordinates with other departments in analyzing and developing the Company's proposal process. Negotiates LOIs, Master Agreements, and Milestone Payments with customers.
* Assists in developing marketing materials, promotional materials, and industry meeting strategy, as requested. 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.
* Viewed by peers as a resource and leader to support their own development and team success.
Supervisory Responsibilities:
May include supervisory responsibilities and oversight of regional Business Development team or function. Responsibilities could include interviewing, hiring and training employees; planning, assigning forecasting and directing work; performance management, mentorship and conflict resolution.
Job Requirements:
* Education & Experience
o Bachelor's Degree or equivalent and relevant academic/professional qualification
o Minimum of 10 years of healthcare/ drug development/ pharmaceutical industry-related work experience or a minimum of 7 years of sales experience directly selling in or to the clinical research market
o Experience selling technology or ancillary solutions within the clinical services arena is a plus and would also be considered
o Advanced degree preferred
* Skills/Competencies
o Ability to prioritize, delegate, and follow through on assignments.
o Strong verbal and written communication skills as evidenced by positive interactions with coworkers, management, clients and potential clients.
o Able to work independently to accomplish assigned goals. Self-motivated and professional in addressing the regional nuances of a remote position.
o Works effectively and collaboratively with other department members to accomplish collective goals.
o Brings positive and supportive efforts to new self-led initiatives.
* Capabilities
o Strong Microsoft Office suite expertise, especially PowerPoint. Email capable and Internet familiar. Expertise in CRM software
o Consistent performance and documented over-achievement of sales targets (10% YoY for 5+ years)
o Comfortable presenting to large groups at tradeshows and internal/external corporate settings.
o Proven success in growth strategy and expanding relationships to multiple projects and portfolio-level engagements
o Required to travel within and outside the home region, potentially internationally
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