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Senior Director, Business Development

2 months ago

Bridgewater, Massachusetts, United States Everest Clinical Research Full time
About the Role

We are seeking a highly skilled and experienced Senior Director, Business Development to join our team at Everest Clinical Research. As a key member of our business development team, you will be responsible for driving business growth and identifying new opportunities for our organization.

Key Responsibilities
  • Source new client and project opportunities aligned to our value proposition.
  • Research databases to identify new leads, and proactively reach out to new potential clients.
  • Seek and win new work with existing clients by working with our client cluster/account leaders to identify new opportunities.
  • Support the addition/expansion of new services to existing clients working with our client cluster/account leaders.
  • Achieve assigned sales targets.
  • Lead in the identification, preparation, and participation in targeted conferences and trade shows to promote our services and capabilities.
  • Respond in a timely manner to client and potential client inquiries and requests.
  • Work strategically to cultivate long-term, trust-based relationships with new and existing clients, developing in-depth knowledge of their organization, needs/issues, and competitive landscape.
  • Present and discuss our company capabilities effectively.
  • Maintain increasing functional and technical knowledge of all our services for appropriate cross-sell opportunities and expansion of services provided.
  • Ensure appropriate delivery and pricing strategies, solutions, resources are proposed to address customer needs.
  • Coordinate with contracts and proposals team members, and our functional leaders to develop effective and tailored requests for information (RFIs) and requests for proposals (RFPs).
  • Work with operations and functional leaders/SMEs to prepare and deliver project-specific content to address client's specific questions/concerns for bid defense presentations.
  • Drive completion of contractual documents coordinating with contracts and proposals team members.
  • Work with our senior commercial leaders to build, develop and continuously improve the business development function with additional performance objectives such as:
    • Definition and implementation of key sales processes, procedures, templates/reusable assets, and SOPs where applicable
    • Analysis, selection, and roll-out of sales systems and market intelligence tools
    • Development of improved sales materials, contract templates, bid defense materials, and other sales/marketing collateral
    • Implementation and maintenance of sales operational metrics, and continuous improvement in metrics performance
Requirements
  • Must have at least a bachelor's or master's degree in science, business or related fields
  • Requires 8-12 years experience in business development or sales in the clinical research industry working for a Clinical Research Organization
  • Successful results winning business with sponsor pharmaceutical and biotechnology companies
  • Very good industry reputation with a wide customer base of contacts
  • Proven experience in leading direct and cross-functional teams to optimize performance and contributions
  • Exceptional people management skills with ability to interact successfully and communicate effectively with personnel at all levels within the organization and with client contacts
  • Exceptional written communication and presentation skills
  • Travel level specification: this position may require up to 50% business travel