DirectorBusiness DevelopmentCustomer Relationship ManagementSalesforce
+1 more
SharePoint
Description
JOB SUMMARY
The Senior Director of Business Development is responsible for developing and maintaining relationships between Clinilabs and pharmaceutical/biotechnology/device company clients. Relationships are developed and maintained by the following:
(a) calling on clients and prospective clients on a regular basis,
(b) engaging in direct, virtual and/or face-to-face contact with client companies on a regular basis,
(c) soliciting and responding to requests for proposals (RFPs) and RFIs,
(d) identifying new contract opportunities,
(e) closing sales for new business, and
(f) attend industry conferences and congresses in order to deepen relationships with existing customers and explore opportunities with potential new customers.
The Senior Director of Business development creates and maintains an active database of client contacts, distributes literature to clients and prospective clients, develops and manages advertising and marketing related to clinical trials business, and develops and manages trade show activity and other exhibits related to clinical trials business.
The Senior Director of Business Development develops sales plans that guide new activity, and these plans must be regularly revised in order to ensure that they are consistent with the capabilities of the Company, and consistent with the Company’s mission.
RESPONSIBILITIES
The tasks performed by the Senior Director of Business Development include but are not limited to the following:
- Develop and maintain relationships between Clinilabs and pharmaceutical and biotech clients who outsource clinical trials activity.
- Prospect (including cold calling, LinkedIn Sales Navigator, email, etc.) to build a network of potential clients.
- Contact prospects/clients by telephone, making contact with current and prospective clients at least once per month.
- Engage in direct, face-to-face contact with client companies. Visit 10 – 15 client companies per quarter.
- Engage in direct (face-to-face) and telephone contact with client company representatives at company headquarters or satellite offices. Assess project performance,and assist with the resolution of problems or other issues that bear upon the Company’s relationships with clients.
- Describe Clinilabs and its services, distribute literature to clients and prospective clients, and develop opportunities to meet at clients’ offices, at the Company’s offices, or at trade shows or scientific meetings.
- In making contacts with clients and potential clients, determine clients’ needs, assess compatibility between clients’ needs and Company capabilities, identify appropriate projects/contracts for which the Company can provide service, negotiate projects, close sales.
- Receive RFPs and RFIs, and lead “scoping calls” to prepare team to respond.
- Assist with budget development and negotiation when needed.
- Assist with proposal development
- Contribute to Clinilabs’ mission to deliver high quality clinical trials services.
- Serve as customer services liaison to sponsors that have awarded business to the company; foster repeat business
- Develop sales plan and revise or update as needed.
- Complete Salesforce entries, and file RFIs, RFPs, and related documents on company Sharepoint.
- Other business development duties as required.
TRAVELING
Travel to customers’ offices, conferences and to company offices as needed.
Requirements
REQUIRED EDUCATION, KNOWLEDGE, SKILLS AND ABILITIES
- The Senior Director of Business Development requires prior experience in clinical trials sales and/or relationship management.
- 5 – 10 years of CRO sales experience, with emphasis on CNS indications
- Knowledge and experience utilizing a CRM system, preferably Salesforce
- Network of relationships with decision-makers in pharma and biotech companies
- Bachelor’s or Master’s Degree preferred. HS diploma or equivalent a must.
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