Director, Business Development

Job Description

We are looking for a Director of Business Development who will expand our existing client base in the United States.

This position is open to those based in the Northeast or San Francisco Bay Area.

• Actively prospects and leverages potential new business opportunities within specified Customer/Accounts.
• Cultivates strong, long-term relationships with key decision-makers with Account and develops deep knowledge of the Customer/Account organization.
• Analyzes potential opportunities and develops detailed business plans and sales strategies for each Customer/Account.
• Identifies and responds to Customer/Account needs in order to define potential PSI opportunities. Ensures appropriate strategy/solution is proposed to Customer/Account.
• Works with Operations to identify sales team and prepare presentation. Educates team participants in Customer/Account culture, operational needs/methods and sales techniques needed to close the sale.
• Leads the entire sales process, including identifying the appropriate team for pitch and preparing and leading the sales presentation.
• Coordinates with the Proposal Development Group to develop proposal and Operations to finalize strategy and pricing.
• Handles follow-up related to the sales and facilitates completion of contractual documents.
• Ensures appropriate hand-off to project team by transferring knowledge on Customer/Account needs and expectations.
• Shares Customer/Account strategies and sales plans with Project Directors/Managers.
• Coordinates with Project Managers/Directors and Operations to escape and quickly address Customer/Account issues/concerns.
• Seeks input from Project Managers/Directors to proactively address Change in Scope, new opportunities or customer dissatisfaction
• Works with Project Manager/Director and Operations to ensure Changes in Scope (CIS’s) are appropriately negotiated with the Customer/Account.
• Maintains high visibility within Customer/Account organization.
• Monitors Customer satisfaction through regular formal and informal surveys.
• Coordinates with Project Managers/Directors to ensure Customer/Account needs are being met and address concerns/issues in a timely manner.
• Reviews proposals and analyzes requests for proposals and protocols
• Attends industry events, set up meetings at events, and perform follow-up with potential clients
• Acts as a liaison between US clients and Operations on an as needed basis

• University degree in health sciences or an equivalent combination of education, training & experience
• Demonstrable competency in sales or business development preferably for a Contract Research Organization or company providing services to the healthcare industry
• 3 - 5 years of business development experience in the CRO sales arena
• Working proficiency with Salesforce
• Strong communication, collaboration, problem solving, and time management skills
• Capable and willing to travel