Assistant Director, Business Development (Office Based) - NCR
Novella Clinical Resourcing is seeking an Assistant Director, Business Development – Multi-Therapeutic experience (office based):
The Business Development Account Director (AD) will work closely with theirFaculty Therapeutic Area (TA) Leader and Business Development (BD) Director tohelp achieve the overall sales goals of the organization and to lead developmentof sales strategies for assigned TA and Key Accounts (KAs). In this role, theAD will proactively lead and assist the XXXX faculty in identifying andsecuring new project opportunities for their particular therapeutic area. Inaddition they will also foster new business through their KA assignments. Thisindividual will promote the capabilities of the XXXX to current and prospectivesponsors, lead efforts and develop plans to deal with complex salesopportunities and negotiations, and contribute to efforts to maintain lastingpartnerships with industry and government sponsors. The AD will be the mainbusiness development representative for their specific TA and/or key account,and will serve as an internal expert resource regarding business developmentactivities. The AD will devote 100% of their efforts to relationship buildingand account management activities.
Therapeutic Area AccountManagement
Develop and maintain relationships with assigned faculty in order to understandtheir research interests.
Take a lead and pro-active role in coordinating and cultivating industryrelationships in order to appropriately match faculty interests with companypipelines and meet annual revenue targets for a TA.
Develop and maintain relationships with Clinical Operations Associate Directorsand Assistant Directors, keeping them apprised of upcoming businessopportunities.
Develop a TA Plan that 1) articulates goals, 2) analyzes the landscape, 3)provides a financial outlines, and 4) outlines strategy and tactics:
In conjunction with TA faculty, prepare for and lead TA Management Meetingsthat inform the organization of TA plans to bring in new business, maintain abalanced portfolio, and meet revenue targets.
Provide direction in the development of new brochures and other informationalmaterials including slide sets to support XXXX marketing and promotionalactivities for their TA.
Lead and coordinate the development of annual financial targets of new projectawards for your TA.
Identify, pre-qualify, and pursue specific business development opportunitieswithin the assigned TAs, working closely with the TA Leader to achieve theannual revue target as assigned.
Interact with XXXX PLs and TA Faculty to assist with the increasing client satisfactionaround communication of scope changes and identification and communication ofperformance metrics.
Key Account Management
Develop a Key Account Plan that incorporates these components:
Key contacts within the sponsor, including their role, history with the companyand XXXX, and their ability to influence (either positively or negatively).
Develop a detailed pipeline analysis for each sponsor, including projects byphase of development and TA.
Outline the synergies between sponsor pipelines, current faculty interest, andexisting XXXX relationships and projects.
Based on the synergies and areas of interest to Faculty, develop businessdevelopment strategies to expand the core business for the account into newTAs.
List of key faculty and staff within the XXXX who have relationships thesponsor.
If agreeable with faculty and staff, request introductions to sponsor’s keydecision makers for the purpose of cross-selling other XXXXTAs/services.Document the XXXX’s history with the sponsor, including a list ofpast and ongoing studies,, past meetings held, metrics related to studies (ifavailable) and discussion between XXXX and the sponsor.
Develop a strategy for building relationships within theoutsourcing/procurement group within the sponsor and routinely report to theDirector of Business Development on the progress of these relationships.
Gain an understanding of the sponsor’s preferred partnership/ strategicalliance model. Assess the potential for XXXX to enter into a preferredstrategic partnership/alliance.
Understand XXXX’s experience with the key accounts; speak fluently on ourperformance and ability.
Stay involved in sponsor current projects with XXXX. Understand projectsuccesses & failures, serve as the sponsor’s BD advocate/non-operationalpoint person, and help resolve problems on behalf of the sponsor.
Keep in routine contact with sponsor, assess customer satisfaction, addressconcern, strategize on future opportunities, and tout successes.
Participate in the proposal development process through communication of salesstrategies for each opportunity, provision of an executive summary for eachopportunity, and input into pricing strategies based on customer information.
Enhance the ability of XXXX to increase their proposal hit rate.
Lead and coordinate exhibits at conferences and trade shows on behalf of the XXXX.
Increase XXXX’s presence at international scientific and industry meetingsthrough appropriate identification of faculty speaking opportunities andrecommendations of relevant industry meetings as identified in the therapeuticbusiness plan.
Develop, implement, and refine standard procedures for researching, collecting,and tracking information about clients including contact data, pipelines, andprevious outsourcing experiences.
Develop, implement and refine strategies to cultivate relationships with theoutsourcing representatives of client companies and pursue opportunities fortheXXXX to be designated as a long-term partner.
Prepare and coordinate client meetings, including the maintenance of anaccurate, up-to-date, and complete list of upcoming client meetings;development of clear meeting objectives and strategies; identification ofattendees; preparation of agendas; and logistical arrangements.
Keep XXXX Faculty and staff abreast of emerging trends in the outsourcing ofclinical research services and identify needs for the development of newservices and capabilities.
Maintain relationships and facilitate frequent discussions with other academicorganizations.
Work independently and proactively to engage clients/customers in high leveldiscussions, as well as the ability to negotiate at a high level.
Reports directly to the Director of Business Development, but receivesdirection and daily work assignments from their applicable Faculty TA Leader.
Seven years of experience in clinical research, including a minimum of five years’ experience in business development at a Contract
Research Organization (CRO), Academic Research Organization (ARO), or other
Leadership skills including ability to function effectively in a negotiation,analytical and problem-solving skills.
REPORTING RELATIONSHIP receives direction and daily work assignments from their applicable Faculty
EEO Minorities/Females/Protected Veterans/Disabled
five years’ experience in business development at a Contract Organization (CRO), Academic Research Organization (ARO), or other
Excellent oral and written communication skills, including public Excellent interpersonal skills.matrix organization.
Excellent organizational, planning, prioritization, facilitation,
Willingness to travel.
Reports directly to the Director of Business Development, but TA Leader.
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