Business Development, Associate Director/Director - West Coast

Manager: Shawn Broske

Recruiter: Michelle Eisenberg


Secure and retain business through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors.


Actively prospect and leverage potential new business opportunities within specified customer account(s).

Cultivate strong, long-term relationships with key decision-makers within Account and develop in-depth knowledge of the customer organization.

Maintain general knowledge of all Quintiles services for appropriate cross-sell opportunities.

Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.

Analyze potential opportunities and develop sales plans for each target account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.

Coordinate with contracts and proposals to develop proposal.

Work with operations and functional managers to identify sales team and prepares and leads the sales presentation. Educate team participants in customer culture, operational needs/methods and sales techniques needed to close the sale.

Handle follow-up related to the sale and drive completion of contractual documents.

Adapt successful strategies and tactics to meet market demands and financial targets.

Maintain high visibility within customer organization. Monitor customer satisfaction by communicating regularly with customer

Plan and coordinate all customer sales activities.

Record all customer sales related activities in CRM system.

Prepare sales activity report for Sales Management as required.

Serve as a liaison between the customer and technical and operational groups at Quintiles, Inc.


Proven track record at mid-level and high-level contacts.

Excellent Business/Industry awareness and a thorough understanding of industry trends and impact on the business

Solid understanding of commercialization and the principles of drug discovery and development

Excellent analytical skills in assessing and interpreting customer business data

Ability to maintain demanding timelines

Ability to influence others internally and externally

Adaptability and flexibility to changing priorities

Demonstrated ability to work creatively in a fast-paced environment

Attention to detail and ability to work simultaneously on multiple priorities

Ability to work independently and as a team player

Excellent skills using Microsoft Office Suite: MS PowerPoint, MS Word, and MS Excel

Excellent oral and written communication skills

Ability to establish and maintain effective working relationships with coworkers, managers and customers


Bachelor’s degree in Business Management and 12 years related experience, including 5 years of relevant industry (CRO/Pharmaceutical) and/or sales experience; or equivalent combination of education, training and experience

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