Director/Executive Director, Business Development – Northeast

MedSource
Published
December 6, 2017
Location
Remote, East Coast
Job Type

Description

SUMMARY:

The Director of Business Development is the initial point of contact with potential customers and is responsible for presenting the professional image, capabilities, and competencies of MedSource, Inc. This individual is responsible for driving revenue, territory management, developing new business, retaining and expanding existing business and identifying client needs and sales solutions. Experience in developing and implementing effective sales strategies, making sales presentations, and coordinating service needs with internal support functions is critical in this position.

Under limited supervision, plans, implements, and manages the integrated marketing and sales programs, activities, and initiatives of MedSource, Inc.

DUTIES AND RESPONSIBILITIES:

  • Develop business relationships at key levels within current and potential customer companies and sell Phase I-IV clinical trial services to meet individual, divisional, and corporate goals and objectives
  • Work closely with Senior Leadership (Executive Team) to create a transparent environment that values positive and frequent communication
  • Meet or exceed assigned revenue targets by developing and delivering insightful, value-added solutions that address client business needs / issues
  • Provide market research and analysis to identify target customers, markets, and services and match those to MedSource capabilities
  • Identify potential sponsors and vendors, and identify the appropriate media for distribution of promotional information; prepare research-based reports and sales forecasts for senior management upon request
  • Generate standardized and creative proposals in response to customer / prospective customer requests for proposal [RFPs]
  • Participate in contract refinement, contract administration, and customer contact activities to facilitate execution, completion, and fulfillment of business-related obligations
  • Identify, contribute, and provide strategic information to support Business Development annual plans and divisional growth strategy
  • Participate with Senior Management in qualification of new business leads, and with Senior/Project Management to define expansion to existing programs
  • Collaborate with Project Management to track project progress and facilitate timely invoicing per signed contracts
  • Collaborate in project kick-off and facilitate proposal review with Project Management and study team
  • Advise management of contractual rights and obligations
  • Assist senior management with publicity, advertising, direct mail, catalogs, exhibits, awards, and website management for the company
  • Promote and maintain customers relations with all accounts
  • Plan, organize, and coordinate company activity at conferences, meetings, exhibits, and other special events; represent the company at such activities in order to promote new and existing programs, services, and initiatives
  • Maintain updates to web-based Customer Relationship Management system (Salesforce.com)

MINIMUM JOB REQUIREMENTS / QUALIFICATIONS:

  • BS/BA degree in scientific, business, or related discipline
  • Minimum 6+ years of related experience with Contract Research Organization or pharmaceutical partner based within the pharmaceutical, drug delivery, or pharmaceutical service industry
  • The ideal candidate will have an established network of contacts in the life sciences industry and possess a clear understanding of the contract services industry including value proposition, competitive landscape, contractual matters and service level agreements. A key attribute will be an individual that is comfortable with autonomy operating in an environment based on trust with accountability

KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:

  • Previous experience working in a Contract Research Organization environment is highly preferred
  • Ability to write contracts, business reports, correspondence
  • Ability to read, analyze, and interpret financial summaries and contracts
  • Ability to effectively communicate information and respond to questions from departments throughout the company and with affiliates and clients / prospective clients
  • Strong presentation, organizational, and technical skills are essential
  • Strong customer / client relationship and proactive problem-solving skills
  • Skill in examining and re-engineering operations and procedures, formulating policy, and developing and implementing new strategies and procedures
  • Comprehensive knowledge of marketing and sales principles, concepts, and methodologies
  • Strong communication and leadership skills and ability to interact collaboratively across the organization
  • Develop strong internal relationships with MedSource operational teams to ensure service delivery is aligned with client expectations
  • Knowledge of market research and sales forecasting principles and methodologies
  • Ability to compile and analyze statistical data, draw inferences, and prepare strategic and operational reports and recommendations
  • Ability to develop and maintain recordkeeping systems and procedures
  • Ability to develop and manage sales and operating budgets
  • Advanced direct sales skills
  • Ability to identify and hire personnel to expand Business Development department as required

CONDITIONS OF EMPLOYMENT:

  • Verification of educational requirements, employment history, professional references, and certifications/training and 50% travel.
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