Associate Director - Director of Buisness

Starting at $130,000, based on experience. This role will also receive bonus/commission.    

JOB SUMMARY

The Associate Director/Director of Business Development establishes and manages an effective business development program to maximize organizational growth. Additionally, this position serves as overall customer relationship manager and strategic business partner responsible for developing and leading sales by expanding new clinical trial pipeline. Ideal for someone with an established book of contacts who can independently source, cultivate, and close new business opportunities without relying on a team.

RESPONSIBILITIES

• Responsibility for developing and fostering Innovo relationships with key decision-makers at biotech and pharmaceutical companies

• Effectively navigate the Contract Research Organization (CRO) and clinical pharma/Biotech landscape to showcase full network capabilities in order to win business and build an ongoing pipeline of study opportunities.
• Cultivates new and existing accounts through networking and business development efforts.
• Builds strategic partnerships that focus on late-stage clinical trial awards.
• Understand our unique selling proposition and how it translates to customer needs in an effort to provide real, effective solutions.
• Cross functional collaboration to navigate a pipeline across the Innovo network.
• Manages clients and prospects by delivering an excellent customer experience resulting in repeat business opportunities.
• Successfully manages a strong sales pipeline, advances sales opportunities, and cultivates new and existing relationships with potential accounts.
• Mutually agreed upon quarterly and annual sales goals will be established

Key Daily Responsibilities:

• Utilizing established Innovo relationships with Sponsors, CRO’s pharma/biotech
• Generates new leads and prospects through analysis of industry activity, conducting initial research and phone contact 
• Vets qualified sales leads from other sources including inside sales, trade show, conferences, referrals etc. 
• Maintains a rich CRM of clients and prospects
• Responsible for creating and maintaining the Business Development budget
• Leads monthly Business Develop meetings to share study opportunity updates and KPI’s (new leads, new awards, active study enrollment and retention rates) 
• Represents Innovo Health Research at local, national and international meetings pertinent to public relations and future business development 
• Develops and secures business by matching existing and new clinical trial opportunities with Innovo sites
• Maintains relationships with customers by: holding in person and remote meetings and attending conferences
• Anticipating and identifying customer challenges to provide solutions, information and guidance 
• Recommending new opportunities to sites and implements a swift study feasibility process to respond to new opportunities and captures the process and cycle times in a CRM.
• Recommending profit and service improvements 
• Establishing and maintaining industry and customer contact profiles for continuing good relations and business opportunity development in a CRM
• Maximizes market penetration by identifying study opportunities that can be awarded across the Innovo network
• Ensuring ongoing understanding of Innovo services, services offered by competitors and market/industry trends 
• Collects and shares study metrics with Sponsors, CRO’s that showcases the Innovo site network strengths in order to win new business
• Developing account strategies for all appropriate customers
• Has deep capabilities knowledge of all Innovo therapeutic areas and sells accordingly
• Reads, understands and adheres to organizational Standard Operating Procedures (SOPs) 
• Assisting in establishing and enforcing departmental standards 
• Participating in the modification of company SOPs related to Business Development 
• Other duties as assigned by leadership

QUALIFICATIONS AND EDUCATION REQUIREMENTS 

• BS/BA in Life Science or relevant job experience (5+years)
•  6+ years of BD experience in clinical research, pharma, or CRO, with a track record of securing Phase II–IV studies  
• Established relationships with Sponsors and CRO’s
• Thorough knowledge of clinical research and pharmaceutical industry, terminology and practices
• Demonstrated proficiency with word processing, spreadsheet, database, and presentation software (MS Office skills such as Outlook, Word, Excel, PowerPoint, SharePoint) and Sales Force and other presentation platforms
• To be successful you will need a proven track record to conduct cold-calling and sales follow-up
• Expect up to 35% travel and as needed across the Innovo network, conferences, Sponsor and CRO in person meetings

Knowledge:

Broad spectrum of site management, study management, project management, and planning skills. The ability to influence stakeholders internally and externally outside the Innovo network regarding CRAACO, clinical research capabilities, study feasibility, KPI’s, and recruitment performance. Current knowledge of best practices in clinical research, including active participation in national organizations, such as SCRS, ACRP, SOCRA, etc.
 

Skills and Abilities

• Demonstrated ability to work collaboratively with cross functional departments, groups, site personnel, and physicians
• Ability to independently and collaboratively create and manage financial projections
• Effective verbal and written skills 
• Strong interpersonal skills with attention to detail 
• Ability to flex to meet priorities, schedules, and deliverable targets
• Strong organization prioritization skills for the management of multiple concurrent projects and tasks
• Access and run reports in CTMS, CRM, HER, and other required systems
• Understanding of sales cycles and closing sales deals
• Proven negotiation skills
• Advanced presentation skills, phone, email, web-based, virtual, and on-site