Lead Specialist

POSITION TITLE: Lead Specialist

REPORTING LOCATION: Rockville, MD

REPORTS TO: Manger, Business Development

PRIMARY OBJECTIVE: The Lead Specialist is a key member of the Inside Sales team, responsible for generating, qualifying, and advancing leads in the oncology space for both preclinical research services and proprietary data licensing. This role supports the Business Development team by identifying new opportunities, engaging prospective clients, and maintaining a robust pipeline of qualified leads. The Lead Specialist will leverage their scientific knowledge of oncology and understanding of drug development workflows to communicate the value of Champions Oncology’s platforms to biopharma, biotech, and academic clients worldwide.

DUTIES, RESPONSIBILITIES AND PRODUCTIVITY EXPECTATIONS:

Lead Generation & Qualification 

• Conduct targeted outreach to potential clients in the oncology sector through email, phone, LinkedIn, and conference engagement. 
• Qualify inbound and outbound leads to ensure alignment with service offerings and data licensing capabilities. 

• Build and maintain a pipeline of opportunities in the CRM with accurate, timely updates. 

Client Engagement 

• Understand client research priorities and match them with relevant preclinical models, services, and data products. 
• Coordinate with Business Development Directors to schedule introductory and technical presentations. 
• Follow up on marketing campaigns, conference leads, and inquiries to drive engagement. 

Collaboration & Support 

• Partner with the Sales Enablement and Marketing team to design and execute lead nurturing campaigns. 
• Work closely with Business Development Team to transfer qualified opportunities for progression through the sales cycle. 
• Collaborate with Scientific and Data teams to address technical questions and provide relevant collateral. 

Market Intelligence 

• Maintain awareness of oncology research trends, competitive offerings, and relevant scientific publications. 
• Provide feedback to Marketing and Business Development leadership on emerging opportunities and unmet client needs. 

Performance Metrics 

• Number and quality of leads generated and qualified. 
• Timely and accurate CRM updates. 
• Contribution to pipeline growth and conversion rates. 
• Responsiveness and engagement in client follow-up. 

KNOWLEDGE, SKILLS, AND ABILITIES:

• Strong verbal and written communication skills with the ability to translate complex scientific concepts for commercial audiences. 
• Proven track record in lead qualification and pipeline development. 
• Proficient in CRM platforms, including but not limited to HubSpot, and LinkedIn Sales Navigator. 
• Proficient in leveraging AI for lead generation 
• Highly organized with the ability to manage multiple priorities in a fast-paced environment. 
• Self-motivated, results-oriented, and collaborative. 

EDUCATION AND EXPERIENCE:

• Bachelor’s or master’s degree in a life sciences field (Oncology focus preferred) 
• 2+ years of experience in inside sales, business development, or lead generation, ideally within a CRO, biotech, or life sciences company.
• Familiarity with preclinical oncology models (e.g., PDX, organoids) and/or bioinformatics/ strongly preferred. 

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

• Must be able to sit for long periods of time using a computer in a typical office environment in a multi-level facility or home office.