Lead and manage the regional Business Development team, oversee sales planning, client prospecting, and ensure revenue targets are met. Responsible for corporate planning and developing strategic business initiatives.
Responsible for the effective leadership, oversight and management of assigned regional Business Development team. Lead, oversee and support sales planning, client prospecting and development, product/service promotion and the facilitation and preparation of requests for proposals/quotes to ensure revenue targets and expectations are met or exceeded. As part of the expanded leadership team, participate in the development and implementation of corporate activities that support the organization's strategies, technologies and best practices that ensure superior customer service, staff development, quality information management reporting and effective, efficient divisional short- and long-term goals that aligns with the organization's vision, mission, and direction.
Corporate and Budget Planning
- As part of the Business Development leadership team, participate in the sales and marketing strategic planning process.
- Identify future opportunities and advocate on behalf of Business Development and the stakeholders it supports.
- Participate in and guide department budgeting, process review and implementation process to transform strategic plans and direction into measurable short- and long-term goals and targets.
Leadership
- Serve as a role model, motivator and mentor providing, expertise and guidance to others in all areas of business development, ensuring the unit is adequately staffed with qualified personnel.
- Provide ongoing guidance and input into the promotion and delivery of a suite of quality sales & marketing materials and services that meet client needs and industry best practice and align with corporate objectives.
- Train/mentor, engage and performance manage the Sales team.
- For the issue resolution process support the sale team and facilitate collaboration with (internal) stakeholders.
Business Development and Sales
- Using knowledge of industry best practices and clinical research developments, foster and grow partner relationships to ensure new business opportunities that align with corporate goals and targets are identified and pursued.
- Lead business development activities, utilizing the range of internal technical experts to present, negotiate, close and support services engagements while ensuring the integrity and accuracy of the sales tools and processes used.
Service and Process Excellence
- Work in cooperation with leadership team and other functional areas (e.g., Contracts) to achieve excellence in business development delivery, evaluating, designing, and implementing recommendations to minimize effort for our team and clients, while meeting all regulatory and/or industry standards.
Qualifications
- Undergraduate university degree (Bachelor or Honors Bachelor) and 4-6 years related experience +substantial on-going job-related training.
- College Diploma/Degree and 7-9 years related experience +continuous training and knowledge/skills upgrading.
- Previous leadership experience overseeing business development activities in a CRO organization preferred
- Significant expansion of new business, account management, and client-facing experience required
- Health Sciences or Business Specialty Preferred
OR
Financial Resource Management
- Significant financial responsibility (extensive participation in budget setting, autonomous expenditure and/or revenue generation decisions limited by company policy or financial processing, reconciliation and reporting. Can affect profitability.
Degree of Independence
- Works with very little supervision (sets priorities, pace, determines tasks and actions within context of overall responsibilities)
Contacts
- Large and varied contacts, frequently technical, complex or difficult (analysis/persuasion required, regulatory/technical)
Communication Complexity
- Frequent communications, addressing complex, sensitive and/or escalated issues, involves technically complex explanations (train, sell, persuade, negotiate and/or analyze) that will impact organizations reputation.
As this position includes various incentive plans as part of the total compensation package, a member of our talent acquisition team can share further information surrounding compensation if selected to move forward.
Top Skills
Budgeting
Client Prospecting
Financial Management
Proposal Preparation
Sales Planning
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