Business Development Director - International (Us)

Company Overview

We believe in a world that provides equal opportunities through innovative healthcare, product access and development. Celero is a local-first full-service contract research organisation, committed to accelerating access into emerging markets.

We take our clients on a journey of strategic and executional healthcare transformation, navigating them through complex regional requirements, connecting them with local experts, participants, and regulators unlocking new opportunities within emerging markets through the following Celero services:

• Quality Assurance.
• Strategic Consulting.
• Clinical Trial Management.
• Medical & Regulatory Affairs.
• Training.
• Site Management.

At the heart of Celero is a vibrant organisation culture steered by competent business leaders and specialists spread across the globe delivering quality, agility and lean values that bring revolutionary business value to our clients and accelerating product access, especially in emerging markets utilising the best in class technology and healthcare expertise.

We value everyone. Celebrating our inclusive and diverse culture is core to Celero. Regardless of background, ability, religion, gender identity, sexual orientation.

Job Role

The Business Development (BD) Director is responsible for driving business development with respect to all business verticals of Celero including but not limited to Clinical Research, Site Management, Regulatory Affairs, for all markets across the globe except China and Medical Affairs across the globe to maximise revenue and market penetration.

This role is also responsible for monitoring the progress of the projects in sync with timelines agreed with the client by ensuring interface with respective operations teams.

Job Responsibilities

Financial

• Achieves target revenue and gross margins within defined timespans by maximising lead generation and conversion of leads
• Gives inputs for improving pricing of products of each division in markets under purview
• Ensures recovery of payments from clients through respective BD Managers
• Finalises project budgets in collaboration with respective operations team and monitors compliance
• Drives generation of leads individually and through the International BD managers of the respective verticals
• Drives greater market penetration to increase revenues through the following:
• Forecasts business growth and gives inputs for monthly and annual plan and budgets with respect to Clinical Research, Site Management, Regulatory Affairs in international markets except China and for Medical Affairs across the globe
• Partners negotiation for closure of clinical trial deals from Biotechs globally
• Identifies Biotechs globally except China as potential clients
• Monitors budgetary changes based on Client requests and adjusts budgets accordingly

Business Process

• Ensures implementation of SOPs with respect to business development of respective verticals across the globe except China
• Creates various registration pathways relating to health care registration in the emerging markets
• Prepares forecast for the clinical trial product post registration and identifies distributors to sell
• Gives inputs for documentation and signing of legally tenable contracts
• Cold Call/Email
• Ensures relevant statutory compliances on the ground
• Biotech/Sponsor Identification
• Introductory call
• Analyses market intelligence on a periodic basis to understand client needs for clinical research, healthcare product registration, medical writing in the emerging markets
• Creates a business development strategy for Clinical Research, Site Management, Regulatory Affairs in international markets except China and for Medical Affairs across the globe
• Drives implementation of digital transformation initiatives and utilisation of automated platforms
• Ensures appropriate documentation in sync with policies, protocols and business needs
• Implementation schedules
• Time sheet
• Project plans
• Change orders
• Creates a Business Development process for all departments to ensure a sustainable pipeline of business and clients for each department. Which would include:
• Creates a business case for Celero Executive team, to be presented to the sponsor on why this product should undergo clinical trials in the proposed emerging markets and commercial potential based on 5 years forecast post trial completion
• The business development process must be measurable and quantifiable with a continuous development strategy to increase success rate of each process described above
• Work orders
• Closing the business deal
• Partners creation of medical and regulatory products and services to be sold internationally except China based on market opportunities
• Analyses competition for clinical trial product in areas under jurisdiction including but not limited to pricing, market share and supply vs demand
• Persona identification
• Monitors scope of projects from inception to closure to ensure on time completion of projects as per stipulated quality and processes with focus on:

Customer Focus (External/Internal)

• Project completion status
• Existing and prospective Clients
• Networks with global CROs that require support in study startup services in the emerging markets across the globe except China
• Undertakes client interface to obtain regular feedback from stakeholders and communicates the same to the operations team for timely course correction
• Improvement of customer base, market penetration
• Identifies medical and registration services that could be sold to translate into revenue streams for the Company
• Identifies new Biotechs and new vaccines being researched
• Leverages emerging opportunities to tap new clients
• Contacts Biotechs with healthcare products and understand their requirements
• Identifies preferred sites for Clinical research and liaises with respective authorities to verify feasibility
• Competition
• Quality parameters
• Contacts, negotiates and closes deals for Celero with respect to all verticals and all markets except China
• Leads customer interface and undertakes Customer Relationship Management to increase business pipelines with respect to Clinical Research, Site Management, Regulatory Affairs in international markets except China and for Medical Affairs across the globe:
• Identifies registration opportunities globally in the emerging markets
• Marketing activities and brand perception
• Mines existing clients for expansion of portfolio
• Presents MIS at periodic intervals after collation and comparative analysis of data with respect to Clinical Research, Site Management, Regulatory Affairs in international markets except China and for Medical Affairs across the globe with focus on:
• Status of Customer Relations Management (CRM) initiatives
• Productivity indices
• Maximises client satisfaction and retention by partnering excellence in operations and delivery as per customer needs by maximising the following:

People Learning & Growth

• Leadership competencies and behavioural attributes
• Facilitates learning and development of the International BD Team in respective verticals with focus on the following:
• Understanding of the products and services of the respective business verticals
• Core marketing and selling skills
• Keeps self updated through continuous learning and critical exposure to contribute to current and future business imperatives
• Monitors performance of the Business Development Managers in different verticals, in collaboration with the respective operations heads, through goal setting, performance review and evaluation

Performs all such duties required for this role as per the changing business requirements and strategic objectives of the Organisation.

The role will report to the Chief Marketing Officer.

Requirements

Education: MBA with specialisation in Marketing. Graduate/ Post Graduate in Pharmacy would be an added advantage.

Experience: 10-12 years of experience in Business Development with at least 5 years’ experience in managing teams is required. Prior experience of handling Business Development in a reputable pharmaceutical organisation or clinical research organisation will be an added advantage. The role will need to be based in the US.

Functional Competencies:

• Domain knowledge of Pharmacovigilance
• Interpersonal effectiveness
• Understanding of good Clinical practice
• Analytical skills
• Negotiation skills Customer orientation
• Communication skills

Leadership Competencies:

• Strives for Execution Excellence
• Demonstrates Strategic Orientation
• Entrepreneurial
• Demonstrates Customer Focus
• Collaborative
• Accountable