Eclinical Business Development Director

We are representing one of the market's most established Clinical Trials Technology providers. With industry-recognised expertise and a track record 900 trials supported in 70 countries with tech integral to enabling a successful major Covid trial with over 45,000 patients.

You will be responsible for selling eClinical services and technology within the business. This role will be assigned to several accounts within the top 50 pharma and will also be given one or two major sponsor accounts. The accounts vary from mid-market biotech and pharma to larger prospective clients. Every account has the potential to develop into a multimillion-dollar client in a relatively short period under the right strategy/execution. The role will require a mix of new business development breaking into new logos alongside growing existing relationships.

Responsibilities

● The DBD will be empowered to develop and execute the sales strategy and deliver agreed sales objectives for assigned pharma accounts.

● Build a deep understanding of drug pipeline, competition, client strategy, key personnel, decision-makers, and decision-making processes.

● Drive major business growth and deliver tailored solutions for clients to secure real partnerships.

● Conduct calls, meetings, and other engagement activities to generate opportunities and build relationships with key stakeholders.

● Manage sales processes throughout the sales cycles with timelines varying from 2-6 months upwards.

● Act as an evangelist, educating the market on the value of the leading-edge eCOA and IRT solution.

● Provide accurate sales forecasting and maintain updated sales systems. The CRM system is expected to be used and updated daily as the metrics are visible for all and are therefore critical.

● Develop the brand through conference attendance.

● Foster organization-wide relations and provide high-quality consulting on-site with clients, selling value not price.

● Lead bid-defence meetings and utilize the executive team, operations, project management, sales support, and account management functions to optimize opportunity to win.

● Actively seek business development opportunities through every client touchpoint.

● Provide creative solutions to meet client needs globally using a combination of business, technology, and scientific information.

● Collect and prepare relevant information for sales processes and presentations.

● Promote professional, service-oriented company image among customers and internally.

● Metrics used to assess and monitor performance include proposals generated, sales revenue, and client engagement (call volumes and quality, meetings attended, and contacts developed).

● Perform other assigned responsibilities as needed.

Core Profile

● Experience managing complex/sophisticated sales solutions within a clinical, medical software/device environment.

● 5 – 10 years proven track record of building new business via a structured, persistent sales process, and a honed approach to executing closing plans.

● A history of exceeding sales goals and being recognised as a ‘top performer’ and/or ‘President’s Club’ winner.

● The ability to educate clients on new and innovative solutions and manage complex, multi-faceted discovery processes.

● An evangelist who will thrive in building and executing territory development plans and hunting new business opportunities.

● A consummate professional committed to personal development and high performance.

● Able to articulate a complex and diverse value proposition and demonstrate a ‘value-based’ sales approach.

● A highly motivated team player who thrives in a culture of collaboration and individual accountability.