Associate Director, Business Development (Quincy, MA)
- Job Title
- Associate Director, Business Development (Quincy, MA)
- Job ID
- 27691975
- Location
- Quincy, MA 02171
- Other Location
- Description
-
JOB SUMMARY
The Associate Director of Business Development has key responsibilities within three critical workflows within the Network department to drive qualified study opportunities to Network site clients: Study lead prospecting, Study opportunity/trial management, and Study opportunity conversion.
This role oversees a strategic territory of pharmaceutical & contract research organization (CRO) companies and is responsible for conducting study outreach to bring in new study opportunities for Network site clients. The goal of the study outreach process is to identify new study leads and successfully converting said study leads to opportunities for the site Network clients.
RESPONSIBILITES
Outreach duties include:- Perform outreach, develops, and maintains relationships to cultivate new study opportunities from an established territory of small to large sponsor companies and CRO companies
- Manage, nurture, and convert study leads into study opportunities through following Company's prospecting workflows and other study lead outreach drivers
- Identify strong potential prospects using initiative and creativity, to generate outbound lead opportunities
- Assess and analyze a prospects current process and requirements to effectively conduct outreach and increase success of converting leads to opportunities
- Provide engaging and articulate information about value proposition to potential sponsors/CROs
- Builds and maintains relationships with several small to large sponsor companies and CROs through continual and relevant communications
- Key client facing contact that will attend pharmaceutical conferences with the goal of landing new business and exposure for the company
- Learn to manage the clinical trial Study Lead (BD) process to effectively convert the “lead” into an “opportunity” throughout the sales cycle
- Management of designated sponsor/CRO partnerships which includes management of an established workflow to maximize our relationship, generate a significant number of studies, connect the right sites to those studies and mitigate any problems or issues
- Meet personal BD targets and effectively contribute to monthly and quarterly BD study goals
- Daily use of Salesforce for business development and relationship management tracking and ensuring all Salesforce records are kept updated and standardized processes are followed
Communication:- Collaborates with Trial Placement Team, Solution Sales Reps and other Associate Directors to identify specific needs of any site clients, and conduct targeted research and outreach to meet those needs (Examples include Phase I, specific therapeutic areas, etc.)
- Collaborates with the Trial Placement team to communicate what is needed to best “sell” struggling sites (code yellow/code red) to sponsors/CRO contacts on project managed studies, with the goal of securing site awards for these sites
- Basic understanding of clinical protocols and demonstrates an active effort to learn by asking peers and/or supervisors
- Asks appropriate questions while on the phone with pharmaceutical companies and CROs regarding specific clinical trial opportunities in order to present adequate information to site clients
- Answers sponsor and CRO contact inquiries in a timely manner
- With the guidance of senior team members, proactively work with other business development colleagues to provide guidance to establish stronger strategies for getting the maximum number of awards for network sites
- Complete tasks in Salesforce for all sponsor-facing activities, including calls, emails, etc.
- Identification of processes and systems that can be refined to be more efficient and proposition of changes to resolve those inefficiencies
- Maintains high level of personalization of all outgoing emails to pharmaceutical/CRO contacts
KNOWLEDGE SKILLS AND ABILITIES REQUIRED- The formal required education and experience for this operation role varies based on level of experience. However, the following are preferred: Bachelor’s degree in Business, Healthcare, Management, Industrial Technology, or related fields
- A minimum of 3 years professional experience in relationship management and/or business development. Clinical research industry experience is a plus
- Sales-centric: you are passionate about sales and know how to pitch and sell any product to anyone
- Experience in managing multi-channel sales activities and ability to thrive within a fast-paced and dynamic company
- Ability to build relationships and to communicate to senior management level
- Ability to influence and maintain effective working relationships with coworkers, managers, clients, and customers
- Highly organized, with a sharp focus on deadlines
- Team-minded with a willingness to jump in when needed no matter the level of the task
- Personnel management experience preferred
- Experience with Salesforce or other similar CRM strongly preferred
- Excellent written and verbal communication skills required
WORKING CONDITIONS
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, and photocopiers.
Some flexibility in hours is allowed, but the employee must be available during the “core” work hours of 9:30 a.m. to 3:30 p.m. and must work 37.5 hours each week to maintain full-time status. Occasional evening and weekend work may be required as job duties demand.
Travel: Minimal
The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel. More in-depth information can be found in SOP's, working guidelines, policies, etc.
Elligo is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Elligo are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Elligo will not tolerate discrimination or harassment based on any of these characteristics. In addition, Elligo will provide reasonable accommodations for qualified individuals with disabilities
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“I am super passionate about what we are doing at Elligo and feel so fortunate to be a part of it! I haven’t been this excited about a job in years!”
“Having been involved in clinical research for over 10 years, I have found the Elligo model to be truly innovative. From top to bottom, the Elligo team is made up of professionals who use their experience and knowledge to positively affect the need to bring healthcare and clinical research together.”
“Elligo is at the forefront of innovation in the clinical research industry. It’s rewarding to work among such highly motivated and distinguished leaders and visionaries. I start work each day feeling valued and end each day excited to be part of Elligo’s influence on changing the clinical research industry.”
“Working at Elligo has been a very unique experience. I love the fact that I’m surrounded by colleagues who help me learn something new every day. I value their experience and genuinely enjoy the work and projects we are involved with. I love coming to work every day!”