Director, Business Development

Job Summary

The Director of Business Development is responsible for rapidly responding to inquiries and leads, and generating new client business with prospective accounts operating in the assigned area where clinical operations, research and development, procurement/out-sourcing, and other key teams drive decisions for the outsourcing of eClinical applications (EDC, eCOA, RTSM, eConsent, CTMS, etc) for clinical trials. This role is expected to coordinate interaction with Medrio's customer-facing teams to drive revenue growth and stronger collaborative partnerships. Ideal candidates should have experience selling at executive levels, clinical operations, outsourcing, and data management, and can demonstrate skill with scientific solutions-based selling, clinical trial management knowledge, marketing resources, and leveraging and negotiating the value proposition which may include innovative contract strategy and rebating. When negotiating, this individual will demonstrate strong financial stewardship for the company. Additionally, this individual will be involved in high level, cross functional decisions working with Account Management, Marketing, Customer Success, Finance, Contracting, and other internal departments.

The BD is expected to be a subject matter expert in the clinical trials market landscape, including their accounts; and when necessary, coordinate and/ or interact with Medrio’s global Business Development team members to maximize the growth of account partnerships and sales revenue. Additionally, internal coordination with team members in Customer Success, Solutions Consulting, Customer Success, Product Management, Subject Matter Experts and other internal teams is required to exceed client expectations in all areas, resulting in achievement of the objectives of this position.

Essential Duties and Responsibilities

• Achieving the sales revenue goals established for the area of coverage under his/ her responsibility.
• Entering and updating all prospective client activity information (to include: appointments, email communications, opportunities, and other relevant activities) into the Medrio standard CRM tool (Salesforce.com) on a frequent and consistent basis (daily).
• Coordinating and managing the development and delivery of proposals delivered to targeted accounts.
• Develop and maintain relationships with accounts including C suite, executive, and mid-level decision makers to ensure optimal ROI on time and expenses invested (including a high level of executive presence).
• Ability to implement a superior level of written and verbal communication skills including; emails, PowerPoint presentations, and Excel capabilities that can be directly communicated to the targeted client contacts and senior leaders at Medrio.
• Effective use of persuasion and influence in communication skills
• Ability to demonstrate conflict management in all situations.
• Demonstrated high degree of financial acumen - ability to create and leverage internal and customer perspective financial analyses to achieve profitable access.
• Demonstration of High degree of Emotional Intelligence.
• Ability to work in a dynamic, fast paced environment utilizing decision making skills to interpret the business quickly to improve business performance.
• Global contracting skills, start to finish, demonstrating corporate financial stewardship.
• Effective utilization of negotiation theories and principles to achieve a profitable outcome.
• Contract strategy development and decision making. Ability to track the ROI on all contracts and contract optimization.
• Demonstrate an in-depth understanding of the Clinical Trials market landscape, customers, regulatory requirements and trends. Effectively communicate this knowledge