Associate Director, Business Development

Overview

Working with a wide variety of clients, this role mixes strategic and transactional relationships. This requires the ability and flexibility to adapt different strategies for different stakeholders – from business development with new clients through to developing solutions with more established customers. It also presents the opportunity to shape offerings that bring forth the full scope of services that Lexitas offers.

The Associate Director, BD will be responsible for developing and fostering relationships with key decision-makers at biotechnological and pharmaceutical companies to secure business opportunities for the company.

Responsibilities

• Actively identify, pursue, and secure potential new business opportunities within an assigned territory, including new and existing customer accounts
• Actively network in the industry, virtually and in person, to establish and maintain relationships and to identify potential new and expanded business opportunities
• Work with sales management and sales operations to identify, prioritize, and pursue a list of target Account opportunities within an assigned territory
• Collaborate with management in the development and implementation of an annual plan for targeted sales and marketing activities within an assigned territory
• Continuously monitor and record in the CRM system the status of contacts, leads and opportunities in the assigned territory to ensure a requisite pipeline of opportunities is maintained
• Actively pursue and achieve target sales and pipeline numbers for an assigned territory
• Coordinate with proposals and contracts teams to pursue and formalize customer engagements and lead all new business and growing business activities, internally and externally, within the assigned territory
• Provide senior management with a regular summaries of key deliverables and potential opportunities at their request and discretion
• Recommend new opportunities for organizational investment, based on information gleaned from the market during sales activities, that lead to new bookings, service improvements, and increased revenue
• Maintain and understand current industry trends and business developments that affect target markets, including independent desk research, conference attendance, and other activities when required or requested
• Represent Lexitas when requested at local, national and international meetings pertinent to public relations and future business development
• Participate in interviewing candidates and selecting personnel, as well as training said individuals, if necessary, in order to support team and organizational goals

Requirements

Education

Required: a bachelor’s degree required, and an MBA or other related advanced degree preferred.

Experience

• A minimum of 5 years of increasing business development related position responsibility experience in a Clinical Research Organization and a thorough knowledge of medical and pharmaceutical industry, terminology, and practices.
• Ophthalmology experience preferred.

Skills

• Previous experience with long cycle sales in the bio-pharm, medical device or CRO industry in addition to demonstrated track record of national/global account sales
• Established client relationships with key national and global bio-pharm decision makers History of achieving and exceeding sales quota targets
• Excellent people skills including self-motivation, enthusiasm, and sense of urgency
• Proven track record at mid and high-level contacts at national and global bio-pharm companies
• Formal sales training such as SPIN Selling, Miller Heiman Strategic Selling
• Must have exceptional writing skills and be diligent in follow-up practices
• Demonstrated ability to identify, qualify and develop sales leads and professionally presentation capabilities

• Strong facilitation and communication skills
• Detail-oriented with demonstrated organizational skills
• Strong business acumen including financial acumen

• Proven leadership, problem solving, negotiation and decision-making abilities
• Must be able to travel up to 50%

Physical Requirements

Position requires: ordinary ambulatory skills and physical coordination sufficient to move about conference or meeting locations as required; ability to stand, walk, stoop, kneel, crouch periodically for prolonged periods of time; manipulation (lift, carry, move) of light to medium weights of 10-35 pounds; arm, hand and finger dexterity, including ability to grasp and type for prolonged periods of time; visual acuity to use a keyboard, computer monitor, operate equipment, and read materials for prolonged periods of time; ability to sit, reach with hands and arms, talk, and hear for prolonged periods of time.