Executive Director, Business Development - CRO Services

UBC is a pharmaceutical support industry leader devoted to empowering health solutions for a better tomorrow. The Executive Director of Business Development will develop long-range strategic plans to sustain business growth, manage key accounts, and establish relationships with senior levels within customer organizations.

Responsibilities:

• Identify new sales opportunities for Clinical, Pharmacovigilance and REMS service lines within UBC through active prospecting, networking and leading specific marketing campaigns against target clients
• Manage a territory of key accounts assigned to you
• Attend trade shows, as needed, to drive client activity and marketing opportunities
• Oversee new and existing client opportunities
• Maintain and expand the opportunity pipeline to achieve growth objectives
• Manage expectations of client requests and UBC deliverables
• Provide strategic insight and create tactical plans for new business opportunities
• Submit and manage the distribution of new business opportunities through pre-defined business development and proposal processes
• Engage in, support, and create presentations for the Bid Defense development process
• Manage multiple deliverables at various stages of the selling process
• Work with the UBC Sales Management on brand-building, product development, and commercial plans
• Monitor market developments/trends
• Initiate, recommend, and implement measures to enhance the business development & acquisition process as a whole
• Other duties as required by management
• Travel: Approximately 50%

Requirements:

• BA/BS degree in a related field, MBA, or other business/management training
• 8-10 years prior late-stage or related clinical/safety experience
• Experience with alliance management for the overall strategy of account partnerships, governance, account health, and business growth
• Established business relationships where credible sales performance can be leveraged by UBC to drive deep access to strategic and newer assigned accounts
• Demonstrated performance in large/medium/small accounts, equally
• Strong understanding of clinical and late-stage development environment
• Understanding of key tenants of drug development and peri approval services, including Phase II, III, IIIb, IV and various program types in the development and late-stage environment
• Understanding of how the more recent focus on real-world data, and, how drives a client's evidence development approach – to enable the sales leader to adequately anticipate and position key UBC services
• Strong knowledge of key functions involved in the sales positioning, proposal positioning, and strategy associated with being responsible for selling full-service and functional services across clinical, peri- & post-approval services
• Above average understanding of risk management, EU risk management, and REMS
• Ability to seek out specialty products, high touch, rare disease, and position for – these needs, including the demand for ongoing post authorization safety requirements, and REMS and risk management initiatives
• Strong understanding of the budgets and labor that are assembled to support the pricing and positioning of UBC services
• An active contributor who can support UBC's centralized proposal, pricing, and contract function and has a clear point of view of the selling needs for the program, their client, and the market they are competing within
• Product Knowledge: Must know what the following services are, basic tenants of the project type, how and why they are run by pharma, and, how to differentiate: (Phase II, III, IIIb, IV, Registry, Chart Review, Expanded Access Program, Named Patient Program, Pragmatic Studies, Hybrid Studies, Retrospective Chart Reviews, Database Epidemiology, Safety Case Processing, Safety Literature Review, Benefit-Risk Assessments, REMS, Knowledge Attitude and Behavior Surveys, Patient Recruitment, Physician Recruitment, and more
• Strong Communication Skills: Ability to influence internal and external stakeholders
• Teamwork: Ability to lead through sales process, pricing, staffing, technology discussions and more to drive a successful document and sales positioning
• Time Management: Proven ability to manage projects against deadlines
• Business Acumen: Experience developing relationships and industry networking
• Problem-Solving Skills: Ability to use proper judgment to plan and accomplish goals with limited supervision