Director, Business Development

Summary

Join PSI CRO as a Director of Business Development in the Northeastern United States. This role involves actively prospecting and developing new business opportunities, cultivating strong client relationships, and leading the entire sales process. You will analyze opportunities, develop business plans, and collaborate with internal teams to ensure successful project delivery. Responsibilities include managing client relationships, addressing concerns, and monitoring customer satisfaction. The ideal candidate possesses a university degree in health sciences or equivalent experience, along with 3-5 years of business development experience in the CRO sales arena.

Requirements

• University degree in health sciences or an equivalent combination of education, training & experience
• Demonstrable competency in sales or business development preferably for a Contract Research Organization or company providing services to the healthcare industry
• 3 - 5 years of business development experience in the CRO sales arena
• Working proficiency with Salesforce
• Strong communication, collaboration, problem solving, and time management skills
• Capable and willing to travel

Responsibilities

• Actively prospect and leverage potential new business opportunities within specified Customer/Accounts
• Cultivate strong, long-term relationships with key decision-makers within the Account and develop deep knowledge of the Customer/Account organization
• Analyze potential opportunities and develop detailed business plans and sales strategies for each Customer/Account
• Identify and respond to Customer/Account needs in order to define potential PSI opportunities. Ensure appropriate strategy/solution is proposed to Customer/Account
• Work with Operations to identify sales team and prepare presentation. Educate team participants in Customer/Account culture, operational needs/methods and sales techniques needed to close the sale
• Lead the entire sales process, including identifying the appropriate team for pitch and preparing and leading the sales presentation
• Coordinate with the Proposal Development Group to develop proposal and Operations to finalize strategy and pricing
• Handle follow-up related to the sales and facilitate completion of contractual documents
• Ensure appropriate hand-off to project team by transferring knowledge on Customer/Account needs and expectations
• Share Customer/Account strategies and sales plans with Project Directors/Managers
• Coordinate with Project Managers/Directors and Operations to escalate and quickly address Customer/Account issues/concerns
• Seek input from Project Managers/Directors to proactively address Change in Scope, new opportunities or customer dissatisfaction
• Work with Project Manager/Director and Operations to ensure Changes in Scope (CIS’s) are appropriately negotiated with the Customer/Account
• Maintain high visibility within Customer/Account organization
• Monitor Customer satisfaction through regular formal and informal surveys
• Coordinate with Project Managers/Directors to ensure Customer/Account needs are being met and address concerns/issues in a timely manner
• Review proposals and analyzes requests for proposals and protocols
• Attend industry events, set up meetings at events, and perform follow-up with potential clients
• Act as a liaison between clients and Operations on an as needed basis