Director/SR. Director of Business Development
Apply NowCompany: IMS Group
Location: Little Falls, NJ 07424
Description:
Job Descriptions:
Job Requirements:
- Source new client and project opportunities aligned to company value proposition.
- Research databases to identify new leads, and proactively reach out to new potential clients.
- Seek and win new work with existing clients by working with the company client cluster/account leaders to identify new opportunities.
- Support the addition/expansion of new services to existing clients working with the company client cluster/account leaders.
- Achieve assigned sales targets.
- Lead in the identification, preparation, and participation in targeted conferences and trade shows to promote actively the company services and capabilities.
- Respond in a timely manner to client and potential client inquiries and requests.
- Work strategically to cultivate long-term, trust-based relationships with new and existing clients, developing in-depth knowledge of their organization, needs/issues, and competitive landscape.
- Present and discuss the company capabilities effectively.
- Maintain increasing functional and technical knowledge of all the company services for appropriate cross-sell opportunities and expansion of services provided.
- Work strategically to cultivate long-term, trust-based relationships with new and existing clients, developing in-depth knowledge of their organization, needs/issues, and competitive landscape.
- Ensure appropriate delivery and pricing strategies, solutions, resources are proposed to address customer needs.
- Coordinate with contracts and proposals team members, and company functional leaders to develop effective and tailored requests for information (RFIs) and requests for proposals (RFPs).
- Work with operations and functional leaders/SMEs to prepare and deliver project-specific content to address client's specific questions/concerns for bid defense presentations.
- Drive completion of contractual documents coordinating with contracts and proposals team members.
- Work with the company senior commercial leaders to build, develop and continuously improve the business development function with additional performance objectives such as:
- Definition and implementation of key sales processes, procedures, templates/reusable assets, and SOPs where applicable
- Analysis, selection, and roll-out of sales systems and market intelligence tools
- Development of improved sales materials, contract templates, bid defense materials, and other sales/marketing collateral
- Implementation and maintenance of sales operational metrics, and continuous improvement in metrics performance
Job Requirements:
- Must have at least a bachelor's or master's degree in science, business or related fields
- Requires 6-10 years experience in business development or sales in the clinical research industry working for a Clinical Research Organization.
- Successful results winning business with sponsor pharmaceutical and biotechnology companies.
- Very good industry reputation with a wide customer base of contacts.
- Proven experience in leading direct and cross-functional teams to optimize performance and contributions.
- Exceptional people management skills with ability to interact successfully and communicate effectively with personnel at all levels within the organization and with client contacts.
- Exceptional written communication and presentation skills.
- Travel level specification: this position may require up to 50% business travel.