Associate Director, Client Solutions
Apply NowCompany: FHI Clinical, Inc.
Location: Durham, NC 27713
Description:
Summary of the Position:
The Associate Director of Client Solutions is responsible for driving sales within clinical trials Phases I-III. Works cross-functionally within FHI Clinical to represent the prospective client's needs and expectations. Is responsible for communicating both the scientific and operational benefits of FHI Clinical trial services to prospective clients.
Essential Functions:
Achieve FHI Clinical presentations, Request for Proposal (RFP) generation, and sales targets in assigned territory.
Actively prospect and generate new sales and business opportunities within assigned territory.
Lead, learn and work cross-functionally to drive the FHI Clinical bid defense process for execution of client award(s).
Cultivate strong, long-term relationships with customers and develop in-depth knowledge of the organization.
Collaborate and learn with internal FHI Clinical staff regarding the development and procurement of proposals.
Establish and maintain frequent contact with customers through focused client visits and presentations (both virtual and in-person).
Advocate within FHI Clinical on the client's behalf to resolve customer issues and maintain client satisfaction.
Actively network with biotech, pharmaceutical and academic universities, and industries to establish relationships and to identify potential opportunities for clinical trials.
Aggressively pursue awareness of competitive activities, positioning, and pricing, which includes specific reasons for awards and non-awards.
Maintain and update strict and detailed information within FHI Clinical CRM database (Salesforce.com) with appropriate sales activity data for metrics and tracking.
Perform tactical account planning, management, and execution.
Support FHI Clinical marketing initiatives when necessary (e.g., conferences, symposia attendance).
All other duties as assigned.
Knowledge, Skills, and Abilities:
Strong knowledge of the clinical research industry and pharmaceutical/biotech industries.
Expert-level knowledge and experience with business development practices and reporting guidelines.
Support and provide innovative and strategic leadership and can gain cross-functional support for major projects, improvements, or change.
Grow knowledge of concepts, practices, and procedures; the ability to apply that knowledge in varied situations.
Grow and Develop Advanced analytical skills.
Develop knowledge of project and process management.
Continue to develop a full understanding of the organizational structure, policies and practices, and the impact on own area and the entire organization.
Strong ability to build rapport with clients and other stakeholders along with excellent communication, diplomatic and negotiation skills.
Intermediate to complex level of technology aptitude.
Ability to multi-task, meet and exceed established deadlines, and accomplish detailed sales goals established by the Executive Team at FHI Clinical.
Must be able to provide accurate, expert-level advice to reach outcomes that will enable achievement of overall department and organization goals.
Position Requirements:
Education: Bachelor's degree, preferably in business or related field. A Master's Degree in Business Administration, Public Health, Social Science, or a related field would be preferred.
Preferred Job-related Experience: A minimum of three (3) years of clinical research, life sciences sales experience, or experience in pharma, biotech, and/ or contract/academic research organization.
Additional Eligibility Qualifications: This position is a performance-based role requiring a variety of behaviors and skills including reliability, high motivation, well-organized, results-oriented, customer-focused, and possess excellent interpersonal and presentation skills.
Preferences: Proven internal track record of developing and effectively implementing sales strategies, business plans, forecasts, and budgets, and achieving sales results.
Physical Expectations:
Typical office environment.
Ability to sit or stand for extended periods of time.
Ability to move 5-50 lbs.; or 2.26 - 6.8 kg.
Travel Requirements:
Willing to travel up to 60% to attend conferences, client meetings, and other business-related activities, sometimes with short notice.
Technology use:
Personal Computer, Microsoft Office (i.e., Word, Excel, PowerPoint, etc.), e-mail, social media, smartphone, Salesforce, printer, calculator, copier, cell phones, PDAs and other hand-held devices
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned with or without notice.
FHI Clinical, Inc. and its subsidiary and affiliate companies provide equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, results of genetic testing, or service in the military.
The Associate Director of Client Solutions is responsible for driving sales within clinical trials Phases I-III. Works cross-functionally within FHI Clinical to represent the prospective client's needs and expectations. Is responsible for communicating both the scientific and operational benefits of FHI Clinical trial services to prospective clients.
Essential Functions:
Achieve FHI Clinical presentations, Request for Proposal (RFP) generation, and sales targets in assigned territory.
Actively prospect and generate new sales and business opportunities within assigned territory.
Lead, learn and work cross-functionally to drive the FHI Clinical bid defense process for execution of client award(s).
Cultivate strong, long-term relationships with customers and develop in-depth knowledge of the organization.
Collaborate and learn with internal FHI Clinical staff regarding the development and procurement of proposals.
Establish and maintain frequent contact with customers through focused client visits and presentations (both virtual and in-person).
Advocate within FHI Clinical on the client's behalf to resolve customer issues and maintain client satisfaction.
Actively network with biotech, pharmaceutical and academic universities, and industries to establish relationships and to identify potential opportunities for clinical trials.
Aggressively pursue awareness of competitive activities, positioning, and pricing, which includes specific reasons for awards and non-awards.
Maintain and update strict and detailed information within FHI Clinical CRM database (Salesforce.com) with appropriate sales activity data for metrics and tracking.
Perform tactical account planning, management, and execution.
Support FHI Clinical marketing initiatives when necessary (e.g., conferences, symposia attendance).
All other duties as assigned.
Knowledge, Skills, and Abilities:
Strong knowledge of the clinical research industry and pharmaceutical/biotech industries.
Expert-level knowledge and experience with business development practices and reporting guidelines.
Support and provide innovative and strategic leadership and can gain cross-functional support for major projects, improvements, or change.
Grow knowledge of concepts, practices, and procedures; the ability to apply that knowledge in varied situations.
Grow and Develop Advanced analytical skills.
Develop knowledge of project and process management.
Continue to develop a full understanding of the organizational structure, policies and practices, and the impact on own area and the entire organization.
Strong ability to build rapport with clients and other stakeholders along with excellent communication, diplomatic and negotiation skills.
Intermediate to complex level of technology aptitude.
Ability to multi-task, meet and exceed established deadlines, and accomplish detailed sales goals established by the Executive Team at FHI Clinical.
Must be able to provide accurate, expert-level advice to reach outcomes that will enable achievement of overall department and organization goals.
Position Requirements:
Education: Bachelor's degree, preferably in business or related field. A Master's Degree in Business Administration, Public Health, Social Science, or a related field would be preferred.
Preferred Job-related Experience: A minimum of three (3) years of clinical research, life sciences sales experience, or experience in pharma, biotech, and/ or contract/academic research organization.
Additional Eligibility Qualifications: This position is a performance-based role requiring a variety of behaviors and skills including reliability, high motivation, well-organized, results-oriented, customer-focused, and possess excellent interpersonal and presentation skills.
Preferences: Proven internal track record of developing and effectively implementing sales strategies, business plans, forecasts, and budgets, and achieving sales results.
Physical Expectations:
Typical office environment.
Ability to sit or stand for extended periods of time.
Ability to move 5-50 lbs.; or 2.26 - 6.8 kg.
Travel Requirements:
Willing to travel up to 60% to attend conferences, client meetings, and other business-related activities, sometimes with short notice.
Technology use:
Personal Computer, Microsoft Office (i.e., Word, Excel, PowerPoint, etc.), e-mail, social media, smartphone, Salesforce, printer, calculator, copier, cell phones, PDAs and other hand-held devices
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned with or without notice.
FHI Clinical, Inc. and its subsidiary and affiliate companies provide equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, results of genetic testing, or service in the military.