POSITION SUMMARY:
Successfully provides clinical research business solutions to clients. Achieves business goals by providing a consistent revenue pipeline which increases revenue and sustains profitability. Proactively seeks out business opportunities aligned with ProScientoâs strategic and tactical objectives in the market place. Performs duties in accordance with companyâs values, policies and procedures.
This role can be based remotely within the US, with a preference for candidates on the East Coast.
DUTIES AND RESPONSIBILITIES:
- Develops and maintains standard methodology for assessing market opportunities and directs market research identifying potential customers and new drug targets in ProScientoâs specialty areas.
- Demonstrates excellence in customer service orientation and high level understanding of business drivers.
- Maintains up to date competitive market/scientific knowledge of any relevant metabolic disease area as required.
- Identifies and presents industry and market trends for regular discussion with the executive team and relevant departments.
- Achieves annual revenue goals while managing the budget of the business development and account management departments.
- Works closely with executive team and corporate communications to support the development and improvement of competitive marketing collateral, including but not limited to electronic and print materials supporting client needs and the ProSciento brand (e.g. website, brochures, topics and timing of client-facing communications, and CRI/Metabolic Research Partner related press).
- Identifies and develops profitable business relationships with new and existing clients/sponsors. Provides a consultative role with clients, providing education and information.
- Identifies and evaluates industry specific conferences and exhibits and provides representation and branding for the organization in offsite business development endeavors.
- Establishes, nurtures, and grows client relationships at the appropriate levels.
- In collaboration with F&A (Finance & Admin), CRD (Clinical and Research & Development), CRO (Clinical Research Organization), and CRU (Clinical Research Unit) divisions, orchestrates client relations, deal negotiations, proposal presentations, contract development and execution, as well as project delivery oversight for key accounts.
- Supervises and directs the maintenance of ProScientoâs CRM database including the aggregation of business/sales performance metrics, the development of BD/sales and account management related key performance indicators (KPI), and quality and process improvements (QPI).
- Collaboratively works with assigned account manager(s) to develop overall customer account management processes and plans to maximize opportunities and generate sales activity.
- Identifies, captures, organizes, and reports on business development and business performance metrics that are relevant for the advancement and growth of the business.
- Able to travel for extended periods (1-2 weeks).Â
Supervisory Responsibilities:
Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
JOB REQUIREMENTS / QUALIFICATIONS/EDUCATION
The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and Experience:
Bachelorâs degree in business, management, life science, or related field and at least 3 years of related experience; or equivalent combination of education, training, and experience.
KNOWLEDGE, SKILLS, AND COMPETENCIES REQUIREDCompetencies:
- Dealing with Ambiguity: Can effectively cope with change; can shift gears comfortably; can decide and act without having the total picture; isnât upset when things are up in the air; doesnât have to finish things before moving on; can comfortably handle risk and uncertainty.
- Conflict Management: Steps up to conflicts, seeing them as opportunities; reads situations quickly; good at focused listening; can hammer out tough agreements and settle disputes equitably; can find common ground and get cooperation with minimum noise.
- Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets firsthand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
- Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
- Priority Setting: Spends his/her time and the time of others on whatâs important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.
- Managing Through Systems: Can design practices, processes, and procedures which allow managing from a distance; is comfortable letting things manage themselves without intervening; can make things work through others without being there; can impact people and results remotely.
Language Ability:
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format.
Math Ability:
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills:
To perform this job successfully, an individual should have knowledge of the current MS Office Suite of programs (including Word, PowerPoint, Excel, and Visio), Salesforce, document management and sharing software (e.g. Ensur, SharePoint), and database software.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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While performing the duties of this job, the employee is occasionally exposed to wet or humid conditions (non-weather) and outdoor weather conditions. The noise level in the work environment is usually moderate.
