Business Development Executive
Location: This position is based out of the RTP, NC office or home-based.
Cenduit, LLC, a joint-venture between Quintiles and Fisher Clinical Services, is looking for a Business Development Executive. This is a rare opportunity to join a sales team in the early stages and be part of the company’s exciting future! Cenduit was founded in May 2007 and emerges from a robust tradition of clinical development and clinical supply chain expertise from two world leaders. Cenduit provides clients with state-of-the-art Interactive Response Technology (IRT) to gather, analyze, and integrate data from clinical trials faster and more efficiently than ever before. This position reports to the Global Head of Sales and Marketing.
Purpose:
This position will identify and grow new business opportunities and customers to increase the number of clinical studies using Cenduit’s services. This role will also work to develop and manage Cenduit’s relationship with our parent sales organisations.
Primary Responsibilities:
· Account development and planning – analyze industry and clients’ clinical trial pipelines to assess potential business opportunities for IRT services.
· Gain knowledge of the outsourcing strategy of assigned clients and develop short, medium, and long term strategies that maximise opportunities to provide clients with Cenduit’s services.
· Responsible for leading the process of winning new business; this may include leadership at the bid defence meeting, pricing negotiation, contracts management, etc.
· Accountable for meeting new business targets.
· In conjunction with Project Management, Proposals, and other Cenduit resources; assess clinical protocols and other client supplied study specifications and information to help design solutions that meet clients’ requirements.
· Provide on-time, high quality quotes that present the optimum clinical solution for the client while maximising the financial return to Cenduit
· Partner with Contracts Manager to support contractual processes, including Confidentiality agreements, service agreements, pricing agreements, etc.
· Responsible for the resolution of commercial issues / negotiations.
· Provide account status reports on a local or global basis as appropriate
· Attend industry conferences; this includes identifying the most appropriate events taking place in the relevant geography and coordination of activities to represent Cenduit at such events. This may also include taking up speaking engagements.
· Other tasks / duties that may be required in order to perform the role.
Skills/Competencies:
· Documentable success record of Sales prospecting, lead generation, opportunity qualification, proposal development and closing.
· Self-motivation
· Strong verbal, written and interpersonal communication skills
· Excellent presentation skills to internal and external audiences
· Effective influencing and negotiating skills
· Strong sense of customer focus and customer awareness
· Analytical skills and ability to forecast and measure success
· Teamwork, especially in a matrix management organisation.
· Ability to influence across functions and sites.
· Proven networking skills – must be able to network internally across all functions and externally with client organisations and other service providers.
· Must be able to influence and be credible at a senior level within Cenduit and client organisations.
· Ability to understand clients’ requirements and articulate and devise the most appropriate solutions
· Strong computer skills, including knowledge of MS office applications
Education Experience:
· Bachelor's degree in business, sciences, technology or related field.
· 5+ years of solution sales and business development experience.
· 3+ years selling services in the Pharmaceutical/BioPharma/CRO industry is required.
· Experience with Interactive Response Technology (IRT, IVRS, IWRS) or Electronic Data Capture solutions is a plus.
· Knowledge of the clinical trials supply chain desirable.
· Marketing qualifications a plus.
Travel Required up to 50%