Manager, Business Development Job in Tempe 85281, Arizona US

 

Job Description

 

 

Department:  Corporate

Position Title:  Manager, Business Development

Reports to: Director, Business Development

Job Summary:

 

This job has two main functional areas, one is business development and the other is account management.

 

Business development responsibilities include developing and fostering business relationships with key decision-makers at biotechnological and pharmaceutical companies to secure business opportunities for the company. Participate with the business development team in the development, maintenance, and coordinated execution of a strategic business development plan for the company. Work collaboratively with the business development teams at industry partner companies to build SDC’s brand image and develop client relationships. Routinely communicate with clients.

 

Account Management responsibilities include working with Business Development, Accounting, Quality Assurance, Data Management, Biostatistics, and clients/sponsors to prepare proposals with associated pricing, master service agreements, and work orders that are responsive to client/sponsor needs.  Coordinate the status of this work internally and with the external client/sponsor as appropriate.  This work needs to be accomplished in a very timely, professional manner that indicates great attention to detail.  Upon complete execution (signature) of Work Orders, ensure that Accounting receives the original copy and that the internal departments that must execute the Work Orders are notified and familiarized with the scope of work, project budget, and deliverables. Coordinate with Accounting to ensure that all work order billing milestones are accurately documented in the Accounting system.  Review these on a weekly basis with Accounting and the operational departments.  Interface with clients/sponsors on all account matters and be familiar enough with their contractual requirements to help identify and understand customer relations issues along with related project risks and identify corrective action and risk mitigation plans as required.  Ensure Executive Management is immediately notified of any and all client/sponsor issues that are thought to be significant (e.g., service complaints, invoicing problems, etc.) along with recommendations for resolution.

 

Primary Responsibilities:

 

Business Development

 

·         Participates with management in the development and implementation of the Business Development Plan, which will include forecasting sales and activity objectives

·         Coordinating marketing efforts consistent with plan (i.e. conferences, website development, promotional material, presentations, etc.).

·         Periodically reviews annual Business Development Plan to determine where adjustments may be required

·         Plans and implements quarterly objectives of the Business Development Plan, including budgeting of time and resources, and communicates with staff, as appropriate, to achieve sales action goals and objectives

·         Develops strategies for all appropriate clients in conjunction with the business development teams of industry partner companies

·         Anticipates and identifies client challenges that may evolve from time to time and provides solutions in accord with company policies and procedures

·         Maintains records for assigned customers, such as account profiles, contracts and proposals, sales and budget and communications

·         Maintains current professional level of knowledge in Data Services and related technology to serve as a basis for providing "value added" expanded services to all appropriate clients. This includes an understanding and ability to present technical, and research data, such that the maximum benefit of the solution is clearly demonstrated to the customer

·         Participates in weekly updates to management and the business development team of new activities in the assigned territory, including urgent and important issues

·         Actively participates at professional meetings and conventions as appropriate

 

Account Management

·         Prepare, maintain, and regularly communicate a forecast for all new business to include scope of work and project/contract timing

·         Work with candidate and current clients/sponsors to understand the scope of work requirements for all new candidate projects and/or changes to current projects and prepare initial pricing and proposals that are responsive to the request

·         Review draft pricing and proposals with executive management and operational department heads – obtain approvals for release to candidate and current clients/sponsors

·         Prepare master service agreements and associated work orders and coordinate these with the clients/sponsors

·         Proactively identify and lead resolution of problems/issues that may jeopardize winning new business

·         Maintain complete cognizance of contractual requirements with clients/sponsors and help manage expectations with respect to deliverables and related schedules

·         Ensure project scope of work and deliverable requirements are well coordinated with internal staff

·         Ensure project budgets are coordinated with internal staff and help to identify and communicate contract scope creep as early as possible

·         Coordinate with Accounting and operational departments to ensure all billing milestones are identified, tracked and regularly reviewed

·         Communicate with support staff in a positive, proactive style to ensure project objectives are met

·         Appropriately discern when to involve executive management to help reconcile problems/issues with internal staff members and/or clients/sponsors

·         Ensure the quality of all supporting services and quality check deliverables to clients prior to sending

·         Support continuous improvement initiatives spearheaded by executive management and/or department heads

·         Work with Accounting to track invoices to, and payments required by, clients/sponsors per contractual billing milestones and help resolve past due accounts

·         Comply with Statistics Data Corporation’s data integrity business ethics requirements

·         Able to travel when necessary

·         Perform other duties as assigned

 

Required Skills:

·         Exceptional customer support skills

·         Excellent understanding of contracts and demonstrated ability to manage contracts

·         Ability to instill and maintain confidence in customer base

·         Excellent leadership and management abilities

·         Strong ability to motivate company personnel to meet project requirements within budget

·         Solid independent, critical thinking ability and demonstrated ability to discern multiple viewpoints

·         Familiarity with ICH Guidelines for Good Clinical Practice and Title 21 of the Code of Federal Regulations

·         Good analytical and problem solving skills to include excellent ability to identify and resolve problems early

·         Keen ability to accurately discern priorities in a resource constrained work environment

·         Solid understanding of data management and biostatistics analysis processes

·         Excellent verbal and written communication skills

·         Excellent computer skills to include strong knowledge and MS Office suite of software

 

 

Education or Equivalent Experience:

·         A bachelor’s degree, preferably in engineering, applied or life sciences or business is required.  Two years of experience in account management, contracts management, or purchasing in the clinical trial industry is preferred.  An MBA or other related advanced degree is preferred.