Vice President of Business Development

Due to our continued growth, we are hiring for a Vice President of Business Development at M3 Wake Research, an M3 company. This position is remote and open to applicants located anywhere in the US.

The VP of BD will report to the M3 Wake Research Chief Business Officer (CBO) and play a critical, revenue generating role in leading our efforts in obtaining clinical research organization (CRO) and pharmaceutical sponsor clients. As a part of a dynamic leadership team consisting of Clinical Operations, Clinical Affairs (PI Management), Quality, Marketing (patient enrollment), Regulatory, HR, and Finance, the VP of BD will collaborate, drive innovation, and deliver excellence. The VP of BD will take the lead on representing our sites, PIs, and the network in the best way possible and maximize the revenue opportunities for the site network.

The position will lead a team of Business Development professionals, establish sales processes, and develop an agile approach to generate new accounts. S/he will also expand business opportunities at existing accounts with the objective of establishing long term, mutually beneficial business partnerships. The ideal candidate will be able to develop and execute sales strategies that grow our client base, enhance our market presence, and maximize the revenue potential and profitability of a multi-location clinical trial site network.

Essential Duties and Responsibilities:

• Work closely with CEO and CBO to develop and implement comprehensive data-driven sales strategies to attract new studies to the sites across the M3 Wake Research network.
• Find opportunities to penetrate high revenue pharmaceutical, biotech, and clinical research organizations (CROs) and establish strategic relationships resulting in increased number of studies and site work volume.
• Maintain and expand partnerships with existing clients, ensuring their needs are met and exploring unique opportunities for further collaboration. Evaluate key account performance and lead client presentations for all key accounts. Advance the client relationships to preferred partner status.
• Participate in study proposal scope development and proactively manage proposal and feasibility process.
• Conduct market analysis to identify industry trends, opportunities for growth, and competitive intelligence, adjusting strategies accordingly.
• Represent the company at industry conferences, workshops, and networking events to promote our brand, our clinical operations, and forge new relationships with prospective partners.
• Collaborate and interface with heads of functional and clinical departments to ensure the timely feasibility review, start-up, management and completion of clinical trials, as well as PI relationships to maximize the study wins for the network.
• Collaborate with marketing to develop targeted campaigns that highlight our unique PI specialty expertise, service offering, and quality individual site opportunities.
• Prepare sales forecasts, opportunity metrics, and accurate pipeline and activity reports and present performance metrics to senior management as required.
• Participate in annual budgeting activities, working with CEO and CBO to develop an annual business plan, revenue goals, and organizational KPI’s for overall performance and individual accounts.
• Mentor and manage a team of sales professionals, setting objectives, reviewing performance, and fostering career development.
• Meet and exceed quarterly sales objectives as set by the organization.
• Perform any other duties and manage strategic development projects as assigned by the CBO and CEO.

Supervisory Responsibility:

• Supervise team, by establishing appropriate KPIs for each individual and delivering business development solutions tailored to the sales goals of our organization.
• Recruit and hire Business development associates.
• Maintain frequent, productive, KPI driven individual meetings with direct reports to set goals, evaluate results, train, and coach for performance.
• Establish account and territory allocations.
• Perform ongoing, Mid-year and End-of-year reviews and evaluations.

Travel:

• Extensive travel is required for the role to meet with sponsors and clients as needed.
• Extensive travel to the existing sites, conferences, sponsor events and potential site M&A opportunities. Attend conferences, sponsor meetings and industry events to represent M3 Wake research and expand relationships.

Requirements

Education Required:

• BA or BS in Business, Marketing, or Life Science or equivalent combination of education and experience. (MBA preferred)

Experience:

• 7-10 years of relevant sales experience in clinical research site network.
• Sales experience offering multi-site study opportunities to CRO’s and directly to the life sciences biotech, pharmaceutical sectors with direct interaction with mid-level and executive level decision makers.
• Existing relationships with key decision makers and buyers at CRO and pharmaceutical sponsors.
• Advanced clinical research industry knowledge in a variety of study indications.
• Demonstrated ability to acquire, grow and retain client base, track records of hitting sales targets.
• Experiences in hiring, training and managing sales teams.
• Expert knowledge about how to run efficient feasibility process with multiple sites.
• Ability to manage difficult client and/or financial situations.
• Proficient in using CRM systems (preferably Salesforce.com).
• Effective at working remotely and autonomously.

Key Competencies, Skills, Knowledge and Abilities:

• Direct knowledge regarding development and regulations of drugs, devices, and biologicals.
• Solid teamwork, organizational, interpersonal, attention to detail, and problem-solving skills.
• Strong written and verbal communication skills.
• Demonstrated interpersonal skills - effective listener with ability to engage with individuals at various levels within organization.
• An ability to consume, absorb, and analyze large amounts of information.
• Ability to multi-task, work under time constraints, work independently and cooperatively with interdisciplinary teams.
• Exceptional time management and ability to multitask.
• Exhibit commitment to excellence and results by recommending and implementing process improvements.
• The candidate must have well-developed analytical and problem-solving skills with heavy reliance on metrics and data analysis.
• Proven ability to boost team efficiency, while supporting rapidly shifting business demands.
• Ability to positively adapt to change in a highly dynamic work environment and learn new processes.