Director Business Development Translational Services

at  Perceptive

KEY ACCOUNTABILITIES:

• Identifies, qualifies, and secures new business opportunities.
• Screens potential business deals by analyzing market strategies, deal
  requirements, potential, and financials; evaluating options; resolving internal

priorities.

• Builds business relationships with current and potential clients – ultimately “Be a

Champion for our Sponsors”

• Foster relationship and nurture meaningful personal connections with sponsor

network

• Creates informative presentations, presenting and delivering information to

potential clients at client meetings, industry exhibits, trade shows, and

conferences

• Ensure project scope and timelines are well understood internally
• Initiate the internal RFI, RFP, SOW process and see through to completion
• Own capabilities presentations and bid defences
• Responsible for closing new business deals by coordinating proposal

development and delivery; developing and negotiating contracts; integrating

contract requirements with business operations.

• Maintains database (iCRO, Salesforce) of existing and prospective client

information and communications.

• Collaborates with sales and leadership from various in-house business units to

maximize product offering and to secure, retain, and grow accounts.

• Develops negotiating strategies and positions by studying integration of new

venture with company strategies and operations; examining risks and potentials;

estimating partners’ needs and goals.

• Identifies trendsetter ideas by researching industry and related events,

publications and announcements.

• Updates job knowledge by participating in educational opportunities; reading

professional publications; maintaining personal networks; participating in

professional organizations.

• Ability to travel overnight 25-50% for customer contact; medical conferences,

trade shows.

KNOWLEDGE AND EXPERIENCE:

• Knowledge of the sales process from initiation to close, including lead generation and prospect management.
• B2B sales experience, preferably in the clinical research services market.
• Ability to work independently and as an active member of a team.
• Be persuasive and goal-oriented; self-motivated and self-directed.
• Ability to multitask and manage time efficiently.
• Ability to gain a full-bodied and in-depth understanding of company services and

its position within the industry.

• Excellent written and verbal communication skills; able to demonstrate patience

and enthusiasm while communicating with potential clients.

• Ability to communicate with C-Level Executives professionally and confidently.
• Ability to work accurately and to meet competing deadlines.
• Proficiency in MS Office (Outlook, Word, Excel, PowerPoint) and the ability to gain

proficiency on iCRO HubSpot, LinkedIn Sales Navigator and other software and
systems/tools utilized in this sales process.

(Focus on Translational Research Studies in London and New Haven)

• Collaborating with colleagues in Discovery to understand what assets are

translating in both the CNS and RLT markets
- Strong communication with the late phase core lab BD team to ensure cross-

selling across business units

• Understanding the CNS landscape and key strengths of both of Discovery’s early

phase clinics

• Understanding of GMP chemistry landscape and supporting network

(precursor/reference supply)

• Ability to work collaboratively with SMEs and Clinic Ops and Contracts and

Proposals to ensure seamless contracting and startup of studies

• Effectively track and monitor opportunities, by managing the various internal

and external stakeholders (pharma, academics, phase 1 units) to ensure all
parties are aligned on next steps.

QUALIFICATIONS:

• Bachelor’s degree and proficient sales experience in a relevant field

As Director, Business Development you will focus on customer acquisition for our Discovery Clinical Services Division, by locating, developing, defining, negotiating,
and closing business in early phase clinical trial services. As lead generation and
prospect management are the primary focus you will target, identify, and qualify new business opportunities with current and potential clients. This position requires interfacing with the scientific leaders of Perceptive, as well as communicating effectively with current and future customers.