The Vice President of Business Development leads the Company’s initiatives related to the development and maintenance of relationships with pharmaceutical/biotechnology company clients. Leadership is demonstrated by the Vice President’s ability to develop Company-wide sales plans, and integrate these with the service, revenue, profitability, and growth objectives of the CEO and Board.  

The Vice President of Business Development will ensure that client relationships are developed and maintained by (a) calling on clients and prospective clients on a regular basis, (b) engaging in direct, face-to-face contact with client companies on a regular basis, (c) soliciting and responding to requests for proposals (RFPs), (d) identifying new contract opportunities, and (e) closing sales for new business in the areas of clinical trials site services, data management, subject recruitment, or other related areas.     

The Vice President of Business development oversees an active database of client contacts, distributes literature to clients and prospective clients, develops and manages advertising and marketing related to clinical trials business, and develops and manages trade show activity and other exhibits related to clinical trials business.

The Vice President of Business Development supervises and trains business development staff and marketing staff, providing leadership and guidance to employees in the service of achieving the Company’s mission and performance objectives. 

REPONSIBILITIES:

The tasks performed by the Vice President of Business Development include but are not limited to the following:

• Develop and implement sales and marketing plans that achieve the Company’s service, revenue, profitability, and growth objectives. 
• Develop and maintain relationships between the Company and pharmaceutical and biotech clients who outsource clinical trials activity. 
• Build a network of new and prospective clients in order to support immediate revenue goals and provide a “backlog” of future business. 
• Develop and maintain a database of clients and prospects that includes important client information and documentation of the Company’s interaction with clients and prospects. 
• Supervise and train business development and marketing personnel. 
• Provide assessments and evaluations of all subordinate business development and marketing personnel. 
• Contact clients by telephone, making contact with current and prospective clients at least once per month. 
• Engage in direct, face-to-face contact with client companies. Visit a minimum of 10 – 15 client companies per month. 
• Engage in direct (face-to-face) and telephone contact with client company representatives on site. Assess project performance, and assist with the resolution of problems or other issues that bear upon the Company’s relationships with clients. 
• Describe Clinilabs and its services, distribute literature to clients and prospective clients, and develop opportunities to meet at clients’ offices, at the Company’s offices, or at trade shows or scientific meetings. 
• Thoughtfully determine clients’ needs, assess compatibility between clients’ needs and Company capabilities, identify appropriate projects/contracts for which the Company can provide service, negotiate projects, close sales. 
• Direct and lead the Company’s responses to RFPs, including the development of content and budgets. 
• Direct and lead bid defense meetings with clients. 
• Contribute to the Company’s mission to deliver high quality patient care and clinical trials services. 
• Issue written and detailed “call reports” on a weekly basis that include contact information as well as the content of each contact. Enter data into corporate database. 
• Assume full responsibility for the operations of regional offices when the VP of Business Development is the highest ranking manager in the region.   
• Other duties as required or assigned. 

• A minimum of a Bachelor’s degree in business or science is required. Advanced degrees are preferred. Those with Masters of Business Administration (MBA) are preferred. 
• A minimum of five years of experience as a Senior Director or Vice President of Business Development or Sales in a mid-sized or large contract research organization (CRO) with revenues in excess of $25 million. 
• Documentation of personal sales achievements >$20 million per year, ideally with substantial experience selling Phase 1 – 3 clinical trial services, data management services, project management services, cardiac safety studies, subject recruitment services, or information technology services related to clinical trials. 
• Experience in the formulation of sales and marketing plans, and the implementation or execution of same. 
• Experience in responding to requests for proposals (RFPs), including the development of content and budget, as well as bid defense. 
• High standards of personal performance 
• Commitments to honesty, integrity, and fairness. 
• Ability to motivate teams and drive people to exceptional performance    
• Knowledge of contracting, negotiating, and change management. 
• Knowledge of communications and public relations principles and practices. 
• Ability to develop and deliver compelling presentations. 
• Excellent professional speaking, writing, and interpersonal skills. 
• Ability to communicate and interact with officials at all levels of our own or client companies. 
• Willingness to work long hours, assume a flexible work schedule, and travel.