Job Order: 5127
Staff Representative: Tim Jadwin
Position: Executive Director - Business Development
Location: New Jersey
Company Summary:
Our client provides commercialization services for established and emerging biopharmaceutical companies.
Description:
Key Internal Influencers:
- Marketing and Strategic Planning which provides strategic direction for new business development, targeting key alliances and client prospects, and maximizing our strategic competitive advantages (SCA)
- Program VPs - networks with Teams’ VPs, especially VP/GMs to maximize focus on BD opportunities with existing clients
- Investor relations as it relates to positioning / value drivers
- Business unit Finance as it relates to growth targets, as well as the preparation, negotiation and close of client contracts
- Alignment with Talent Acquisition, HR, training, alliance management, sales force execution, commercial operations and research, and any other relevant functional areas needed to ensure that prospective client commitments are feasible
- Prospective and existing clients, partners, industry influencers
- Pivotal ’lead" role in implementation strategy and management for new business development in:
- Account planning process / implementation / management
- definition of annual quota
- determination of appropriate time allocation against immediate vs. long-term wins (prioritization)
- Account development and relationship management
- Contract negotiation / close deals in consultation with Marketing and Finance
- Client proposal and presentation process / implementation / management
- identification of client needs and competitive challenges
- assembly of the right team members for full development of the proposal and/or presentation
- utilization of standard templates / messages from Marketing
- management of timelines in preparation for, and in the aftermath of, a client proposal and/or presentation
- RFP management process: Customization of client proposals and presentations
- Contract strategy (Marketing has "lead" role)
- RFP management process: Development of standard response (Marketing has the "lead" role)
- Participates on the Marketing Board
- Primary execution responsibility in putting deals together and closing business
- Manage existing account development / cultivation / renewal process for all assigned accounts (in cooperation with the sales force)
- Manage new account development process for all qualified, assigned leads
- Direct and oversee all proposal and presentation activities (internal pitch presentation management)
- Provide organizational and operational alignment from BD strategy through tactical execution
- Execute a more systematic approach to business development, by utilizing concepts in ’deterministic’ and highly targeted portfolio analysis / planning, account ownership, funnel management, performance metrics, and closer internal strategic alliances with the program VPs
- Negotiate contracts and close deals in consultation with the VP of Marketing, Business Development and Finance
- Establish performance metrics for new account growth as well as existing account development/cultivation / renewal (annual quotas related to revenue, gross profit, etc as well as process metrics such as funnel measures.)
- Focus business expansion efforts in both existing and new contracts; achieve substantial new growth in revenue and gross profit
- Drive consistency, quality and speed in our business development activities
- Maximize resources and investments in new business development
- Drive a higher (and more predictable and consistent) success rate and cost efficiency in business prospecting process
- Drive a consistent contract strategy and apply the "best in the business" skills in contracting and closing.
- Achieve a results (performance) based business development operation. Drive more efficiency and success in funnel management.
- Technical Expertise
- Successful track record in closing business
- Strong business-to-business marketing, "close" selling and relationship management experience
- In-depth knowledge of strategic service industry
- Ability to build / sustain high-level relationships
- Pharmaceutical product / marketing / therapeutic area knowledge
- Ability to develop and implement actionable plans
- Polished negotiation skills
- Exceptional platform skills / compelling communications style
- Acute business acumen / contracting (contract management) skills
- Financial business acumen
- Ability to create and improve organizational infrastructure - process driven / metrics oriented
- Industry Knowledge
- Significant pharmaceutical industry experience
- True access/industry presence
- Competitive knowledge
- Leadership Skills Required
- Drive for results
- Individual performer / contributor / achiever
- Ability to motivate achievement through teamwork
- Customer focus
- Managing vision and purpose
- Dealing with ambiguity
- Managerial courage
- Team building / Cross functional
- Additional Leadership Skills Needed
- Clarity and consistency in communications
- Personal accountability
- Respect for the individual
- Matrix management
- High energy / passion for selling ’big ticket’ products
- 7+ years of experience
- Previous success in business development
- Team oriented / matrix management skills
- People management / team management experience
- Budget management / financial management
- MBA / Advanced degree in marketing / business (preferred)
