Senior Director, Business Development

WCG delivers transformational solutions that accelerate clinical research and advance human health. We serve the experts, innovators, and pathfinders on the frontlines of science and medicine—empowering them to develop breakthrough therapies while ensuring the risks of progress never outweigh the value of human life. Together, we stimulate growth, maximize efficiency, and shape the future of clinical trials. 

As a senior member of the Business Development team, this position will identify, qualify and close business opportunities within the medical device, pharmaceutical and biotechnology clinical trial space. Target pre-identified accounts to help increase divisional services’ market share in the medical device, pharmaceutical, and biotechnology industries. Works closely with colleagues to ensure customer satisfaction from the RFP process through the final close-out report and acts as the account manager for each project awarded. Performance Measures include Quota Achievement, teamwork, and financial budgeting forecasts.

ESSENTIAL DUTIES/RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The accountabilities listed below are representative of the knowledge, skills, and/or ability required.

• Consistently obtain quarterly sales quotas.
• Drive commercialization strategy for designated service/product offering.
• Partner with Senior Commercial, Marketing, Operational and Product Leadership Teams to help shape pricing and products for new designated service/product offerings.
• Create and manage a business plan consistent with the overall corporate strategic plan that includes prospecting, promoting and developing key strategies for obtaining quota objectives.
• Planning over a six-month timeframe, build and maintain a qualified pipeline that is in excess of three times the monthly quota.
• Expertly present divisional service offerings and persuasively present benefits and value proposition from both a business process and ROI perspective.
• Actively participate in quarterly sales meetings, training programs, and all requested marketing activities.
• Maintain a strong understanding of the competitive landscape (solutions) and be able to describe divisional positioning.
• Maintain a strong understanding of the medical device industry.
• Coordinate necessary resources to successfully sell our services.
• Actively maintain prospect-specific sales activity and pipeline reporting.
• Develop new selling techniques as needed to stay ahead of the market
• Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here.
• Attendance and punctuality are essential functions of the position.
• Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here.

EDUCATION REQUIREMENTS:

• Bachelor’s degree required; advanced degree/MBA preferred

CERTIFICATIONS/LICENSE/REGISTRATION REQUIREMENTS:

• None

QUALIFICATIONS/EXPERIENCE:

• Minimum of eight (8) years of experience in sales; at least five (5) years of account management experience desired.
• Demonstrated extensive understanding of medical and healthcare industry marketing concepts and trends.
• Demonstrated track record of success in closed business metrics. Demonstrated track record of consistent selling success throughout career.
• Understanding of financial concepts.
• Experience with senior members of target client organizations.
• Ability to use market research and sales data to present opportunities to stakeholders; ability to quickly understand what makes commercial sense to pursue and what could potentially cost more to explore than it could ever bring in.
• An in-depth understanding of the wider market; ability to determine if new, realistic, attainable and profitable opportunities are to be proposed and developed.
• Working knowledge of healthcare regulatory requirements.
• Outstanding interpersonal and communication skills, including strong presentation development and delivery skills.
• Excellent written and verbal communication skills.
• Ability to obtain support from senior management, marketing, finance and product or service teams; Ability to coordinate with account managers and operations teams whose traditional priorities and focus lie elsewhere. 
• Strong leadership abilities.
• Ability to successfully collaborate within a team environment.
• Must be able to learn all about your business services and products; learn about your competition as well to leverage what you'll need to surpass them; conduct the necessary market analysis needed to identify the company´s current position and what competitive advantage the company has over the similar businesses in the sector
• High competency working with Microsoft Office and CRM software (Salesforce)

SUPERVISORY RESPONSIBILITIES: None

TRAVEL REQUIREMENTS:

WCG is proud to be an equal opportunity employer. Qualified applicants will receive consideration for employment based on merit and without regard to race, color, national origin or ancestry, religion or creed, sex, sexual orientation, gender expression, gender identity, age, marital status, family or parental status, disability, genetic information, citizenship, veteran status, or any other legally recognized basis or status protected by federal, state, or local law. WCG complies with the Vietnam Era Veterans' Readjustment Act and Section 503 of the Rehabilitation Act. We promote a "One WCG" culture where all are welcome, respected, valued, and empowered to make a difference every day to advance clinical research.