Director, Business Development

CATO SMS and Pharm-Olam, LLC have merged to form Allucent!

Allucent is a full-service contract research and development organization with international resources dedicated to helping pharmaceutical and biotechnology companies efficiently and expeditiously navigate the regulatory approval process in order to bring new drugs, biologics, and medical devices to the people who need them. Allucent is a non-laboratory environment.

The Business Development Director (BDD) is responsible for sales and acquisition within assigned geographical regions to achieve annual sales targets. The BDD coordinates and drives business opportunities for Allucent along the entire sales cycle from lead identification through contract execution. The BDD is a member of the Business Development staff.

Responsibilities:

• Support Leadership by contributing to the identification, development and implementation of the business strategy for BD
• Achieve or exceed annual sales targets to drive our company sales goals
• Proactively identify, qualify and develop both new and existing clients and business opportunities in assigned territories
• Coordinate and drive business opportunities along the sales cycle from lead generation, CDA, RFI/RFP, bid defense, award, through contract execution
• Ensure and maintain deep understanding of the market including competitors, clients/leads, industry trends to appropriately sell our services
• Maintain frequent personal contact and outreaches with leads and clients via email, calls, meetings, visits, meetings at conferences
• Build and foster relationships with key decision-makers of new and existing clients
• Obtain in-depth understanding of the client’s organization to match and leverage (changing) client’s needs with our services to gain RFPs
• Proactively seek ways to build sales pipeline and grow our company’s client base focused on small and emerging biopharma
• Coordinate, drive and host client meetings and bid pursuits
• Provide guidance and insights of client needs, wishes and expectations to appropriate leadership, Proposals and Contracts (PAC), Legal teams to ensure winning proposal/bid strategies
• Support preparation of proposals
• Responsible for contract negotiations and closing of sales
• Follow-up lost proposals and bid defenses to gain competitive feedback and areas of improvement for CATO SMS, both external/internal
• Maintain day-to-day sales administration activities in a detailed and timely manner in our Customer Relationship Management (CRM) system Salesforce
• Demonstrate a strong work ethic and represent CATO SMS with high integrity, ethics, honesty, loyalty, and professionalism at all times.
• Maintain high professional standards in the communication with clients to build and maintain a good CATO SMS reputation
• Adequately transfer to operational departments upon (verbal) award and signed contracts as per BD Handoff
• Collaborate and ensure open communication with operational departments to match clients’ needs and demands with internal CATO SMS capabilities and offers for change orders and new opportunities
• Report sales activities to Manager

Requirements

• Bachelor’s or Master’s degree in life sciences or business
• Minimum of 5-7 years of demonstrated successful BD experience selling contract clinical research services in the pharmaceutical and biotech industries
• Proven track record in consistently achieving or exceeding annual sales targets
• • Ability to identify client needs and new business opportunities
  • Strong communication and networking capabilities
  • Strong presentation skills
  • Excellent organizational and financial skills
  • Excellent negotiation skills
  • Strong written and verbal communication skills including good command of English language and applicable additional languages for assigned territories
  • Ability to build a productive territory and qualitative pipeline
  • Strong prospecting and nurturing skills
  • Professional presence, outgoing and client focused
  • Effective at problem solving, strategic thinking and conflict resolution
  • Ability to work in a fast-paced challenging environment of a growing company
  • Administrative proficiency
  • Proficiency with various computer applications such as Word, Excel, and PowerPoint
  • Ability to use the CRM system Salesforce
  • Good knowledge of GxP
  • Understanding of GDPR/HIPAA and applicable (local) regulatory requirements