Director, Business Development & Client Servi

Director of Business Development and Client Services – Drug Safety, Toxicology, and DMPK

Southern CA 

Title: Director of Business Development and Client Services – Drug Safety, Toxicology, and DMPK

Location: Home based (WFH) in Southern CA (San Diego) market area, with sales activity covering southern CA plus selected states in southwestern USA.

Reports to: Vice President, Business Development

Compensation & Benefits: Competitive, includes base salary plus performance-based incentive compensation

Company

Frontage Laboratories Inc. is an award winning, publicly listed, full-service CRO/Contract Research Organization operating over 25 state-of-the-art laboratories across the US, Canada, and China, growing significant YoY growth. Our core competencies include pre-clinical, drug metabolism, pharmacokinetics/ pharmacodynamics (PK/PD), safety and toxicology, bioanalytical services, chemistry and manufacturing controls for drug development, and core laboratory services for clinical trials.

 Position Summary

The Director of Business Development supports Safety & Toxicology Services business and provides support for client services. Position involves developing and maintaining long-term valued business relationships with both existing and the new customers. The focus of the role is new business development for pre-clinical / non-clinical toxicology and drug safety services in pharmaceutical drug development, and related services including DMPK and related bioanalytical (either directly or via collaboration with business development professionals in the DMPK and BA business units). The position serves markets in the west coast / southwest to support our aggressive growth objectives. 

The primary target market is small-to-mid biotech and pharma companies in the ‘small molecule’ space. Some activity in ‘Big Pharma’ and in large molecule (proteins / antibodies) is expected as we expand our services in that area.

Essential Functions

• Meet or exceed sales objectives for assigned region.
• Solicit and develop new business opportunities through direct selling, referrals, trade shows, conferences, meetings etc.
• Meet or visit existing and former customers periodically to reaffirm satisfaction and identify new and expanding opportunities with positive client engagement.
• Develop new business plans for existing customers as well as potential new customers.
• Promptly respond to new BD leads and coordinate with internal support teams.
• Qualify, pursue, and close new opportunities.
• Identify decision-makers and areas of service needs.
• Negotiate and close deals.
• Keep accurate records of calls, meetings, and other activities (call reports) in CRM.
• Develop and maintain an up-to-date pipeline of new business opportunities.
• Assist with preparing proposals, quotes, and customer contracts.
• Develop a comprehensive understanding of all services offered for potential cross-selling opportunities.
• Maintain ongoing communication with clients and operations for ongoing programs and studies
• Coordinate with other business units for cross-selling, joint-selling, and referrals.  

Education, Experience & Skills

• BS or MS in biology, chemistry, or related area.
• 2+ years of demonstrated / documented success in sales / business development with a history of sustainable growth.
• Familiarity with Contract Research, Biotech and Pharma industries with a grasp on preclinical toxicology, both GLP and non-GLP studies or related disciplines.
• Familiar with drug development biology to include toxicology, metabolism, and pharmacokinetics.
• Ability to assess leads, value of new business, craft recommendations through effective written and oral presentations, work with scientific and the marketing teams, and close deals.
• Excellent organization and planning skills.
• Self-motivated and self-directed with an attitude to set higher targets and achieve.
• Strong communication skills in presentation, analytical, sales interview, negotiation and closing skills.
• Proficient in English language
• Working knowledge of Microsoft Office, CRM (Salesforce, Microsoft Dynamics or similar).

Additional requirements 

• Must have a functional home office setup. 
• Must have reliable means of transportation as needed.
• Frontage will reimburse business mileage for use of personal vehicle. If personal vehicle is to be used for company business, the employee must have a valid driver license and a reliable automobile.

Frontage Laboratories Inc. is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, among other things, or status as a qualified individual with disability.