Sr Manager, Clinical Research Business Development (REMOTE) - Fresenius Medical Care Holdings, Inc.

PURPOSE/SCOPE:

The Senior Manager Clinical Research Business Development is critical to the success of the organization and responsible for driving business growth and study pipeline development in line with Frenova’s commercial Strategy. The position will develop a network of domestic and international key contacts to attract new clients in the clinical research industry, research new market opportunities (in renal and adjacent therapeutic fields) and take the leading role in client engagement including providing sales presentations, bid defense and negotiations and deal closure.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Develop and implement a strategic business development plan to meet/advance the company’s objective, to develop new business and maintain/grow key client business relationships, to support the growth of the organization
• Identify new business opportunities - including new markets, growth areas, new clinical trial opportunities via engagement of new sponsors and/or new CROs
• Actively generate new business leads and prospect for new business opportunities.
• Achieve and exceed pipeline growth goals in line with target by winning new business opportunities from pre-defined target accounts
• Oversee efforts to expand lead generation through cold calling, email campaigns, business-to-business selling and other methods to identify potential business prospects and assist the Director of Business Development in acquiring new customers
• Build relationships with prospecting and existing customers through consistent follow up, reliable communication and frequent updates on product developments
• Manage inbound leads through the sales cycle in a timely manner (i.e. requests for proposals, budget discussions, requests for information, etc.) while routing and assigning duties and follow up actions to internal stakeholders.
• Key stakeholder mapping management with high-priority clients
• Develop and implement individual, territory, and key account strategies that are specifically geared to the growth and retention of the client base
• Cultivate global strategic relationships with key decision-makers at a senior level within target accounts
• Work with senior leadership and the respective Operational Leads, engage with clients to understand their perspectives and challenges, and seek ways to improve our service to overcome these challenges
• Maintain accurate and up-to-date information within salesforce.com or any alternative platform being used to manage Business Development pipeline
• Provide weekly sales pipeline reports outlining major client visits, phone calls, and accomplishments and objectives/goals achieved or missed
• Develop quotes and proposals for prospective clients following consultation with internal stake holders in order to: Accurately reflect strategy discussions; Meet company and client needs / expectations; Assure accuracy and appropriateness of text and attachments.
• Facilitate pricing discussions with appropriately identified key decision makers, lead proposal defense meeting, facilitate and participate in deal negotiation.
• Design and deliver powerful solution-driven capabilities and proposal defense presentations in collaboration with highly skilled clinical and operations personnel
• Review and comply with the Code of Business Conduct and all applicable company policies and procedures, local, state and federal laws and regulations.
• Maintain professional and technical knowledge. Keep up to date on industry trends and best practices. Establish personal networks, benchmark state-of-the-art practices, and participate in professional societies. With management approval, participates in workshops, continuing education and other professional development opportunities.
• Attend conferences and networking events to build relationships with industry partners and stay up to date with new trends.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION:

• Bachelor's Degree required; Advanced Degree desirable.

EXPERIENCE AND REQUIRED SKILLS:

• Bachelor's Degree with 7+ years related experience
• Extensive experience in biopharma/life sciences strategy, business development, and/or commercialization experience
• Functional expertise across biopharma value chain; understands full product lifecycle (research and development through commercialization)
• Proven track record driving sales/business development activities in a complex, highly matrixed organization
• Proven track record of continuously exceeding sales and profit targets
• Previous leadership experience a plus.
• Experience within the pharmaceutical service industry, which might include Sponsor, CRO, Sales, Marketing, etc.
• Experienced in the development and implementation of global account plans and programs
• Thorough understanding of the global pharmaceutical industry and environment and drug development process
• Excellent communication skills, written and oral, with ability to communicate to all levels of the organization.
• Excellent interpersonal skills with a strong proficiency in building professional networks.
• Detail oriented with excellent customer service, organizational and interpersonal skills.
• Good computer skills required with proficiency in Microsoft Office applications.
• Strong penchant towards critical thinking and problem-solving with above average analytical skills.
• Ability to manage multiple high priority tasks in the face of day-to-day deliverables.
• Ability to effectively manage through ambiguity in assigned work tasks.
• Ability to work creatively, analytically and independently in a problem-solving environment.

EO/AA Employer: Minorities/Females/Veterans/Disability/Sexual Orientation/Gender Identity

Fresenius Medical Care North America maintains a drug-free workplace in accordance with applicable federal and state laws.

EO/AA Employer: Minorities/Females/Veterans/Disability/Sexual Orientation/Gender Identity

Fresenius Medical Care North America maintains a drug-free workplace in accordance with applicable federal and state laws.