SENIOR BUSINESS DEVELOPMENT ASSOCIATE, LEAD, DCRI

The Senior Business Development Lead is responsible for overseeing assigned opportunities and exerting significant influence over their execution. The overarching objective is to drive growth, cultivate strategic partnerships, and optimize the potential of each opportunity to ensure successful outcomes.

** NOTE: This position may have an opportunity to work remotely. All Duke University and Duke Health remote workers must reside in one of the following states or districts: Arizona; California; Florida; Georgia; Hawaii; Illinois; Maryland; Massachusetts; Montana; New Jersey; New York; North Carolina; Pennsylvania; South Carolina; Tennessee; Texas; Virginia or Washington, DC., Washington (State), Connecticut, Indiana, Michigan, Maine, Ohio and New Hampshire with a strong preference for North Carolina/the Triangle area or willing to relocate.

Primary Responsibilities and Task

TA CLIENT AND ACCOUNT MANAGEMENT (40%)

• Manage Therapeutic Area accounts by proactively finding opportunities, handling incoming email requests, qualifying opportunities and helping manage sponsors and opportunities from initial conversation, through CDA, to proposal, to opportunity win. Lead these opportunities to meet annual revenue targets for the TA area.
• Work with operations and functional managers to identify bid defense / new research development team for each new opportunity, handle preparation for a strategic conversation and lead the overall meeting and subsequent follow-up.
• For each opportunity, have a clear understanding and documentation of services needed, key contacts, revenue potential, timeline and other key details.
• Maintain general knowledge of all DCRI services for appropriate cross-sell opportunities.

PROPOSAL DEVELOPMENT (20%)

• Participate in – and where appropriate, lead – the proposal development process through communication of sales strategies for each opportunity, provision of an executive summary for each opportunity, and input into pricing strategies based on customer information.
• Track all opportunities in the appropriate DCRI systems and evaluate all opportunities to enhance the ability of DCRI to increase their proposal hit rate.

STRATEGY DEVELOPMENT (20%)

• Manage project management activities regarding select strategic industry partnerships for DCRI
• In collaboration with the Faculty Resource Center Head and the Deputy Director, work directly with assigned Therapeutic Area Leaders and faculty, as well as other operational leaders, to build a strategic therapeutic area business plan that analyzes the landscape, outlines the TA strengths, weaknesses, opportunities and threats, and identifies specific strategies and tactics for winning new and repeat business.
• Execute on the agreed upon business plan, tracking success metrics and reporting back to the therapeutic area team on a regular basis for a clear understanding of what’s working and what strategies need to be adjusted.
• Work directly with FRC Head, Executive Director and Chief Scientific and Technology Officer to map out and frame new DCRI service offerings, particularly in the digital space.
• In assigned therapeutic areas, responsible for identifying and, if appropriate, pre-qualifying specific and larger size business development opportunities. Works independently, while maintaining close collaboration with the Therapeutic Area Leader and Industry Partnerships team to meet annual revenue targets.

NEW RESEARCH OPERATIONAL EXCELLENCE/ DCRI EXPERTISE AWARENESS (10%)

• Focus on improving the sponsor experience through partnerships with Operations, Marketing, Proposals, and Faculty. Identify and lead initiatives with Operational Excellence that have the opportunity for high impact in improving the sales process and customer satisfaction.
• Leverage DCRI Business Intelligence tools and platforms to generate new leads, gain marketing landscape insights and vet new opportunities.
• Partner with Operational Excellence to champion SalesForce and other key technology and processes that support a best-in-class CRM system and sales process.

MARKETING COMMUNICATION PARTNERSHIP (10%)

• Partner with Marketing Communications team on customer-facing materials and ensure “Voice of the Customer” input into DCRI materials, including core decks, the DCRI website and case studies.
• Leverage Marketing Communications to help amplify DCRI faculty expertise and operational capabilities and set up engagements with new targets at industry-heavy conferences.
• Partner with Marketing Communications to develop and implement a variety of marketing communication strategies designed to generate new opportunities.

Other Duties

Performs other related duties incidental to the work described herein.

Required Qualifications

Education/Training: (refer to the Duke HR website for minimum qualifications required if applicable)

• Bachelor's Degree in business, science or other related discipline.

Experience: (refer to the Duke HR website for minimum qualifications required if applicable)

• 7 years combined marketing, sales, proposal, project management and/or business development experience at a Contract Research Organization (CRO), Academic Research Organization (ARO), or a comparable healthcare organization.
• Master’s degree and experience in review and negotiation preferred

OR AN EQUIVALENT COMBINATION OF RELEVANT EDUCATION AND/OR EXPERIENCE

Minimum Qualifications

Education

Bachelor's Degree in business, science or other related discipline.

Experience

Seven years experience in industry business developmentand/or research OR AN EQUIVALENT COMBINATION OF RELEVANT EDUCATION AND/OR EXPERIENCE and development arena (pharmaceutical company, CRO, etc.) with a minimum of three years experience in clinical research proposal generation. Previous experience with atleast 6 large, non commercial, network, or multi centered, infrastructure projects with a BD volume of $5M to $60M in direct costs. Prefer experience in review and negotiation.