Senior Director Business Development

Apsida
Location: Europe
Salary: €100,000 - €140,000

 

Apsida are partnered with a pioneer in Patient Recruitment technology, where oru client has developed a cloud based platform to connect patients, investigators and sponsors, and support workflows across the study chain. Their end-to-end solution provides patients with easy mobile access to disease communities, trial research, treatment journeys, adherence reminders and outcomes reporting for highest possible engagement. Simultaneously, investigators gain access to digital outreach campaigns, online screening, patient administration tools and actionable analytics to streamline the workload of clinical sites.

They have been recognised as one of the fastest-growing technology companies with a commercial growth of 497%. They were also named one of the 30 most innovative health tech companies in the world in Accenture HealthTech Innovation Challenge.

 

POSITION

Senior Director Business Development is a key member of the Business Development, reporting directly to the Chief Commercial Officer. This individual contributor will have a key role, responsible for developing long-range strategic plans with an emphasis on creating and sustaining business growth. Direct business development activities in Europe to achieve sales and new business goals from identification through contract award- including proposal management process. Establish and maintain relationships with senior levels within customer organization, and internally.  Energetic self-starter who will be accountable from Customer award through trial execution – to achieve customer delight!

 

PRIMARY  RESPONSIBILITIES

Strategic selling

  • Research and identify target market, establish list of profile clients, build relationships, deliver compelling capabilities presentations, manage the proposal process, negotiate win/win solutions and close business.
  • Experience selling larger, complex software and/or service solutions to pharmaceutical and biotech Sponsors and CROs.
  • Experience in a structured solution selling model is preferred (i.e. Miller-Heiman, Sandler Sales Institute, etc.)

 

Execution

  • Sole accountability for sales and account management for the territory, meeting/exceeding agreed upon targets and measurable financial targets.
  • Collaborate with internal departments in identifying/implementing business development plans and opportunities to expand the portfolio of business in new and existing accounts.
  • Manage RFI/RFP and Bid Defense meetings as appropriate.
  • Present quarterly to Senior Management on key business updates related to sales activities and in relation to quarterly and annual goals.

 

Outcomes

  • Ensure projected net new sales goals are achieved and customers are completely satisfied.
  • Pro-actively develop forecasts and risk assessment in alignment with budgetary goals. Institute action plans when necessary.
  • Work collaboratively with peers to ensure seamless project startups and execution planning.

 

External relations

  • Manage relationships with partners/vendors/clients.
  • Lead/Participate in Governance Committee with customers as required.
  • Continuously develop and cultivate business relationships within senior levels of customer organization.
  • Facilitate the interaction with prospective customers, development teams, and external consultants.
  • Leads and participate in proposal preparation meetings and/or proposal defense meetings as needed.
  • Work closely with Sales Operations team to deliver world class proposals with timely execution.
  • Assist, as required, in expansion activities (investments, acquisitions, corporate alliances etc.).
  • Ensure customers are delighted and generate repeat business.
  • Leads and occasionally participate in proposal preparation meetings and/or proposal defense meetings as needed. Work closely with Ops team for world class proposal development and timely execution.
  • Assist, as required, in expansion activities (investments, acquisitions, corporate alliances etc.).
  • Develop with supervisor, Key Customer visit schedule.

 

KNOWLEDGE AND SKILL REQUIREMENTS

  • Bachelor’s degree in a scientific discipline (preferred) with 7-10 years of progressively more responsible experience in pharmaceutical and service companies, including BD experience; or equivalent combination of education, training and experience.
  • Experience selling Clinical Trials Technology Solutions
  • Experience in fast growth, startups (high tech preferred)
  • Experience working for PE funded companies preferred
  • Strong knowledge and network in Pharmaceutical outsourcing groups and clinical operations executives in Pharm/Biotech
  • Solid understanding of commercialization and the principles of drug development.
  • Strategic business and Industry awareness and the ability to translate emerging Industry trends relevant to the organization.
  • Unquestionable personal and professional integrity.
  • Excellent Analytical skills and experience in evaluating and managing business plans.
  • Proven experience conducting and negotiating deals.
  • Excellent attention to detail and ability to work simultaneously on multiple priorities.
  • Adaptability and flexibility to changing priorities.
  • Excellent presentation, communication, and negotiation skills.
  • Ability to establish and maintain effective working relationships with coworkers, managers and clients
  • A successful record of accomplishment of delivering on commitments. Maximize financial returns of growth businesses through the development of a strategic vision and the execution of operating plans.
  • An energetic Self-starter who enjoys building new businesses.
  • Ability to travel often

 

For more information on this opportunity, please don’t hesitate to contact Michael Georgiadis directly on michael.georgiadis@apsida.co.uk.

The Consultant

Michael Georgiadis

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