Associate Director, Business Development ISL

Advarra provides integrated solutions that safeguard trial participants, empower clinical sites, ensure compliance, and optimize research performance. Connecting the clinical research ecosystem, Advarra delivers solutions through a site-centric approach that unifies and accelerates the drug development lifecycle, making clinical trials safer, smarter, and faster.

General Summary

The Associate Director, Institutional Account is responsible for the management of external opportunities with Institutions and the assessment of customers through direct and indirect interaction. This position focuses on the promotion, growth and development of market share in academic medical centers, hospital systems, non-profits, research networks and consortia. This position is responsible for providing oversight and tactical direction to the Institutional Account Managers in providing customer service and building client loyalty.

Principal Duties & Responsibilities

Management of External Opportunities

• Identify and develop new business relationships within targeted organizations
• Pursue and cultivate long term service agreements with academic, hospital, and other institutions
• Support the response to RFP's and RFI's
• Facilitate contract negotiation process between Advarra and the client
• Maintenance of CRM tool (Salesforce)

Assessment of Customers

• Portfolio planning and review: Working directly with customers and prospects to understand product service gaps and then drive solutions through business development activities, towards completing the appropriate transaction
• Provide feedback and guidance to internal marketing groups in the development of institution-focused business development tools

Business/Strategic Planning

• Participate in the annual and quarterly business planning process and frequent strategic discussions with cross-functional teams
• Other duties will include working with key internal parties to capitalize on existing technologies and processes in evaluating strategic fit and potential for operational synergy
• Work with other Business Development Executives and key internal decision makers to identify strategic target organizations which contribute to overall growth
• Identify, recommend, and implement new ideas through technology or process changes to continuously improve service delivery
• Maintain productive and collaborative working relationship to resolve interdepartmental issues in a timely manner
• Maintain accessibility and availability for staff to bring questions or complaints

Other

• Position requires domestic travel up to 50% of the time

Job Requirement

Education

• BS in Business, Marketing, or Life Science (MBA preferred) or equivalent combination of education and experience

Experience

• 1-5 years of experience in a life science/research/medical-devices/university or hospital field within a business development

Knowledge/Skills/Abilities

• Strong analytical and financial skills with excellent business acumen
• Effective written communication skills
• Effective interpersonal selling skills & customer service skills
• Specialized Software: Salesforce.com, Excel, Word, PowerPoint, Visio
• Experience in building, selecting, and motivating teams
• Demonstrated experience in using sound judgment concerning business decisions and sensitive client and/or employee issues
• Possess a solid understanding of the clinical research industry, preferably with a working knowledge of institutional IRB processes
• Proven to sell to customers & prioritize customer trends
• Management of people and supervision
• Effectively identifying customer needs
• Cultivate and manage business relationships
• Ability to implement and execute change accordingly
• Ability to analyze data to assess trends and issues impacting performance

Physical and Mental Requirements

• Sit or stand for extended periods of time at stationary work station
• Regularly carry, raise, and lower objects of up to 10 Lbs
• Focus and attention to tasks and responsibilities
• Verbal communication; listening and understanding, responding and speaking

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EEO Statement
Advarra provides equal employment opportunity to all individuals regardless of their race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, veteran, marital, or domestic partner status, citizenship, genetic information or any other status or characteristic covered by federal, state or local law. Further, the company takes affirmative action to ensure that applicants are employed and employees are treated during employment without regard to any of these characteristics. Discrimination of any type will not be tolerated. EEO/M/F/Disabled/Vets

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)