Director/Sr. Director Business Development

What can we offer you?

Apart from job satisfaction, we can offer you:

HEALTH

• Medical, Dental and Vision benefits for you and your family, including Flexible Spending Accounts (FSA)

YOURSELF

• Paid time off policy including holidays and sick time
• Internal growth and development programs & trainings

WEALTH

• 401(k) program, life & accident insurance and disability insurance

Perceptive (formerly Invicro) is a unique, global imaging and software research company that was founded with a mission of improving the role and function of imaging in translational drug discovery and development. To this effort we offer a suite of services with applications ranging from preclinical to human, from target identification, biodistribution, efficacy and First-In-Human trials, across the entire spectrum of imaging techniques.
Perceptive's Discovery and Preclinical Services division's Business Development (BD) group focuses on growth of the business through expansion of customer base by acquisition of new clients as well as deepening relationships with existing ones. The BD Director/Sr. Director will achieve this by identifying, developing, defining, negotiating, and closing business in the preclinical pharma imaging services market. With expansion and penetration as the more immediate focus, the BD Dir/Sr. Dir will target, identify, and qualify new business opportunities with current and potential clients. This position requires interfacing with the scientific leaders of Perceptive Discovery (PD), as well as communicating effectively with Perceptive Discovery (PD)'s current and future clientele. The quality of these communications impacts the growth of Perceptive Discovery (PD) and its global reputation.

Responsibilities:

• Identifies, qualifies, and secures new business opportunities. Leverages Lead Generation and Marketing teams to maximize identification of qualified leads and making the connection
• Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities.
• Builds business relationships with current and potential clients - ultimately "Be a Champion for our Sponsors for access to the best of Perspective Discovery"
• Foster relationship and nurture meaningful personal connections with sponsor network
• Works closely with the Scientific Leads and SMEs (Scientific and Medical Experts) and tag team with them to promote PD and foster a scientific camaraderie with the clients.
• Creates informative presentations, presenting and delivering information to potential clients at client meetings, industry exhibits, trade shows, and conferences
• Organize creative ways of engaging with clients (e.g. informal happy hours in biotech hubs, Lunches & Learns in client sites, Perceptive Days in key biotech hubs)
• Ensure project scope and timelines are communicated in a timely manner and well understood internally
• Initiate the internal RFI, RFP, SOW process and see through to completion
• Own capabilities presentations and bid defenses
• Responsible for closing new business deals by coordinating proposal development and delivery; developing and negotiating contracts; integrating contract requirements with business operations.
• Maintains CRM of existing and prospective client information and communications.
• Collaborates with leadership from sales and other stakeholder groups to maximize product offering and strategize and execute to secure, retain, and grow accounts.
• Identifies trendsetter ideas by researching industry and related events, publications and announcements.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
• Ability to travel overnight 25-40% for customer contact; medical conferences, trade shows, etc
• Must have the ability for occasional travel to the various Perceptive Discovery (PD) offices, nationally and internationally, as required.

Qualifications & Skills:

• Bachelor's degree (Master's or higher preferred) and proficient sales experience in a relevant field.
• Scientific background and training, rapid learner - embrace new technical concepts and have a passion for learning new areas and technologies.
• Passion for life sciences research and pride in being part of the profession that impacts human lives
• Minimum 5+ years of B2B sales experience, ideally, in preclinical research services market.
• Knowledge of the sales process from initiation to close.
• Ability to work independently and as an active member of a team.
• Experience with lead generation and prospect management and working with leadgen and marketing teams.
• Excellent verbal and written communication skills; the ability to call, connect, and interact with potential customers.
• Be persuasive and goal-oriented; self-motivated and self-directed.
• Ability to multitask, triage obligations, reprioritize on the fly, if necessary, and manage time efficiently.
• Ability to gain a full-bodied and in-depth understanding of company services and its position within the industry.
• Excellent written and verbal communication skills; able to demonstrate patience and enthusiasm while communicating with potential clients.
• Ability to professionally and confidently communicate with C-Level Representatives.
• Ability to work accurately under stress and pressure to meet competing deadlines.
• Be well-spoken, energetic, and possess an eagerness to close new business and increase the company's revenue streams
• Proficiency in MS Office (Outlook, Word, Excel, PowerPoint) and the ability to gain proficiency on CRMs such as Salesforce.com and other productivity applications

Perceptive Discovery (PD) is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity.