Description
Mackinnon Bruce International is partnered with a global Pre Clinical - pre-clinical-contract research Organisation to hire a Director of Business Development based in North America.
Who we are
We are a dynamic recruitment agency that has evolved since our first establishment in 2012. We work with several high-profile clients globally to help them source and retain top-tier talent.
The client
Our client is a fast-growing international pre-clinical CRO, supporting the delivery of life-changing medicines, through decades of experience in cross-species and cross-therapeutic area translational biology, with both small and large animal preclinical services.
Position:
Our client is currently looking for a Business Development Director, to grow their client base in North America, with a focus on the West Coast, achieving sales and ensuring client opportunities and priorities are communicated and considered in study schedule plans across their sites.
This is a key role within the business, reporting to the CCO, and focusing on maximising pre-clinical sales capability and performance across the large and small animal departments. This role will involve strong collaboration across other internal departments including Marketing, Finance, Large Animal, Small Animal, and Operations, to ensure the sales activity & pipeline are understood, and studies are scheduled effectively, resulting in the alignment of lab capacity and resourcing plans
Key Responsibilities
- Develop a sales plan alongside the CCO to ensure that both large and small animal sales & revenue targets and run rates are communicated, understood, tracked, and delivered
- Compile weekly/monthly KPI reports relating to sales activity and performance.
- Ensure sales activity is delivered within agreed budget and resourcing plans
- Coordinate and maintain all activities for the effective functioning of the company's business development activities in North America
- Expand client base through new client acquisition in line with annual business plan
- Navigate complex negotiations, agree pricing and contractual agreements to close sales and secure new studies
- The role requires significant travel (circa 30-40%) to build new relationships, attend client and sales meetings, and represent the company at key scientific and sales conferences.
- Liaise with Lab Heads to ensure the flow of sales pipeline to study schedule results in optimal site and capacity usage
- Attend scientific meetings to improve collaboration and ensure new scientific study opportunities can be quickly aligned to and incorporated into the sales focus, resulting in new sales opportunities and conversion.
- Escalate appropriate business risks or issues to leadership ensuring these are properly recorded on the company risk log and necessary management controls are in place to minimise risk exposure
Key Qualifications and Skills
- Minimum of 5 years of relevant sales management experience and track record for owning and exceeding sales targets within the drug discovery or CRO industry.
- MSc in Biology, Pharmacology, or a related field, PhD would be preferred but not mandatory.
- Strong existing network within the pharma industry.
- Extensive knowledge of sales principles and practices, and an ability to coach and develop others.
- Have a good understanding of the preclinical research process as well as the regulatory environment.
- Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, and recommendations, and drive actions.
- Remote Based in North America, with experience partnering with Pharma & Biotechs on the West Coast.
