Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Summarized Purpose: Provides global leadership and oversight of a business development segment. Defines the strategy, plans and executes innovative initiatives to maximize profitability and growth. Ensures opportunities for revenue generation are identified and developed to increase market penetration. Builds stakeholder engagement plans, develops and cultivates relationships and works cross-functionally with colleagues to create proactive solutions and flexible commercial models that deliver value for PPD’s clients. Fosters a high-performance business development team by mentoring, coaching and developing to achieve authorization targets. This role leads the US East Region Biotech Business Development Team!

Essential Functions and Other Job Information:

Provides global leadership of the East Coast Regional Biotech business development team and sales portfolio. Ensures achievement of gross authorization targets, profitability and growth of new partnerships. Performs strategic landscape analysis and executes a comprehensive sales plan for the portfolio. Monitors client assignments and staff performance to track achievement of sales/authorization targets across accounts. Proactively addresses variances. Establishes short and long-term objectives for business development team ensuring alignment with corporate strategy and goals. Ensures consistent delivery of top-line sales goals and targeted profit contribution. Provides collaborative leadership with strategic partnerships, Biotech, alliance and growth account teams, as well as operational colleagues to broaden and expand PPD’s service offerings and support strategic selling initiatives. Oversees profitability by monitoring profit/loss. Manages operational expenses in order to achieve PPD profitability targets. Achieves year-over-year financial growth while maintaining service quality to partner accounts. Assesses client satisfaction and recommends opportunities for improvement to ensure the overall success of the account. Stays abreast of market trends and identifies opportunities for penetration of additional partnerships.

Experience in selling CRO Clinical Services in Phase II & III

Leadership Skills:

Manage Biotech business development team for success; recruit, train, and manage the high-performing business development team. Foster a collaborative and motivated environment focus on accountability for results, providing mentorship and guidance to maximize individual and team performance. Monitor client assignments and staff performance to track achievement of sales/authorization targets across accounts. Proactively address variances. Ensure consistent delivery for each business development representative of top-line sales goals and targeted profit contribution. Assess client satisfaction and recommend opportunities for improvement to ensure the overall success of each rep’s accounts.

Minimum Required Education and Experience:

Bachelor’s degree required; 15+ years of experience in a CRO, Pharmaceutical or Medical Device sales industry to include 7+ years of sales management experience. Proven sales history with breadth of domestic geographic responsibility and account management. In some cases, an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role.

Required Knowledge, Skills and Abilities:

• Strong commercial acumen with skills to identify and develop sales leads, professionally present capabilities, manage the sales process through close and handle all aspects of contract negotiations
• Advanced leadership skills and business acumen with a comprehensive understanding of the organization and functional areas
• Strong customer relationship management skills
• Solid competitive and business intelligence with ability to convert strategies into profitability & business growth
• Thorough knowledge of budgeting, forecasting and fiscal management with profit loss management skills
• Demonstrated strategic planning skills
• Advanced negotiation skills
• Strong organizational agility and demonstrated drive for results
• Track record of building peer relationships and effective teams
• Demonstrated global and cultural awareness
• Ability to tactfully supervise and objectively evaluate staff
• Expertise in motivating and integrating teams
• Excellent coaching and mentoring skills
• Analytical skills as well as excellence in oral and written communications
• Ability to travel as needed, sometimes on short notice
• Ability to handle multiple issues on multiple projects simultaneously
• Strong attention to detail, prioritization and time management proficiencies
• Solid knowledge of PPD SOPs, GxPs, and FDA/ICH guidelines
• Thorough understanding of sponsor/CRO business practices and an in depth understanding of PPD operational/financial practices

Management Role:

Executive role with significantly larger management scope (e.g. global or regional responsibilities or multiple departments) OR mastery of executive skills and responsibilities as demonstrated by consistent, multi-year successful performance. Directs through subordinate management for overall operations of one or more business units or corporate functions. In some instances, may be responsible for a functional area (as determined by executive management) and not have subordinate supervisors or employees. May manage employees across multiple regions.

Working Conditions and Environment:

Remote - Home Based. Frequent travel both domestic and international.

Physical Requirements:

Frequently stationary for 6-8 hours per day. Repetitive hand movement of both hands with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists. Moderate mobility required. Occasional crouching, stooping, bending and twisting of upper body and neck. Light to moderate lifting and carrying (or otherwise moves) objects including luggage and laptop computer with a maximum lift of 15-20 lbs. Ability to access and use a variety of computer software developed both in-house and off-the-shelf. Ability to communicate complex information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences. Frequently interacts with others, relates sensitive information to diverse groups both internally & externally. Ability to apply abstract principles to solve complex conceptual issues. Requires multiple periods of intense concentration. Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence. Ability to perform under stress. Ability to multi-task. Regular and consistent attendance.