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[SIZE=+1]Business Development Associate Director/Director, Commercial Development, Southern Europe – Portugal, Italy, Greece & Spain.[/SIZE]
| DIRECTOR/DIRECTOR, COMMERCIAL DEVELOPMENT, SOUTHERN EUROPE - PORTUGAL, ITALY, GREECE & SPAIN. (Based in Italy) Simbec-Orion Group is an ambitious organisation, expanding our international, full service, boutique CRO; growing by bringing together the best possible people, healthcare professionals and drug developers from all areas of clinical development If you are a Sales professional who wants to develop their career, has been successful in the CRO sector & wants to get ‘stuff done’, we would like to talk to you. We are looking for a Sales Professional to join the Commercial Development team. Reporting in to the Senior Vice President, Commercial Development this is a very important role which will support the growth of the company. The BD Associate Director/Director (title dependent on experience) will be a key figure in the continued success of our developing commercial team. Passionate about sales and the CRO sector, with a thorough understanding of the drug development processes, you should be comfortable working in a fast paced, dynamic environment. You need to have the ability to communicate with internal and external stakeholders at all levels. Whilst a strong communicator you must be metric orientated and data driven. You enjoy getting ‘stuff done’ and seeing the impact your work has on the business. You must have a proven track record in selling clinical development services and be able to show that you have successfully developed territory and target account plans and demonstrably grown business. You need the proven skills to be able to hunt for new business and develop the relationships required to grow existing accounts. The desire to close business with a win is paramount! This role is at a distance from many others in the team and has a wide geographical territory, the core focus being Italy & Spain, so you must be able to relate well with people at all levels, across cultures/countries and have the flexibility to work well as part of a team or on your own. If you are the right person for this role you will have the urge to use your skills and understanding of the marketplace to help us expand our existing presence in your territory, which will make a major contribution to a company that is gearing itself for significant growth. PART 2 – EXPERIENCE, QUALIFICATIONS AND ATTRIBUTES QUALIFICATION Required Desired Measured Degree or equivalent - Life Masters/PhD CV Sciences. or Business Studies EXPERIENCE Required Desired Measured Proven track record of selling CV CRO services. Delivery in excess of targets. Selling to Biotech, small and CV mid-cap pharmaceutical companies Working in an international CV but small organisation Working in a home-based CV /Interview environment Use of CRM systems Interview Oncology, Rare disease, anti- CV infective/vaccines experience Experience within both small CROs & Larger organisations. Experience in purchasing for CV healthcare companies COMPETENCE Required Desired Measured Networking skills Interview Persuasion,/influencing skills Interview Prospecting, Identification of Interview Customer Needs and Challenges, Public Speaking, Interview Territory Management,/Sales Interview Planning, Market Knowledge, Interview Closing Skills, Interview Thorough understanding of Interview Phase I-III operational issues Ability to work independently Interview and as part of a team Proactive and energetic Interview approach to life. Languages (Italian, English) Languages (Spanish) Interview PART 3 – JOB DESCRIPTION - JOB FUNCTION JOB TITLE Business Development Associate Director, Director Southern Europe – Portugal, Italy, Greece & Spain. - Title dependent on experience ROLE HOLDER TBC DEPARTMENT Commercial Development DIVISION Simbec-Orion Group Ltd LOCATION Home based (Italy) with frequent travel across the territory, other office locations, client offices, or other venues as necessary CONTRACT TYPE Permanent Full time REPORTING TO Senior Vice President, Commercial Development or designee. DIRECT REPORTS None INDIRECT REPORTS None ROLE HOLDER Date: LINE MANAGER Date: NEXT REVIEW DATE JOB PURPOSE The role of Business Developer is fundamental to the success of Simbec-Orion. The role is part of a small group of sales professionals, plus Marketing, Proposals Development, Revenue Development and Contracts personnel, focused on winning new business and retaining existing client relationships profitably. The BD professional’s role is to highlight appropriate opportunities, and successfully move them through the sales process to a profitable conclusion, with a signed contract, in as efficient manner as possible. The minimum expected requirement is delivery against their personal new business sales target. PRINCIPAL DUTIES 1. Deliver, at a minimum, the agreed sales target of the period concerned (annual, Quarterly &/or Monthly). This will be done through new business generated by proactively developing and capitalizing upon a robust pipeline of opportunities across all services and expanding our share of wallet with existing clients. The Company’s SMEs should be used to build working relationships between the client decision makers and influencers and the Company. 2. Working within an assigned territory (geographical &/or Type-of Business), develop and work to an agreed territory plan. 3. To drive the sales process from receipt of an MQL (or creation of an SQL), through the sales process. Working with Proposal & Revenue Development teams, Marketing and Operations professionals, as required, to deliver best possible Proposals and Bid Defences. Ensure the proposals speak to the client’s needs, concerns, and objectives and are priced appropriately. 4. To manage the contract negotiations process, supported by, & supporting, Contracts Management, Revenue Development and Operations Project Management et al to a successful conclusion with agreed contracts and Work Orders, which include upfront fees based on the study’s total Professional Fees. 5. Support Operations Teams and Revenue Development during Change Order discussions as required. 6. Ensure that all systems (CRM) and processes (Sales, proposal management, bid defence and contract management etc.) are adhered to. 7. Support Marketing by providing market intelligence on trends, customers and competitors to assist the development of unique selling propositions and differentiators. Identify opportunities for campaigns, services, and communication channels that will lead to an increase in sales. Attend conferences, tradeshows and exhibitions as required. |
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