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[SIZE=+1]Business Development Associate Director/Director, Commercial Development, Southern Europe – Portugal, Italy, Greece & Spain.[/SIZE]
[TD="class: snip"]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. [/TD]
[TD="class: snip"]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. [/TD]
cv:webmake@yahoo.com