Overview
Director, Business Development (Ophthalmology)US Remote Primary PurposeThe Director of Business Development is responsible for driving net-new revenue growth for Emmes by identifying, developing, and closing strategic clinical research opportunities across the company's core specialties, including Hematology and Oncology, Ophthalmology, and Vaccines and Infectious Disease. This is a high-impact, externally facing commercial role for a proven hunter who can open doors, create opportunities before a formal procurement process begins, and position Emmes as a strategic partner early in sponsors' development planning. The role requires a business development leader who is highly proactive, commercially aggressive, relationship-driven, and comfortable navigating long, complex sales cycles in biotech and pharma.
Responsibilities
- Drive net-new business development by securing new sponsor relationships and expanding Emmes' presence in targeted biotech and pharmaceutical accounts.
- Build and manage a high-quality pipeline of qualified opportunities, with strong emphasis on identifying programs before formal RFP issuance and before CRO shortlists are finalized.
- Develop and execute territory, account, and opportunity strategies that increase early access to sponsor clinical development discussions, including protocol planning, study design, operational strategy, and vendor evaluation.
- Leverage existing relationships, market intelligence, conference activity, and industry networks to uncover emerging clinical programs and create opportunities well in advance of procurement events.
- Differentiate Emmes' capabilities in scientific partnership, operational delivery, digital and AI-enabled CRO services, and therapeutic depth to win competitive opportunities.
- Meet or exceed annual sales goals for new-logo revenue, total signed awards, and qualified pipeline generation.
- Serve as a strategic commercial leader in Emmes' core therapeutic areas, with broad familiarity across the portfolio and recognized subject-matter depth in Ophthalmology.
- Partner closely with therapeutic area, operational, and executive leadership teams to shape compelling win strategies and customer-specific solutions.
- Lead client meetings, capability presentations, strategic account reviews, and bid defense activities to advance and close new business opportunities.
- Maintain disciplined CRM hygiene, opportunity tracking, competitive intelligence reporting, and account planning to support forecasting accuracy and commercial execution.
- Monitor competitor activity, awarded studies, and sponsor buying patterns to reduce missed opportunities and improve Emmes' ability to engage earlier in the decision cycle.
- Perform other duties as needed to support Emmes' broader growth strategy.
Qualifications
- Bachelor's degree required in a scientific, clinical, healthcare, or business discipline; advanced degree preferred.
- Minimum 5 years of business development experience, with substantial direct experience selling CRO services to biotech and/or pharmaceutical sponsors.
- Prior CRO industry experience is required.
- Demonstrated track record of winning new business, opening new accounts, and expanding commercial relationships in complex, consultative sales environments.
- Experience engaging sponsor decision-makers at the C-suite levels across clinical development, clinical operations, procurement, and executive leadership.
- Strong understanding of the clinical development lifecycle and how CROs are engaged before, during, and after formal sourcing processes.
- Demonstrated success in the Ophthalmology therapeutic area.
- Proven ability to identify, qualify, shape, and close complex CRO opportunities with long sales cycles and multiple stakeholders.
- Strong network across biotech and pharma with the ability to convert relationships into early commercial access.
- Ability to discuss study objectives, trial design considerations, operational models, and sponsor priorities in a commercially credible and scientifically informed manner.
- Strong presentation, proposal strategy, negotiation, and interpersonal skills.
- High level of discipline in CRM usage, pipeline management, forecasting, and opportunity planning.
- Strong command of Microsoft Office and CRM platforms.
- Ability to travel up to 50% travel to sponsor, industry, and corporate locations.
Why work at Emmes?
At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our
Emmes Cares community engagement program. We offer a competitive benefits package focused on the health and needs of our growing workforce, including:
- Flexible Approved Time Off
- Work From Home Anywhere in the US
- Casual Dress Code & Work Environment
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