JOB SUMMARY:The Senior Business Development Manager (SBDM) leads new business development efforts, including lead generation and prospecting, within designated therapeutic areas (TAs) and establishes and manages new business relationships. The SBDM works in close partnership with the Business Development (BD) and Client Services (CS) teams to identify, nurture, and convert leads and business opportunities, conduct market and competitor analysis, implement successful market penetration strategies, and generate new business. The role has ownership of day-to-day performance and management of lead management and conversion, and business development activities related to winning new clients and building relationships with industry partners.
DUTIES AND RESPONSIBILITIES:- Partner with Client Services to drive the company's annual bookings objectives
- Research and qualify sales leads within specific therapeutic areas
- Build and maintain a multi-stage pipeline of new qualified leads and prospects within designated TAs; ensure sufficient pipeline volume and quality to support bookings objectives
- Conduct market research within designated TAs; assess prospect needs, competitor profiles, and the potential for expansion within TAs
- Develop targeted account engagement strategies for companies (sponsors and partners); map key decision-makers and influencers, build multi-threaded relationships, and advance prospects to a point of active interest
- Attend industry trade shows and scientific conferences, and travel to target company offices for networking and prospecting, set up business meetings and sales presentations with new prospects & partners
- Collaborate with Client Services and scientific staff to deliver compelling, technically credible presentations and communications to leads and prospectsManage and mentor junior BD staff
- Work closely with Client Services Managers to transition leads into the sales / RFP process
- Work to align marketing and prospecting initiatives with short- and long-term business goals and priorities
- Use company's CRM system to execute and track prospecting and marketing efforts
- Monitor lead conversion metrics for key treatments, indications, and sub-therapeutic areas
- Manage initiatives that drive broader awareness of company's products and services
- Lead the development of new tradeshow material, marketing collateral, and website content
- Provide accurate and timely updates to BD and CS teams and executive managers, including market forecasts and evolving market requirements and trends in the industry
- Develop an understanding of MMI's core technologies, services, and operational capabilities
- Apply therapeutic area expertise and knowledge of clinical research to effectively communicate with clients, partners and internal stakeholders
- Maintain high quality standards for all work products
- Propose improvements to BD processes and services based on client feedback
- Maintain an understanding of internal quality initiatives and continuous improvement programs relevant to client satisfaction and needs.
- Understand Medical Metrics Quality Policy and support the achievement of the organization's quality objectives and take corrective action when necessary to mitigate organizational risk
- Comply with company policies and procedures, as well as ISO 9001 and Current Good Clinical Practices (cGCP's) relative to job Tasks
- Ensure compliance with HR policies and procedures
Requirements
EDUCATION AND EXPERIENCE: - Bachelor's degree in business, marketing or related field; Master's degree or MBA preferred
- Minimum of 5 years' experience in sales, marketing and/or market research, preferably in a B2B work environment, with a demonstrated track record of building lead pipelines and advancing relationships to qualified opportunity stage
- At least 5 years' experience in clinical research, medical devices, biotech, medical imaging, CRO services and/or solutions, healthcare and/or life sciences discipline; experience with clinical imaging and domain knowledge in cardiovascular or musculoskeletal research is preferred
SKILLS REQUIRED:- Exceptional communication, presentation, and business development skills
- Excellent written and interpersonal skills
- Impeccable work ethic and attention to detail
- Experience in direct marketing and business development processes
- Solid business acumen, management, analytical, and problem-solving skills
- Proficient in Microsoft 365 (Word, PowerPoint, Excel, Outlook)
- Highly skilled using web-based research tools (e.g. blogs, RSS, journals, newsweeklies, capital market reports and forecasts) to gather industry info and market data
- Experience with CRM systems (e.g., SalesForce, NetSuite, HubSpot, PipeDrive, Zoho, etc.)
- Proficiency with LinkedIn Sales Navigator or equivalent digital prospecting and sales intelligence platforms
- Able to plan and execute responsibilities with minimal supervision
- Effective time management, organizational, and leadership skills
- Adept at acquiring technical knowledge through personal research and self-directed study
- 30+% travel may be required for prospect meetings, industry conferences, and trade shows
PLUSES:- Experience or demonstrated interest in medical devices or biopharmaceuticals
- Understanding of clinical trials, including US-FDA 510(k) / PMA / IND regulatory pathwaysxceptional communication, presentation, and business development skills
