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Sr. Director of Business Development & Client Solutions CRO Biopharma

POSITION DESCRIPTION

Senior Director, Business Development & Client Solutions – Clinical Research Organizations (CRO’s)/ Pharmaceutical & Biotechnology, is a key member of the Business Development team, reporting to the Chief Commercial Officer. This individual
contributor will play a key role in developing senior relationships and closing profit-generating sales with small, mid-size and global Clinical Research Organizations/ Pharmaceutical & Biotechnology organizations in a defined territory. Energetic, rainmaker that has significant consultative selling experience with a diverse group of economic, technical and user buyer influencers from mid-level through “C” suite positions.

Location: Work can be performed remotely with preference to candidates located within their respective geographic region


ABOUT TRIALBEE

Trialbee’s Mission is to simplify and drive clinical research as a care option and accelerate the journey to market for new treatments to patients who need them. Trialbee was founded in 2010, headquartered in Malmö, Sweden, and has since then worked with some of the biggest pharmaceutical companies in the world. Trialbee aims to create a holistic digitalization of the patient journey in clinical trials. The company has developed a cloud-based platform to connect patients, investigators and sponsors, and support workflows across the study chain. Their end-to-end solution provides patients with easy mobile access to disease communities, trial research, treatment journeys, adherence reminders and outcomes reporting for highest possible engagement. Simultaneously, investigators gain access to digital outreach campaigns, online screening, patient administration tools and actionable analytics to streamline the workload of clinical sites. Trialbee has been recognized as one of the fastest growing technology companies in Deloitte’s Sweden Technology Fast 50. With a commercial growth of 497%, the organization is the 31st fastest growing technology company in Sweden. Trialbee was also named one of the 30 most innovative health tech companies in the world in Accenture HealthTech Innovation Challenge.

 

KEY RESPONSIBILITIES

Consultative selling

  • Research and segment target market, establish a list of prioritized clients that fit the capabilities of Trialbee, foster relationships including developing coaches, deliver compelling capabilities presentations, manage the proposal process, differentiate the value proposition of Trialbee products and service, closed deals, and negotiate profit-generating contracts.
  • Experience selling large, complex software and/or service solutions to Clinical Research Organizations (CRO’s)/Pharmaceutical & Biotechnology Organizations.
  • Experience in Consultative and Strategic Selling Methodology (i.e. Miller-Heiman, Sandler Sales Institute, etc.)

 

Execution

  • Sole accountability for sales and account management for the territory, meeting/exceeding agreed upon targets and measurable financial targets.
  • Collaborate with internal departments in identifying/implementing business development plans and opportunities to expand Trialbee’s portfolio of business in new and existing accounts.
  • Manage RFI/RFP and Bid Defense meetings as appropriate.
  • Present regularly to Senior Management on key business updates related to sales activities and in relation to quarterly and annual goals.

Outcomes

  • Ensure projected net new sales goals are achieved and customers are completely satisfied.
  • Pro-actively develop forecasts and risk assessment in alignment with budgetary goals. Institute action plans when necessary.
  • Work collaboratively with peers to ensure seamless project startups and execution planning.

External relations

  • Manage relationships with partners/vendors/clients.
  • Lead/Participate in Governance Committee with customers as required.
  • Continuously develop and cultivate business relationships within senior levels of customer organization.
  • Facilitate Trialbee’s interaction with perspective customers, development teams, and external consultants.
  • Leads and participate in proposal preparation meetings and/or proposal defense meetings as needed.
  • Work closely with Sales Operations team to deliver world class proposals with timely execution.
  • Assist, as required, in expansion activities (investments, acquisitions, corporate alliances etc.).
  • Ensure Trialbee customers are delighted and generate repeat business.

 

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

  • Bachelor's degree in a scientific discipline (preferred) with 7-10 years of progressively more responsible experience in pharmaceutical and service companies, including BD experience; or equivalent combination of education, training and experience.
  • Experience selling Clinical Trials Technology Solutions to Clinical Research Organizations (CRO’s)/ Pharmaceutical & Biotechnology Organizations, including having built preferred vendor / key account relationships.
  • Experience selling software/SaaS solutions (platform/technology licensing)
  • Experience in fast growth, startups (high tech preferred)
  • Experience working for PE funded companies preferred
  • Strong knowledge and network in Pharmaceutical outsourcing groups and clinical operations executives in CRO’s
  • Solid understanding of commercialization and the principles of drug development.
  • Strategic business and Industry awareness and the ability to translate emerging Industry trends relevant to the organization.
  • Unquestionable personal and professional integrity.
  • Excellent Analytical skills and experience in evaluating and managing business plans.
  • Proven experience conducting and negotiating deals.
  • Excellent attention to detail and ability to work simultaneously on multiple priorities.
  • Adaptability and flexibility to changing priorities.
  • Excellent presentation, communication, and negotiation skills.
  • Ability to establish and maintain effective working relationships with coworkers, managers and clients
  • A successful record of accomplishment of delivering on commitments. Maximize financial returns of growth businesses through the development of a strategic vision and the execution of operating plans.
  • An energetic Self-starter who enjoys building new businesses.
  • Ability to travel often.

 

EDUCATION

Bachelor's degree in a scientific discipline (preferred).

 

COMPENSATION

Salary commensurate with experience, plus uncapped bonus


HIRING EXECUTIVE PROFILE

Headshots_Robert_500x500.jpg

Robert Molander

Chief Commercial Officer
Robert has a 25-year record of driving growth and new launches. He has held leadership positions including: Global Head of New Growth Opportunities for Novartis Consumer Healthcare; Head of US Marketing for Shionogi Pharmaceuticals; Marketing and Sales leadership roles at Novartis Pharmaceuticals and Pfizer Consumer Health; preceded by a Consumer Package Goods marketing career with Nestlé Purina Pet Care. He has received awards including Novartis CEO Business Excellence Award and Pharmacia Marketer of the Year. Originally from Sweden, Robert holds an MBA from Washington University and BA’s from Miami University in Economics and International Studies

Or, know someone who would be a perfect fit? Let them know!

What we can offer you

  • Accelerating health & science

    Our common goal to make the world a better place both unites and connects us as a world-class team.

  • Great Location

    Our head office is located in the heart of Malmö, close to both trains and buses

  • Shared knowledge

    Our team members are happy to share their knowledge and collaborate across departments.

Working at Trialbee

At Trialbee, every voice matters, and everyone makes a difference. As a team, we work hard every day to help improve patients' lives all over the world. But we also think it’s important to have fun along the way, which is why we have frequent events like Happy Hours, potlucks, movie nights, games, and sports.

With our friendly and international team, every day at Trialbee brings something new to the table. Our mix of cultures makes it a truly vibrant, energetic and inspiring place to work at, and you learn something new every day.

Already working at Trialbee?

Let’s recruit together and find your next colleague.

email
@trialbee.com
  • Carlos Rodriguez Marti
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  • Priti Gupta
  • Radha Mawrie
  • Robert Molander
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