Sr Business Development Spec

001 University of Rochester; City of Rochester (NY); On-site; USD 78,000 - 116,000; Full time

Job summary

The University of Rochester invites applications for a senior business development role within the Path Lab Clinical Trials group at URMC Central Labs. This full-time position drives new client relationships, negotiates agreements, and expands opportunities in clinical research services for pharma, biotech, and CRO partners.

The successful candidate will travel up to 70%, lead proposal development, manage accounts, coordinate cross-department resources, and shape strategies to grow URMC's

Qualifications

• Bachelor's degree in health sciences or business required.
• 5+ years of business development experience in clinical research environment.
• Knowledge of CAP/GLP/GMP, IHC, and 21 CFR 11.
• Ability to travel up to 70% with 40-50% travel target.

Responsibilities

• Identify and develop new sales opportunities from client leads.
• Develop and implement a business development program for clinical trials opportunities with CROs and pharma/biotech.
• Prepare, customize and conduct professional sales presentations and bid defenses.
• Coordinate resources for effective meetings and marketing materials.
• Lead and manage account relationships and contract negotiations with oversight.
• Review responses to RFIs/RFPs and contribute to proposals and audits.

Skills

Business development

Relationship management

Pharma/biotech market

Contract negotiation

Travel readiness

Clinical trials

Sales strategy

Education

Bachelor's degree in Health Sciences or Business

Tools

MS Office

Job description

As a community, the University of Rochester is defined by a deep commitment to Meliora - Ever Better. Embedded in that ideal are the values we share: equity, leadership, integrity, openness, respect, and accountability. Together, we will set the highest standards for how we treat each other to ensure our community is welcoming to all and is a place where all can thrive.

Job Location (Full Address): 601 Elmwood Ave, Rochester, New York, United States of America, 14642. Opening: Worker Subtype: Regular Time Type: Full time Scheduled Weekly Hours: 40 Department: 400071 Path&Lab Clinical Trials Work Shift: Range: UR URG 113. Compensation Range: $77,600.00 - $116,400.00

GENERAL PURPOSE: Supports the development of business through the strengthening and broadening of existing client relationships. Builds and develops client relationships, including negotiation of agreement. Identifies and researches market opportunities, including new offering designs. Solves complex problems and takes a new perspective on existing solutions. May lead projects or project steps within a broader project or have accountability for ongoing activities or objectives.

Responsibilities:

• Identify and develop new sales opportunities from client leads (face to face meetings, targeted emails, phone calls, trade shows, mailings, etc. within the organizational guidelines and strategic input from their supervisor etc.).
• Develop and implement a successful business development program for new clinical trials business opportunities with Contract Research Organizations (CRO), pharmaceutical companies, biotech companies and other academic institutions.
• Prepares, customizes and conducts professional sales presentations, bid defenses and ensures resources are coordinated and available for effective meetings.
• Attends and assists in coordination of Industry sponsored meetings (includes booth coordination and managing), inputs on development of Marketing materials and strategy.
• Leads and Manages entire Account relationship and business development process: responding to proposal requests, contract negotiations and execution of contract.
• Identify, develop and meet with key decision makers within their targeted customers to present services, create and review comprehensive proposals in response to Request for Proposals (RFP) and Request for Information (RFIs) and the like.
• Negotiate and close contracts and strategic deals with the strategic input and supervision of the Director, Business Development.
• Reviews and provides input/responses on RFI's, RFP's, and qualification Audits.
• Develop business plans based on the organization's capabilities and marketplace and reviews of activity including Meetings, CDAs, Pipelines, Opportunities, Proposal status, contract awards within assigned accounts and functional responsibility areas.
• Maintains close communication with internal departments regarding client management strategy for current and future projects to achieve corporate goals and client service expectations in a team environment.
• Keep current client information in organization's issued computer, network drive, and CRM Dbase including but not limited to customer contact information, pipeline information, Account development info, project info.
• Keeps abreast of additional services that can be offered by URMC Central Labs and the competitive activities of our competition.
• Other duties as assigned.

Qualifications:

• Bachelor's Degree in Health Sciences, Business.
• Minimum of 5+ years of business development experience in clinical research environment; (medical, laboratory, clinical supplies, data management, CRO, etc.) promoting a service to key high-level contacts in the Clinical Trials area of pharmaceutical and/or biotech companies.
• or equivalent combination of education and experience.
• Thorough knowledge of clinical research, medical and pharmaceutical industry, terminology, and practices.
• Proven track record at mid and high-level contacts, as well as formal sales training.
• Possess working knowledge of CAP, GLP and/or GMP, IHC, and 21 CFR 11 guidelines as well as MS Office Suite.
• Ability to travel up to 70% with 40-50% travel target expectation.

The University of Rochester is committed to fostering, cultivating, and preserving an inclusive and welcoming culture to advance the University’s Mission to Learn, Discover, Heal, Create – and Make the World Ever Better. In support of our values and those of our society, the University is committed to not discriminating on the basis of age, color, disability, ethnicity, gender identity or expression, genetic information, marital status, military/veteran status, national origin, race, religion, creed, sex, sexual orientation, citizenship status, or any other characteristic protected by federal, state, or local law (Protected Characteristics). This commitment extends to non-discrimination in the administration of our policies, admissions, employment, access, and recruitment of candidates, for all persons consistent with our values and based on applicable law.

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Learn. Discover. Heal. Create.

Located in western New York, Rochester is our namesake and our home. One of the world’s leading research universities, Rochester has a long tradition of breaking boundaries—always pushing and questioning, learning and unlearning. We transform ideas into enterprises that create value and make the world ever better. If you’re looking for a career in higher education or health care, the University of Rochester may offer the perfect opportunity for your background and goals. At the University of Rochester, we are committed to fostering, cultivating, and preserving an inclusive and welcoming culture and are united by a strong commitment to be ever better—Meliora. It is an ideal that informs our shared mission to ensure all members of our community feel safe, respected, included, and valued.