Sr. Director Business Development

Clinical Ink; Cambridge (MA); On-site; USD 150,000 - 200,000; Full time

Job summary

Clinical Ink in Cambridge, MA is looking for a Sr. Director Business Development to lead the direct sales of its software products in the Life Science/Pharmaceutical space. The ideal candidate should have a solid track record in pharma software sales or extensive general sales experience, with a strong focus on building client relationships and maximizing revenue.

The role requires excellent communication skills, a proactive approach, and the ability to navigate complex customer environments effectively. Clinical Ink promotes a diverse workplace and is committed to equal opportunity employment.

Qualifications

• At least 5 years of experience in pharma software sales or 10+ years in generalized sales.
• Ability to prioritize tasks and manage multiple responsibilities.
• Strong relationship-building skills with senior management.

Responsibilities

• Direct sales of Clinical Ink’s software products and services.
• Develop and implement sales strategy collaboratively with management.
• Identify and prioritize sales opportunities.
• Establish tailored value propositions for clients.
• Maintain influential relationships within customer organizations.

Skills

Pharma software sales experience

Excellent written communication skills

Strong time management

CRM tools familiarity

Networking skills

Job description

Founded in 2007, Clinical Ink is an innovation-driven eSource solutions company committed to making clinical research easier for sites, sponsors, subjects and regulators. Guided by a mission to eliminate paper documentation in clinical research, Clinical Ink launched SureSource® in 2011 – the company’s flagship product and the industry’s first purpose-built eSource platform designed to reduce the cost, complexity and burden of clinical research. In addition, CentrosHealth, the ground-breaking provider of configurable mobile apps for clinical trial patient engagement and electronic patient reported outcomes (ePRO) has joined Clinical Ink's suite of services creating a world-class clinical trial technology platform differentiated by its ability to conduct truly ‘paperless’ clinical trials with purpose-built solutions for pharma companies, research sites, and patients.

Job Description

The Sr. Director Business Development is responsible for the direct sales of Clinical Ink’s software products and services in the Life Science/Pharmaceutical market space. The ideal candidate will have an established track record selling software products and hosted SaaS (Software as a Service) products and services to top tier Pharmaceutical, Biotechnology, Medical Device and CRO companies. This position will require self-motivation, the ability to communicate at all levels and a good understanding of the Clinical Ink software service solutions. This role must ensure optimal solutions for our customers and is responsible for identifying cross sell and up-sell opportunities on all Clinical Ink Products/Services (SureSource, Centros Health, Data Management)

• Working closely with management to develop and implement sales strategy
• Liaising with Professional Services regarding implementation estimates and activities
• Developing and maintaining a sales pipeline in order to meet objectives
• Prospecting & Planning: Identify and prioritize high potential sales opportunities; Build rapport and educate customer with the use of internal and external resources
• Qualifying & Analysis: Develop an enterprise account strategy using customer's organizational structure, business strategies, short and medium term objectives, and budget that will guide sales activities.
• Building a Business Case: Establish a tailored value proposition for Clinical Ink product and services by working closely with the prospect to identify value drivers and articulate the value throughout the organization.
• Proposing & Closing: Submit and present the customer with a finalized collaborative proposal with solutions, justifications, and expected results to overcome objections and win the business with maximum revenue.
• Ensure High Post-Sales Satisfaction: Oversee the implementation of the proposed solution by the integrated account team to insure all expectations are met or exceeded.
• Establish and Maintain Influential Relationships: Network with people at all levels within targeted customer organizations to navigate intense political and competitive environments and build consensus.
• Representing the Company at Trade Shows/exhibitions as requested
• Updating and management of sales contact tracking system
• Able to travel extensively and be proactive with an energetic, flexible approach

Qualifications

• At least 5 years of experience in pharma software sales or 10+ years generalized sales experience where deal values exceed six figures.
• Excellent written and verbal communication skills
• Strong time management and organizational skills; ability to prioritize multiple tasks
• Familiarity with Sales Lifecycle Management including the use of CRM tools and various databases to document customer interactions
• Broad-based networking skills; demonstrated ability to build relationships and to communicate at senior management level

Additional Information

Clinical Ink is an equal opportunity employer and does not discriminate against otherwise qualified applicants on the basis of race, color, creed, religion, ancestry, age, sex, marital status, national origin, disability or handicap, or veteran status.