Senior Business Development Specialist

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:

$77,216.00 - $115,824.00

Responsibilities:

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:

Required:

- 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.