BUSINESS DEVELOPMENT LEAD, DCRI

Established in 1930, Duke University School of Medicine is the youngest of the nation's top medical schools. Ranked sixth among medical schools in the nation, the School takes pride in being an inclusive community of outstanding learners, investigators, clinicians, and staff where interdisciplinary collaboration is embraced and great ideas accelerate translation of fundamental scientific discoveries to improve human health locally and around the globe. Composed of more than 2,600 faculty physicians and researchers, nearly 2,000 students, and more than 6,200 staff, the Duke University School of Medicine along with the Duke University School of Nursing, and Duke University Health System comprise Duke Health, a world-class academic medical center. The Health System encompasses Duke University Hospital, Duke Regional Hospital, Duke Raleigh Hospital, Duke Health Integrated Practice, Duke Primary Care, Duke Home Care and Hospice, Duke Health and Wellness, and multiple affiliations.

Position Summary

The Business Development Lead's primary responsibility is to manage assigned opportunities and play a crucial role in their execution. Their focus is on driving growth, fostering partnerships, and ensuring successful outcomes.

** NOTE: This position may have an opportunity to work remotely.  All Duke University and Duke Health remote workers must reside in one of the following states or districts:  Arizona; California; Florida; Georgia; Hawaii; Illinois; Maryland; Massachusetts; Montana; New Jersey; New York; North Carolina; Pennsylvania; South Carolina; Tennessee; Texas; Virginia or Washington, DC., Washington (State), Connecticut

Primary Responsibilities and Task

TA CLIENT AND ACCOUNT MANAGEMENT

•            Work independently and proactively engage clients/customers in high-level discussions

•            Develop and maintain relationships with Clinical Operations and Proposal Development teams, keeping them informed of upcoming business opportunities.

•            Determine sponsor needs relative to research goals, financials, and service capabilities and integrate this viewpoint into the proposal development process, communicating sponsor sales strategies for each opportunity through an executive summary, team meetings, and recommended pricing terms. 

•            Prepare and coordinate client meetings, maintaining an accurate, up-to-date, and complete list of upcoming client meetings, developing clear meeting objectives and strategies, identifying attendees, preparing agendas, and making logistical arrangements.

•            Enhance DCRI's ability to increase the number of proposals and the overall hit rates within assigned therapeutic areas.

•            Attend international scientific and industry meetings and support faculty and company discussions regarding research opportunities.  

PROPOSAL DEVELOPMENT

•            Contribute to proposal development and provide opportunities summaries that inform Therapeutic Area Faculty and Therapeutic Area Meetings with cross-functional TA leadership team of areas that bring out the value that DCRI team can bring to the research opportunity.

STRATEGY DEVELOPMENT

•            Manage and coordinate project management activities regarding select strategic industry partnerships for DCRI

•            Support the conversations of the strategic opportunity development with Therapeutic Area Head, DCRI Leadership, Key Faculty and Operations

•            Advocate and connect functional groups with sponsors and internal stakeholders so their expertise is fully leveraged

•            Develop and maintain relationships with faculty to understand their research interests.

•            Coordinate, and cultivate industry relationships and opportunities that match faculty interests with company pipelines, meeting annual revenue targets.

•            Generate reports and presentations that keep DCRI Faculty and staff abreast of emerging trends in the outsourcing of clinical research services and identify new needs for the development of new services and capabilities.

•            In assigned therapeutic areas, responsible for identifying and, if appropriate, pre-qualifying specific smaller business development opportunities. Works independently, while maintaining close collaboration with the Therapeutic Area Leader and Industry Partnerships team to meet annual revenue targets. Plays a crucial role in supporting these business opportunities, providing regular updates, and seeking advice when faced with challenges.

RESEARCH OPERATIONAL EXCELLENCE/ DCRI EXPERTISE AWARENESS

•            Identify and implement ideas that improve standard procedures for researching, collecting, and tracking information about clients, including contact data, pipelines, and previous outsourcing experiences.

•            Identify and implement ideas that improve strategies to cultivate relationships with outsourcing representatives of client companies and pursue opportunities for DCRI to be their research partner.

•            Coordinate and support development of sales marketing materials, including slide sets, newsletters, video, and website content, to support DCRI sales marketing and promotional activities across therapeutic area, as needed.

MARKETING COMMUNICATION PARTNERSHIP

•            Participate in collaborating with the Marketing Communications team on customer-facing materials and ensuring the integration of "Voice of the Customer" into DCRI materials, including core decks, the DCRI website, and case studies.

•            Leverage Marketing Communications to help amplify DCRI faculty expertise and operational capabilities and set up engagements with new targets at industry-heavy conferences.

•            Partner with Marketing Communications to develop and implement a variety of marketing communication strategies designed to generate new opportunities.

Other Duties

Performs other related duties incidental to the work described herein.

Required Qualifications

Education/Training: (refer to the Duke HR website for minimum qualifications required if applicable)

•            Bachelor's Degree in business, science or other related discipline.

Experience: (refer to the Duke HR website for minimum qualifications required if applicable)

•            Five years’ experience in industry business development and/or research and development arena (pharmaceutical company, CRO, etc.) with a minimum of two years’ experience in clinical research proposal generation handling at least 4 large, multi-centered proposals with over $20M in direct costs. Prefer experience in review and negotiation too.

OR AN EQUIVALENT COMBINATION OF RELEVANT EDUCATION AND/OR EXPERIENCE

Duke is an Affirmative Action/Equal Opportunity Employer committed to providing employment opportunity without regard to an individual's age, color, disability, gender, gender expression, gender identity, genetic information, national origin, race, religion, sex, sexual orientation, or veteran status.

Duke aspires to create a community built on collaboration, innovation, creativity, and belonging. Our collective success depends on the robust exchange of ideas—an exchange that is best when the rich diversity of our perspectives, backgrounds, and experiences flourishes. To achieve this exchange, it is essential that all members of the community feel secure and welcome, that the contributions of all individuals are respected, and that all voices are heard. All members of our community have a responsibility to uphold these values.

Essential Physical Job Functions: Certain jobs at Duke University and Duke University Health System may include essentialjob functions that require specific physical and/or mental abilities. Additional information and provision for requests for reasonable accommodation will be provided by each hiring department.