ASSOC DIRECTOR, STRATEGIC THERAPEUTIC AREA BUSINESS DEVELOPMENT, DCRI

School of Medicine 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 2,500 faculty physicians and researchers, more than 1,300 students, and more than 6,000 staff, the Duke University School of Medicine along with the Duke University School of Nursing, Duke University Health System and the Private Diagnostic Clinic (PDC) comprise Duke Health. a world-class academic medical center. The Health System encompasses Duke University Hospital, Duke Regional Hospital, Duke Raleigh Hospital, Duke Primary Care, Duke Home and Hospice, Duke Health and Wellness, and multiple affiliations.

STRATEGIC THERAPEUTIC BUSINESS DEVELOPMENT REP, DCRI / ASSISTANT DIRECTOR (AD)

The Strategic Therapeutic Business Development Representative, DCRI / Assistant Director (AD), works closely with their Faculty Therapeutic Area (TA) Leader and Industry Partnerships and Strategic Programs (IPSP) Director to achieve the overall goals of the Industry Partnerships sales initiatives and develop sales strategies for the organization. In this role, the AD will proactively lead and assist DCRI faculty in identifying and securing new project opportunities for their particular therapeutic area. This individual will also promote the capabilities of DCRI to current and prospective sponsors, lead efforts to develop plans for complex sales opportunities and negotiations, and contribute to efforts to maintain lasting partnerships with industry and government sponsors.

** 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

STRATEGY DEVELOPMENT

• Partner with IPSP Head to develop strategic industry partnerships for DCRI based on key criteria

• Lead strategic opportunity development with TA Head, DCRI Leadership, Key Faculty and Operations

• Conduct/lead TA Faculty and Therapeutic Area Meetings with cross-functional TA leadership team

• 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.

• Take a lead and proactive role in coordinating and cultivating industry relationships to match faculty interests with company pipelines, meeting annual revenue targets.

• Keep DCRI Faculty and staff abreast of emerging trends in the outsourcing of clinical research services and identify needs for the development of new services and capabilities.

• Lead and coordinate the development of annual financial targets for new project awards within the therapeutic area.

• Identify, pre-qualify, and pursue specific business development opportunities within assigned therapeutic areas, working closely with the TA Leader to achieve annual revenue targets.

TA CLIENT AND ACCOUNT MANAGEMENT

• Work independently and proactively engage clients/customers in high-level discussions, as well as negotiate at a high level.

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

• Participate in the proposal development process, communicating sales strategies for each opportunity, providing an executive summary, and contributing to pricing strategies based on customer information.

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

• Increase DCRI’s presence at international scientific and industry meetings by identifying faculty speaking opportunities and recommending relevant industry meetings as outlined in the therapeutic business plan.

• Develop, implement, and refine standard procedures for researching, collecting, and tracking information about clients, including contact data, pipelines, and previous outsourcing experiences.

• Develop, implement, and refine strategies to cultivate relationships with outsourcing representatives of client companies and pursue opportunities for DCRI to be designated as a long-term partner.

• 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.

• Prepare for and lead Portfolio Management Meetings that inform the organization of therapeutic area plans to bring in new business, maintain a balanced portfolio, and meet revenue targets.

NEW RESEARCH OPERATIONAL EXCELLENCE

• Attend conferences and trade shows on behalf of the DCRI.

• Provide direction in the development of marketing sales materials, including slide sets, to support DCRI marketing and promotional activities for their therapeutic area.

EDUCATION/TRAINING

• Bachelor’s Degree in business, science, or another related discipline is preferred.

EXPERIENCE

• Seven years of experience in clinical research, including a minimum of five years of experience in business development at a Contract Research Organization (CRO), Academic Research Organization (ARO), or a comparable organization.
• Excellent oral and written communication skills, including public speaking.
• Excellent interpersonal skills.
• Leadership skills, including the ability to function effectively in a matrix organization.
• Excellent organizational, planning, prioritization, facilitation, negotiation, analytical, and problem-solving skills.
• Willingness to travel.

REPORTING RELATIONSHIP

• Reports directly to the Director of Industry Partnerships & Strategic Programs but independently drives business development opportunities in collaboration with TA Area Heads.

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.