Job description

diversity employer

Business Development

The Business Development Account Director (AD) will work closely with Leadership, Faculty, Operational Leadership and Business Development to help achieve the overall sales goals of the organization and to lead development of sales strategies for assigned Therapeutic Areas and Key Accounts. In this role, the AD will proactively lead and assist in identifying and securing new project opportunities for identified growth areas. In addition they will also foster new business through their assignments and DCRI's partners and alliances. This individual will proactively seek to promote the capabilities of the DCRI to current and prospective sponsors, lead efforts and develop plans to deal with complex sales opportunities and negotiations, and contribute to efforts to maintain lasting partnerships with industry and government sponsors. The AD will be the main business development representative for their specific areas and assigned accounts, and will serve as an internal expert resource regarding business development activities. The AD will devote 100% of their efforts to actively pursuing and managing research opportunities, relationship building and account management activities.

Focus Growth Area Management
Develop and maintain relationships with assigned faculty in order to understand their research interests and opportunities for DCRI.

Take a lead and proactive role in coordinating and cultivating industry relationships in order to appropriately match faculty interests, DCRI's capabilities and differentiators with Sponsor pipelines and meet annual revenue targets for the focus area.

Develop and maintain relationships with Clinical Operations Associate Directors and Assistant Directors, keeping them apprised of upcoming business opportunities.

Develop and update annually a Business Development Plan that 1) articulates goals, 2) analyzes the landscape, 3) provides a financial outlines, and 4) outlines strategy and tactics:

In conjunction with faculty, inform the organization of plans to bring in new business, maintain a balanced portfolio, and meet annual goals and objectives including revenue targets.

Provide direction and participate in the development of new brochures and other informational materials including slide sets to support DCRI marketing and promotional activities for their areas.

Lead and coordinate the development of annual financial targets of new project awards for your area.

Identify, pre-qualify, and pursue specific business development opportunities within the assigned areas to achieve the annual targets as assigned.

Interact with key DCRI personnel including operational leaders and Faculty to assist with increasing client satisfaction around communication of scope changes and identification and communication of performance metrics.

Key Account Management
Develop a Key Account Plan for assigned accounts that
  • Incorporates key contacts within the sponsor, including their role, history with the company and DCRI, and their ability to influence (either positively or negatively)
  • Develops a detailed pipeline analysis for each sponsor, including projects by phase of development and TA
  • Outlines the synergies between sponsor pipelines, current faculty interest, and existing DCRI relationships and projects.
Based on the synergies and areas of interest to Faculty, develop business development strategies to expand the core business for the account into new TAs.

Develop list of key faculty and staff within the DCRI who have relationships the sponsor.

As appropriate, develop relationships with sponsor's key decision makers for the purpose of cross-selling other DCRI TAs/services. Document the DCRI's history with the sponsor, including a list of past and ongoing studies, past meetings held, metrics related to studies (if available) and discussion between DCRI and the sponsor.

Develop a strategy for building relationships within the procurement group within the sponsor.

Gain an understanding of the sponsor's preferred partnership/ strategic alliance model. Assess the potential for DCRI to enter into a preferred strategic partnership/alliance.

Understand DCRI's experience with the key accounts; speak fluently on our performance and ability. Stay aware of Sponsor's projects with DCRI. Understand project successes & failures, serve as the sponsor's BD advocate and help resolve problems on behalf of the sponsor.

Keep in contact with sponsor, assess customer satisfaction, address concern, strategize on future opportunities, and promote successes.

General Business Development
Participate in and, when appropriate, lead the opportunity management process including communication of sales strategies. Providing an executive summary, and input into pricing strategies based on customer information.

Track all opportunities in the appropriate DCRI systems and evaluate all opportunities to enhance DCRI's ability to win.

Increase DCRI's presence at appropriate meetings through, exhibiting attending and identification of faculty speaking opportunities. Identify relevant industry meetings that aligns with business plan.

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

Prepare and coordinate client meetings, including development of clear meeting objectives and strategies; identification of attendees; preparation of agendas; and logistical arrangements.

Work independently and proactively to engage clients/customers in high level discussions, as well as the ability to negotiate at a high level.

Reports directly to the Head of Business Development, but may receive direction and work assignments from applicable Faculty Leaders.

Requisition Number


Duke Entity

Job Code

Job Family Level


Full Time / Part Time

Regular / Temporary


Minimum Qualifications

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

Seven years of experience in clinical research, including either a minimum of five years' experience in business development at a Contract Research Organization (CRO), Academic Research Organization (ARO), or with a pharmaceutical, biotech, medical device or other comparable organization, as a Medical Science Liaison (MSL) or Product Manager with prior field sales experience.

Excellent oral and written communication skills, including public speaking.

Excellent interpersonal skills.

Leadership skills including ability to function effectively in a matrix organization.

Excellent organizational, planning, prioritization, facilitation, negotiation, analytical and problem-solving skills.

Willingness to travel.

Auto req ID


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

Essential Physical Job Functions: Certain jobs at Duke University and Duke University Health System may include essential job 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.





Diversity Profile: University



View more

Learn more on Inside Higher Ed's College Page for University

Arrow pointing right
Job No:
Posted: 4/4/2018
Application Due: 5/12/2018
Work Type: