Job description

diversity employer

Business Development

The Strategic Accounts and Alliances 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 identified Strategic Accounts and Partners. The AD will have primary responsibility for working with Strategic Accounts and Partners to increase opportunities, grow revenue and improve the brand and awareness of DCRI. AD will develop and execute strategic account plans that create mutually beneficial relationships with our partners and alliances that leverage our relationships and strengths with the goal of increasing the number of research opportunities and project wins with industry sponsors (Sponsors). AD will promote the capabilities of the DCRI to identified strategic sponsors and partners, develop plans and lead the efforts regarding sales opportunities and negotiations, and contribute to efforts to maintain lasting partnerships with all Sponsors. The AD will be the main business development representative for DCRI's key accounts and alliances, and will serve as an internal expert resource regarding business development activities. The AD will devote 100% of their efforts to relationship building, account and partner management and all related activities.

Key Account Management
Develop a Strategic Account Plans for identified strategic 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.
  • Identifies key research opportunities based on Sponsor's needs, faculties' interests, DCRI's goals, Operations capacity and capability and any relationships from either DCRI or our partners and create and execute plans to develop these opportunities with the Sponsors.
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.

Meet with sponsor's key decision makers to review Sponsor's current and future needs, detail DCRI's capabilities and differentiators and inspire the Sponsor to consider working with DCRI in innovative and alternative research approaches. Document DCRI's interaction with the sponsor, including research performed, meetings held and key performance indicators.

Assess the potential for DCRI to enter into a preferred strategic partnership/alliance. Assess how to leverage our Partners' relationships with the Sponsor.

Understand DCRI's experience with the key accounts; speak fluently on our performance and ability. Promote DCRI's services, capabilities and experiences to expand and deepen our relationship and opportunities with the Sponsor.

Serve as Sponsor's advocate, and help resolve problems on behalf of the sponsor. Maintain contact with sponsor, assess satisfaction, address concerns, strategize on future opportunities, and promote joint successes.

Strategic Partner and Alliance Management
Develop Business Development Plans for identified strategic partners and alliances that
  • Identifies areas of collaboration in business development, operations and marketing. Align processes and technologies to demonstrate the unique value proposition of our partnership to Sponsors and the market.
  • Works with appropriate leadership, faculty, domain leadership and business development to develop a detailed analysis for the market opportunity for each relationship, identify key sponsors, focus research areas and specific opportunities for DCRI to jointly pursue with each sponsor.
  • Outlines existing relationships, individual strengths, resources, faculty interests, existing projects and focused targets with each strategic partner and develop a communication strategy to share internally at DCRI as well as with our Partner, Sponsors and the general market.
  • Identifies key research opportunities that DCRI should pursue with each partner based on Sponsor's needs, faculties' interests and DCRI's goals, operational capacity and capabilities. Create and execute plans to develop these opportunities with the Sponsors.
General Business Development
Participate in - and where appropriate, lead - the proposal development process through communication of sales strategies for each opportunity, provision of an executive summary for each opportunity, and input into pricing strategies based on customer information.

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

Increase DCRI's presence through appropriate identification of faculty speaking opportunities and recommendations of relevant industry meetings.

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 the maintenance of an accurate, up-to-date, and complete list of upcoming client meetings; development of clear meeting objectives and strategies; identification of attendees; preparation of agendas; and logistical arrangements.

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

Maintain relationships and facilitate frequent discussions with other academic organizations.

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 Faculty, Operational and Senior Leadership.

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.

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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.





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Job No:
Posted: 5/11/2018
Application Due: 6/1/2018
Work Type: