Assistant Director, DCRI Grants and Proposals Services
School of Medicine:
Established in 1930, Duke University School of Medicine is the youngest of the nation’s top medical schools. Ranked tenth among its peers, the School takes pride in being an inclusive community of outstanding learners, investigators, clinicians, and staff where traditional barriers are low, interdisciplinary collaboration is embraced, and great ideas accelerate translation of fundamental scientific discoveries to improve humanhealth locally and around the globe.
Comprised of 2,400 faculty physicians and researchers, the Duke University School of Medicine along with the Duke University School of Nursing and Duke University Health System create Duke Health. Duke Health is a world-class health care network. Founded in 1998 to provide efficient, responsive care, the health system offers a full network of health services and encompasses Duke University Hospital, Duke Regional Hospital, Duke Raleigh Hospital, Duke Primary Care, Private Diagnostic Clinic, Duke Home and Hospice, Duke Health and Wellness, and multiple affiliations.
The Assistant Director (AD) nt will work closely with their Faculty Therapeutic Area (TA) Leader and Business Development (BD) Director to help achieve the overall goals of the BD sales initiatives and developing sales strategies for the organization. In this role, the AD will proactively lead and assist the DCRI faculty in identifying and securing new project opportunities for their particular therapeutic area. This individual will also 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. WORK PERFORMED Develop and maintain relationships with faculty in order to understand their research interests. Take a lead and pro-active role in coordinating and cultivating industry relationships in order to appropriately match faculty interests with company pipelines and meet annual revenue targets. 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. Develop and maintain relationships with Clinical Operations Associate Directors and Assistant Directors and keep them apprised of upcoming business opportunities.
Participate in 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.
Enhance the ability of DCRI to increase their proposal hit rate within their assigned TA.Lead and coordinate exhibits at conferences and trade shows on behalf of the DCRI.
Increase DCRI’s presence at international scientific and industry meetings through appropriate identification of faculty speaking opportunities and recommendations of relevant industry meetings as identified 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 the outsourcing representatives of client companies and pursue opportunities for the DCRI to be designated as a long-term partner. 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. Prepare for and lead Portfolio Management Meetings that inform the organization of TA plans to bring in new business, maintain a balanced portfolio, and meet 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.
Provide direction in the development of new brochures and other informational materials including slide sets to support DCRI marketing and promotional activities for their TA. Lead and coordinate the development of annual financial targets of new project awards for your therapeutic area.
Identify, pre-qualify, and pursue specific business development opportunities within their assigned TAs, working closely with the TA Leader to achieve the annual revue target as assigned.
Interact with DCRI PLs and TA Faculty to assist with the increasing client satisfaction around communication of scope changes and identification and communication of performance metrics.
EDUCATION/TRAINING Bachelor’s Degree in business, science or other related discipline preferred. EXPERIENCE Seven years of experience in clinical research, including a minimum of five years experience in business development at a Contract Research Organization (CRO), Academic Research Organization (ARO), or other comparable organization. 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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