Director, Business Development - job 1 of 2

At EVERSANA, we are proud to be certified as a Great Place to Work across the globe. We’re fueled by our vision to create a healthier world. How? Our global team of more than 7,000 employees is committed to creating and delivering next-generation commercialization services to the life sciences industry. We are grounded in our cultural beliefs and serve more than 650 clients ranging from innovative biotech start-ups to established pharmaceutical companies. Our products, services and solutions help bring innovative therapies to market and support the patients who depend on them. Our jobs, skills and talents are unique, but together we make an impact every day. Join us! 

Across our growing organization, we embrace diversity in backgrounds and experiences. Improving patient lives around the world is a priority, and we need people from all backgrounds and swaths of life to help build the future of the healthcare and the life sciences industry. We believe our people make all the difference in cultivating an inclusive culture that embraces our cultural beliefs.  We are deliberate and self-reflective about the kind of team and culture we are building. We look for team members that are not only strong in their own aptitudes but also who care deeply about EVERSANA, our people, clients and most importantly, the patients we serve.   We are EVERSANA. 

THE POSITION:

This position is responsible for actively growing revenue with current and prospective clients consistent with the company’s strategic plan.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
Our employees are tasked with delivering excellent business results through the efforts of their teams.  These results are achieved by:

• Setting clear direction, effective plans, and Business Development (85% of time)
• Lead business development using own existing network as well as leveraging EVERSANA current network to win projects.
• Your network should be capable of significantly expanding our new business each year ($2M to $4M+ book of business preferred), complementing the revenue already projected by our existing team.
• Increase and maintain sales of syndicated and custom research in assigned accounts.
• Identify buyers and solutions that meet their needs. Generate, qualify, and nurture leads, coordinate with the syndicated and custom delivery teams to close sales, and secure follow-on work and referrals.
• Expand the depth and breadth of relationships with us buyers in assigned accounts.
• Develop and implement a strategic account plan for each client and lead regular account planning updates with the cross-functional team assigned to support the account.
• Document the buying process for both syndicated and custom research in each account and develop strategies to overcome barriers as relevant (secure preferred vendor status, ensure an MSA is in place, etc.).
• Create prospective messaging and search for leads within current and new assigned accounts
• Serve as client feedback loop for the organization (15% of the time)
• Share insight about accounts with others within the EVERSANA Market Research & Insights team to improve client loyalty and improve coordination.
• Gather and share market intelligence about individual clients.
• Conduct and share win-loss analysis.
• Assist with new product development through sharing a client's unmet needs with appropriate. colleagues and assisting the NPD process for developing new services or capabilities to meet those needs where appropriate.
• Seek and share ongoing competitive insights and information from network of key individuals within the client organizations.
• Assist with the development of marketing materials (case studies, white papers) through sharing client’s needs and positive experiences with the EVERSANA Market Research & Insights team.
• Demonstrate a commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias. 
• All other duties as assigned.

EXPECTATIONS OF THE JOB:

• Travel (30%)
• Hours (40 Hours per week)

The above list reflects the general details necessary to describe the expectations of the position and shall not be construed as the only expectations that may be assigned for the position.

MINIMUM KNOWLEDGE, SKILLS AND ABILITIES:

The requirements listed below are representative of the experience, education, knowledge, skill and/or abilities required.

• Education bachelor’s degree in business, Marketing or related field.
• Experience and/or Training:
  • 8 years of progressive, relevant business experience required in business development, market access, strategic planning, or corporate development in the life science industry.
  • Proven track record of successful sales performance in previous roles.
  • Established business development and account planning skills.
  • Results orientation and initiative, self-appraisal, and continuous learning mindset.
  • Networking and rapport-building skills.
  • Strong problem-solving skills.
  • Demonstrated knowledge of and understanding of market trends and market access issues affecting pharmaceutical companies.
  • Strong organization, planning, and time/project management skills.
  • Excellent written and presentation skills.
  • Must be a team player and be able to effectively interact with staff at all levels of the company.
  • Ability to lead, engage, and influence others – persuades, convinces, or influences others to change their viewpoint or accept a desired course of action.
  • Building a pipeline of key strategic targets in the relevant marketplace that will promote business growth.
  • Monitor pipeline, record, and communicate relevant and timely company information that informs business development and sales functions about significant events, such as successful clinical trial endpoints, management changes, acquisitions, regulatory filings, and approvals.
  • Be the primary owner of the business development pipeline, providing regular pipeline updates and ensure accuracy in the CRM.
  • Guide assigned prospects through the company business development process resulting closing business and contributing to EVERSANA's financial objectives.
  • Proficient in use of analytical and reporting tools and techniques, particularly Excel
  • Proficient in use of market research tools and techniques including CRM, database query and management, and use of 3rd party information sources
• Technology/Equipment Intermediate to Expert computer and Microsoft Suite skills and saleforce.com

PREFERRED QUALIFICATIONS:

• Education master’s degree in business, marketing or related field.
• Experience and/or Training
  • 10+ years of progressive, relevant business experience required in business development, market access, strategic planning, or corporate development in the life science industry.
  • Independent, assertive, and confident business development professional. Hands-on self-starter, who has been successful driving new business in a complex sales environment.
  • Hungry and eager to prove sales approach can work, while being flexible in how best to tackle the market.
  • Skilled at articulating in a consultative manner to customers the value of new and transformational commercial solutions, and how it may be applied to solve healthcare challenges and complex service issues.
  • Desire to engage deeply in Commercial function, communicate with the Business Development (BD) team, with aspiration to grow skills and experience to be equipped for future Business Development and/or Marketing roles.
  • Strong business acumen and strategic thinking – ability to sift through large quantity of data, accurately “read between the lines,” synthesize broad information into salient points and clearly communicate actionable recommendations.
• Technology/Equipment Expert computer and Microsoft Suite skills and saleforce.com

PHYSICAL/MENTAL DEMANDS AND WORKING ENVIRONMENT:

The physical and mental requirements along with the work environment characteristics described here are representative of those an individual encounters while performing the essential functions of this position.

Office: While performing the essential functions of this job the employee is frequently required to reach, grasp, stand and/or sit for long periods of time (up to 90% of the shift), walk, talk and hear; occasionally required to lift and/or move up to 25 pounds. The noise level in the work environment is usually moderately quiet, with frequent interruptions and multiple demands.

OUR CULTURAL BELIEFS:

Patient Minded I act with the patient’s best interest in mind.

Client Delight I own every client experience and its impact on results.

Take Action I am empowered and hold myself accountable.

Embrace Diversity I create an environment of awareness and respect.

Grow Talent I own my development and invest in the development of others. 

Win Together I passionately connect with anyone, anywhere, anytime to achieve results.

Communication Matters I speak up to create transparent, thoughtful, and timely dialogue.

Always Innovate I am bold and creative in everything I do.

EVERSANA is committed to providing competitive salaries and benefits for all employees. The anticipated base salary range for this position is $123,000 to $166,500 and is not applicable to locations outside of the U.S.  The base salary range represents the low and high end of the salary range for this position.  Compensation will be determined based on relevant experience, other job-related qualifications/skills, and geographic location (to account for comparative cost of living).  EVERSANA reserves the right to modify this base salary range at any time.

All your information will be kept confidential according to EEO guidelines.

Our team is aware of recent fraudulent job offers in the market, misrepresenting EVERSANA. Recruitment fraud is a sophisticated scam commonly perpetrated through online services using fake websites, unsolicited e-mails, or even text messages claiming to be a legitimate company. Some of these scams request personal information and even payment for training or job application fees. Please know EVERSANA would never require personal information nor payment of any kind during the employment process. We respect the personal rights of all candidates looking to explore careers at EVERSANA.

From EVERSANA’s inception, Diversity, Equity & Inclusion have always been key to our success. We are an Equal Opportunity Employer, and our employees are people with different strengths, experiences, and backgrounds who share a passion for improving the lives of patients and leading innovation within the healthcare industry. Diversity not only includes race and gender identity, but also age, disability status, veteran status, sexual orientation, religion, and many other parts of one’s identity. All of our employees’ points of view are key to our success, and inclusion is everyone's responsibility.

Consistent with the Americans with Disabilities Act (ADA) and applicable state and local laws, it is the policy of EVERSANA to provide reasonable accommodation when requested by a qualified applicant or candidate with a disability, unless such accommodation would cause an undue hardship for EVERSANA. The policy regarding requests for reasonable accommodations applies to all aspects of the hiring process. If reasonable accommodation is needed to participate in the interview and hiring process, please contact us at [email protected].

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