Business Development Associate, Strategic Sales

SUMMARY:   

The Business Development Associate has key responsibilities within four critical products lines: Site Network - Elligo Integrated Research Organization(IRO), Decentralized Clinical Trial Services (DCT), Patient Travel Services (concierge travel support, Patient reimbursement, patient stipends), Patient Recruitment Support,within the clinical trial research industry, selling to Sponsor companies and Contract Research Organizations (CRO). This role will be responsible for locating leads/ business opportunities, prospecting, and closing sales, as well as working with Chief Growth Officer and Finance to track and forecast which opportunities will convert to formal awards 

This role oversees a strategic territory, or named accounts, responsible for conducting new and existing client outreach to bring in new clinical trial opportunities, within the four product lines described above. We are looking for an energetic, focused, organized person who has passion for the clinical trial space to make a difference for others and have the drive to successfully locate and close sales. 

ESSENTIAL DUTIES: 

Outreach duties include: 

Performs outreach, develops, and maintains relationships to cultivate new study opportunities from an established territory, or named accounts, of small to large sponsor companies and CRO companies  

Manage, nurture, and convert study leads into study opportunities through following the Company's prospecting workflows and other study lead outreach drivers 

Identify strong potential prospects using initiative and creativity, to generate outbound lead opportunities 

Assess and analyze a prospects current process and requirements to effectively conduct outreach and increase success of converting leads to opportunities 

Provide engaging and articulate information about value proposition to potential sponsors/CROs 

Build and maintain relationships with several small to large sponsor companies and CROs through continual and relevant communications 

Key client facing contact that will attend conferences with the goal oflanding new business and exposure for the company 

Learn to manage the clinical trial process to effectively convert the “lead” into an “opportunity” and ultimately and “Award” throughout the sales cycle 

Management of designated sponsor/CRO partnerships which includes management of an established workflow to maximize our relationship, generate a significant number of studies, connect the right sites to those studies and mitigate any problems or issues 

Meet personal targets and effectively contribute to monthly and quarterly goals 

Daily use of Salesforce for business development and relationship management tracking and ensuring all Salesforce records are kept updated and standardized processes are followed 

Other duties as required duties as assigned 

Communication: 

Collaborates with Trial Placement Team, Patient Engagement, and Travel Associates and other internal teams as required. 

Identify specific needs of any site clients, and conduct targeted research and outreach to meet those needs (Examples include Phase of trial, specific therapeutic areas, etc.) 

Collaborates with the Trial Placement, Medical and Delivery teams to communicate what is needed to best “sell” struggling sites to sponsors/CRO contacts, with the goal of securing site awards for these sites 

Basic understanding of clinical protocols and demonstrates an active effort to learn by asking peers and/or supervisors 

Asks appropriate questions while on the phone with Sponsor companies and CROs regarding specific clinical trial opportunities in order to present adequate information to site clients 

Answers sponsor and CRO contact inquiries in a timely manner 

With the guidance of senior team members, proactively work with other business development colleagues to provide guidance to establish stronger strategies for getting the maximum number of awards for network sites 

Complete tasks in Salesforce for all sponsor-facing activities, including calls, emails, etc. 

Identification of processes and systems that can be refined to be more efficient and proposition of changes to resolve those inefficiencies 

Maintains high level of personalization of all outgoing emails to pharmaceutical/CRO contact 

QUALIFICATIONS:  

Knowledge of Clinical trials, some therapeutic practice knowledge and comfort with medical terminology products. 

Self-starter and able to work independently and collaborate across different teams to meet company goals and projects. 

Demonstrates determination and a hunger to succeed and competitive nature to thrive and be successful. 

Self-motivated; able to work independently to complete tasks, respond to department requests, and collaborate with others to utilize their resources and knowledge to identify quality solutions. 

Strong organizational skills with the ability to accomplish multiple tasks within established timeframes through effective prioritization of duties and functions in a fast-paced environment. 

Proven track record of building and maintaining solid relationships with both internal and external stakeholders. 

Ability to create compelling presentations that meet clients’ pain points to gain new business. 

Ability to effectively work with cross-functional teams, different levels of employees, and clients to achieve business results and efficiently accomplish objectives.  

Proactive and timely follow-up skills: the ability to organize applicable department timelines and follow up with internal and external stakeholder needs as needed. 

Clear and concise written and verbal communication skills, including the ability to present ideas and suggestions clearly and effectively. 

Ability to build relationships and to communicate to senior management level 

Ability to influence and maintain effective working relationships with coworkers, managers, clients, and customers 

Team-minded with a willingness to jump in when needed no matter the level of the task 

Experience with Salesforce or other similar CRM strongly preferred 

Ability to work with functional groups and different levels of employees throughout Elligo to achieve business results effectively and professionally. 

Proactive and timely follow-up skills: the ability to organize applicable department timelines and follow up with internal and external stakeholder needs as needed. 

General and clinical understanding of the Clinical Research/pharmaceutical market 

EDUCATION AND EXPERIENCE:  

 Bachelor's degree in Business, Healthcare, Management, Industrial Technology, or related fields is preferred or relevant experience. 

A minimum of 2-3 years professional experience in Clinical Research industry or Life Science experience is a plus 

Sales-centric: you are passionate about sales and know how to pitch and sell any product to anyone 

ENVIRONMENT: 

This position is remote. Approximately up to 20% of travel may be required to support the position’s responsibilities.   

PHYSICAL DEMANDS: 

The physical requirements described here are representative of those that must be met by an employee to successfully perform the functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is required to: 

Regularly work at a desk using a computer for prolonged periods. 

Perform repetitive motion with substantial movements (motions) of the wrists, hands, and/or fingers. 

Regularly communicate via e-mail, telephone, chat, webcam (remote sessions such as MS Teams or Zoom), so others will understand and exchange accurate and timely information. 

Frequently stand/walk, grasp objects, and perform lightly/fine manipulation of objects. 

Occasionally move safely over uneven surfaces. 

Occasionally reach/work above shoulders, twist/bend/stoop/squat, grasp forcefully, lift/carry/push/pull objects that weigh up to 20 pounds. 

ADDITIONAL: 

Elligo Health Research is a dynamic organization in a rapidly changing industry. Accordingly, the responsibilities associated with this job may change from time to time in accordance with business needs. More specifically, the incumbent may be required to perform additional and/or different responsibilities from those set forth above. 

The above declarations are not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are designed only to describe the general nature of the job. 

The incumbent must be flexible as there may be workweeks that require more than 40 hours to ensure the position’s expectations and responsibilities are met.  

Elligo Health Research is committed to a policy of equal employment and will not discriminate against an applicant or associate based on his or her age, sex, sexual orientation, gender identity, race, color, creed, religion, national origin or ancestry, citizenship, marital status, familial status, physical or mental disability, handicap, military or veteran status, genetic information, pregnancy or any other category protected under federal, state or local law, regulation or ordinance.