Associate Director, Business Development
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Job Description
Associate Director leading strategic sales, partnerships, and complex deals for Emerald Clinical Trials, a global clinical research company. Mentoring BD professionals across biotech and pharma accounts.
Responsibilities:
- Develop and execute business sales strategy for assigned therapeutic areas or customer segments
- Build and manage a portfolio of actively developing sales opportunities valued at AUD$8–12M per year
- Identify strategic growth initiatives and market expansion opportunities
- Serve as strategic business advisor to key sponsors and stakeholders
- Develop account strategies and manage complex negotiations and C-level sponsor relationships
- Lead major proposals and RFP responses for strategic opportunities
- Coordinate cross-functional teams to deliver competitive proposals
- Close complex deals with significant contract values
- Monitor therapeutic trends, funding patterns, and competitive dynamics
- Conduct strategic analysis and provide insights to inform company positioning
- Share competitive intelligence and market trends with leadership
- Lead and mentor 1–3 BD professionals on strategy, sales techniques, and career development
- Collaborate with team members to achieve collective sales targets and personal growth
- Maintain comprehensive and accurate CRM data for opportunities and account activity
- Provide monthly strategic sales reports with pipeline analysis and forecasts
- Attend and lead participation in industry conferences and strategic networking events
- Build and maintain relationships with key decision-makers and thought leaders
- Partner with clinical, operational, marketing, and regional leadership on strategic initiatives
- Ensure commitments and proposals align with company capability and strategy
Requirements:
- Bachelor's degree in Life Sciences, Pharmacy, Business, or related field
- MBA or advanced degree (MSc, PhD) strongly preferred
- 6-8 years of professional experience in sales, business development, or related field
- 4-6 years of experience in pharmaceutical, biotech, CRO, or clinical research industry
- 2+ years of leadership experience managing BD professionals
- Advanced consultative selling and complex stakeholder management capabilities
- Strong strategic thinking and business acumen
- Excellent leadership, coaching, and team development skills
- Strong communication and interpersonal skills; ability to influence at C-level
- Proficiency with Salesforce CRM and sales analytics
- Technological proficiency including Microsoft Office packages
- Ability to see the big picture while focusing on detail and quality
- Ability to be flexible and adaptable amid changing organisational priorities and ambiguous environments
Benefits:
- Competitive compensation: tailored salary and benefits package to reflect skills and experience
- Hybrid or remote working arrangements, depending on location and role
- Access to learning opportunities and a global network of scientific leaders
- Employee wellbeing programs and initiatives promoting work-life balance, health, and team connection
- Global engagement surveys
- Recognition programs
- Team-building events
- Exposure to diverse projects and clients through international reach
- Purpose-driven work contributing to clinical trials focused on renal, cardiometabolic, and oncology therapies
- Collaboration and innovation culture valuing diverse perspectives and creative solutions
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