Cogstate Business Development Director in Boston, Massachusetts
Directs and executes the creation of annual, global/international Strategic Account Plans to maximize profitable sales, maintain high client satisfaction, and bring value to Cogstate’s strategic accounts. Securing and expanding volume of profitable New Business Awards (NBAs). Other responsibilities include assisting in recruiting, coaching and motivation of internal teams, analysing market trends, developing sales tools, forecasting accurately and reporting updates weekly. Territory includes Pharma and Biotech accounts in the Americas with a focus on clinical pipelines in Neuroscience.
Lead the processing of NDAs/CDAs and Request for Proposals.
Lead bid-defense planning and team mentoring for ongoing opportunities.
Transfer knowledge and ownership of client specific tools i.e. pricing grids, SOPS, etc
Work closely with Chief Commercial Officer to continually enhance further account penetration of existing key accounts, meetings and RFPs.
Call on existing and new accounts and schedule meetings to open new business development opportunities.
Regular client follow-up to build meaningful relationships with key stakeholders.
Generate, maintain and distribute management reports out of SF.com
Research account and identify new opportunities for Cogstate by monitoring clinical pipeline/molecule developments and relevant communication/press.
Participate in the ongoing review of Cogstate business development procedures to ensure consistency on an international basis.
Collaborate with the operations and management team to prepare for client meetings.
Learn messaging around Cogstate differentiators and be able to effectively communicate them to clients and other external markets.
Attend industry conferences and actively seek opportunities for Cogstate to be represented as thought-leaders.
Coordinate, drive and track documents through the contract execution process and task orders process and ultimately supporting Cogstate operations & legal improve contract execution cycle times.
Track and identify continuity enhancement opportunities with the developing preferred partnerships.
Support the proposal development process through review and collaboration with Cogstate operations.
RFI response leadership and coordination for assigned accounts.
Review of metrics on a weekly or monthly basis to assess productivity.
Maintain and manage SalesForce.com database with all sales activity, ensuring all data is accurate, relevant and up-to-date at all times.
Provide strategic direction and input in new business proposals.
Develop a sales methodology and strategy for increasing new account penetration.
Undergraduate degree or international equivalent in a health sciences discipline from an accredited institution or equivalent experience.
More than 7 years related and applicable industry experience as an individual contributor
Targeted training in business (management, marketing, accounting, personnel management, negotiation skills, etc.
Strong verbal and written English communication skills.
Track record and excellence in developing, maintaining and managing customer relationships.
Strong time management skills.
Must be able to demonstrate tenacity, proactivity and initiative.
Thorough knowledge of proposal process, legal and contracting process
Substantial consultative selling experience with CRO or ancillary industries required.
Provide accurate weekly forecasts to CCO and Management team.
Ability to proactively target and manage key accounts that drive profitable NBA for Cogstate.
Thorough understanding of the Pharmaceutical and CRO industry.
Thorough knowledge of the Clinical Development process.
Nurture business relationships with current and potential clients.
Achieve quarterly activity level targets as agreed with focus on meetings, pipeline development, and new contact identification in Salesforce
Proficient in the use of SalesForce.com for CRM and management reporting.
Show a commitment to personal development and career progression.
Be a team player to drive Cogstate to further success.
Provide solution to difficult issues brought by clients, both external and internal.
Work collaboratively with internal and external teams to enhance client-Cogstate relationship.
Offer solutions that are thorough, practical and consistent with Cogstate business objectives.
Suggest, recommend, and implement measures to enhance the business development and sales process.
Identify and present to management potential for new Cogstate services within existing and new accounts.
Able to research companies on SF.com, the Internet, Clintrials.gov, Biopharminsight.com and other web related databases to determine key account needs by development stage and therapeutic area.
Cogstate is a leading cognitive science company focused on optimizing the measurement of cognition (brain function) to guide decision-making in clinical trials, academic research and healthcare. Cogstate commercializes rapid, reliable and highly sensitive computerised cognitive tests and provides expert support for traditional neurological assessments. Science, innovation and excellence in delivery are at the core of everything we do. Cogstate offers health, dental, and vision benefits as well as 401K plan matching. Cogstate, Inc. provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or genetics.
Cogstate Competencies, essential to achieving and executing our goals at every level
Do the Right thing
- We are honest and dependable. We keep our promises, act with integrity and foster trust through fairness, transparency, and open communication
Think like a customer
- We see our customers’ challenges as our own and strive to help them succeed. We listen, learn what makes them tick and adapt to creatively meet their needs.
Take care of each other
- We work together to tackle big challenges that can only be achieved through the collective and caring efforts of diverse individuals. We show appreciation, value differences, and celebrate wins.
Lead with science
- We are determined, curious thinkers who use knowledge and data to challenge the status quo and redefine what is possible. We are experts in our fields who are trusted by our customers.
- We are accountable to excellence and hold ourselves to high standards. We are problem solvers at heart and quick to both identify obstacles and bring solutions
- We show resilience in the face of hardship to do the messy work of innovating. We stick to difficult tasks with grit and determination. We iterate, experiment, and embrace failing forward.
See the big picture
- We are driven by an understanding that the work we do matters. Our personal connections to the mission may be different, but we know our “why” and it motivates us to do our best work.