Vice President of Business Development (Biopharma)

Job Description

The VP Business Development (Biopharma) will work with the CEO, President, Chief Product Officer and other executive team members to identify and execute commercial strategy and operations specific to new clinical trial and other revenue generating opportunities for Anova. He/she will provide sales and marketing leadership across all Anova activities in all markets, develop organic and inorganic growth opportunities, lead on sales planning and management of Anova’s clinical research technology and services.

The role will also have responsibility for senior client and prospect relationships with other members of the management team. This role will provide commercial leadership to support the ongoing vision and development of the Anova portfolio and related technologies and services.

The VP Business Development will lead on all commercial relations with customers, and partners. He/she will provide regular monitoring information on performance to the executive team (status of outreach, bid submission/defence, projected award size/timing, etc.) and will have collective corporate responsibility for strategic and operational sales and marketing performance.

The VP Business Development will build on existing personal and Anova networks, domain knowledge and expertise to go deep on understanding product and service roadmap and use this insight to identify emerging clinical trial and other opportunities for growth.

Responsibilities

COMMERCIAL DEVELOPMENT

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1. Develop commercial and go-to-market strategies with appropriate investment proposals and ROI.
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2. Build a strong pipeline of sponsor, CRO, SMO and research site revenue opportunities and deliver a consistent revenue stream through developing relationships directly with biopharmaceutical companies and other clinical study sponsors, health systems and core service providers.
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3. Build a strong pipeline of US insurance market revenue opportunities and deliver a consistent revenue stream through developing relationships directly with third party payers (i.e., insurance companies) and through channel partners.
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4. Build and deliver a network of clinical research sites and ancillary service providers aligned to the strategic priorities of Anova.
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5. Coordinate a sales effort with the relevant service/product knowledge required to prepare a winning sales team, whilst taking ownership of the end-to-end sales and network development process. This role requires an ability to work under pressure and to challenging deadlines and will require strong people management skills.
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6. Identify & develop key customer contacts and sustain long term relationships.
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7. Develop and maintain excellent network development and sales reporting systems to enable full discharge of sales and marketing responsibilities to Anova.
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8. Manage the opportunity pipeline / forecast tracking and reporting to the Senior Management Team.
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9. Lobby and network across the healthcare, clinical research, and biopharmaceutical market with senior executives.
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10. Participate fully in developing, implementing & monitoring Company strategies, ensuring all goals & targets are achieved and where possible exceeded.
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11. Develop and implement performance measurement and reporting systems that will enable the Senior Management Team to assure itself that performance is on target and that strategic and project goals are met.
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12. Evaluate and prioritize commercial opportunities from a strategic, financial, and operational point of view.
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RELATIONSHIPS WITH PARTNERS, CUSTOMERS & CLIENTS

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1. Develop and maintain productive relationships with appropriate external partners, investors, customers, and clients.
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2. Effectively manage commercial agreements between the Company and its partners and clients.
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3. Apply rigorous, generally accepted commercial disciplines and techniques in developing and assessing the viability of investment proposals.
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4. Target, build and maintain relationships with strategic development partners alongside the leadership and product teams.
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THOUGHT LEADERSHIP

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1. Represent the Company in clinical research and other forums.
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2. Maintain excellent professional linkages and networks across the clinical research industry to influence the development of clinical research policy and financial and informatics strategy and practice.
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3. With Senior Leadership Team and other colleagues produce a supply of papers, articles and speaking engagements to promote the commercial aims of the Company.
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4. Work within the further education sector to influence academic thought on clinical research financial matters.
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MARKETING

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1. Provide leadership for the marketing and pre-sales teams, filling the marketing funnel and identifying key campaigns.
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2. Provide leadership to the marketing function to drive market education, sales, customer acquisition and market awareness to produce tangible results and return on investment.
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3. Working closely with the Senior Management team to enhance existing marketing strategies to support the delivery of business objectives and targets.
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4. Ensure the output from the marketing function is of the highest quality and maximises the efficient use of all marketing funds.
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Experience

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• At least 10 years’ senior sales experience with enterprise solutions, preferably to the CRO and/or biopharmaceutical industry. Highly motivated leader who is comfortable dealing with ambiguity and working with cross-functional teams.
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• Existing rolodex of biopharmaceutical study opportunities to pursue to include connections to enable Anova to respond to biopharmaceutical Sponsor issued requests for proposals (RFP).
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• Strong communicator, able to communicate complex ideas in a clear, concise manner both verbally and in writing, comfortable in both business and technical discussions.
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• Previous experience of managing enterprise sales cycles with complex decision-making units. Articulate with strong proposal writing skills and a good standard of written English.
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• Previous experience in identifying and executing financing opportunities preferable.
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• Previous experience selling enterprises software preferable.
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• This Job Description will also be complemented by specific annual objectives, to be agreed between the post-holder and the President.
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