Director, Clinical Business Development

About the role

Responsible for management and growth of a specific territory on the East Coast (focus on Strategic Accounts and the New England territory). This position will work with senior leaders in both PCI and client organizations to achieve the annual Sales Target by developing and maintaining business relationships with current and prospective clients.

Responsibilities

• Manage accounts within sales territory while achieving annual sales and revenue targets.
• Update Salesforce daily with activity for current and prospective clients, including individual project opportunities.
• Prepare monthly reports from Salesforce detailing activity with current and prospective customers.
• Develop and maintain business relationships with current and prospective customers.
• Participate in tradeshows, exhibits, clinical seminars, client events, and professional organizations.
• Organize and participate in customer and potential customer visits.
• Maintain knowledge of PCI’s service offerings, industry technology and trends, and customer and competitor capabilities.
• Manage personal expenses to meet budgeted allowances.
• Collaborate with the PCI team on Requests for Information/Proposals (RFI/RFP), informing them of market conditions, pricing issues, and competition.
• Probe for “cross-sell” opportunities and forward leads to appropriate sales counterparts.
• Provide internal teams with documents necessary for quote preparation, credit checks, safety hazard reviews, etc.
• Lead and prepare client Quarterly Business Reviews (QBRs), involving internal team members as needed.
• Assist the Finance team with Accounts Receivable when required.
• Represent Business Development in special projects and strategic initiatives.
• Regular travel to PCI sites and client meetings.
• Develop Strategic Account Plans for retention and expansion, including Key Performance Indicators aligned with client values, culture, and spend, as well as PCI’s values and revenue targets.
• Identify continuous improvement opportunities with key stakeholders, utilizing internal PCI resources to deliver value to both PCI and clients.
• Establish regular consultative contact with key stakeholders and opinion leaders to proactively identify corporate objectives and business trends.
• Maintain high customer satisfaction standards, ensuring clients perceive industry-leading value and service.
• Build and maintain high-level business relationships at multiple levels within Strategic Account organizations, aspiring toward Executive-level relations.
• Work with the PCI Executive Team to foster collaborative relationships with Strategic Accounts’ Executive Teams.
• Lead the creation, negotiation, and approval of CDAs, MSAs, and Quality Agreements with all accounts.
• Serve as a trusted advisor and thought partner to clients.
• May manage an Associate Director and/or additional Business Development team members.