Director, Clinical Business Development

About the role

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

Responsibilities

• Achieve the annual Sales Target by developing and maintaining business relationships with current and prospective clients.
• Manage accounts within the sales territory while achieving annual sales and revenue targets.
• Update Salesforce daily, detailing activity with current and prospective clients and setting up 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 an acceptable level of knowledge of PCI’s service offering, industry technology and trends, and customer and competitor capabilities.
• Manage personal expenses to meet budgeted allowances.
• Work closely with the PCI team when responding to Requests for Information and/or Proposals (RFI/RFP) to inform them of market conditions, pricing issues, and current competition on the program.
• Probe for “cross-sell” opportunities and forward leads to the appropriate sales counterpart for follow-up.
• Provide documents to internal teams necessary for quote preparation, credit checks, safety hazard reviews, etc.
• Lead and prepare client Quarterly Business Reviews (QBRs), bringing in internal team members as needed.
• Assist the Finance team when required with Accounts Receivable.
• Represent Business Development in special projects and strategic initiatives.
• Regular travel to PCI sites and client meetings.
• Develop Strategic Account Plans for the retention and expansion of strategic accounts, including utilizing and directing PCI resources.
• Develop Key Performance Indicators aligned with client values, culture, spend, and PCI’s values, cultures, and revenue targets.
• Identify continuous improvement opportunities with key stakeholders within each Strategic Account, utilizing support from internal PCI resources as appropriate.
• Establish regular consultative contact with key stakeholders and opinion leaders to proactively identify key issues, corporate objectives, and business trends.
• Manage and maintain high customer satisfaction standards, ensuring clients perceive industry-leading value and customer 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 process of creating, negotiating, and approving CDAs, MSAs, and Quality Agreements with all accounts.
• Serve as a trusted advisor and thought partner to clients.
• Manage an Associate Director and/or additional Business Development team members, if applicable.