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Senior Director, Business Development

Company: Cato Sms
Location: Cary
Posted on: January 12, 2022

Job Description:

Our company is seeking a Sales Hunter for the Mid-Atlantic United States based territory, who is responsible for creating brand new customers, qualifying leads, promoting the companys regulatory and clinical trial services, and identifying sales opportunities. They must clearly and convincingly articulate the organizations offerings and value proposition and overcome initial resistance from prospects.

Key Core Competencies for this Position:

  • Influence and Persuasion Sales Hunters are effective in persuading, convincing, influencing, or impressing others in order to get them to support a specific agenda, make a specific type of impression, or take a specific course of action.
  • Achievement Motivation and Perseverance Individuals who exhibit this competency display a determination to achieve ever-increasing levels of performance. This competency involves setting high standards and challenging goals for oneself, others, and the organization, and requires a constant focus on achieving and exceeding those goals.
  • Initiating Action Individuals who exhibit this competency will tend to be self-starters and will take a lead role in improving or enhancing a product or service, avoiding problems, or developing entrepreneurial opportunities. They will often demonstrate a sincere positive attitude toward getting things done and will seek out additional responsibilities that may go beyond the scope of their formal job description.
  • Relationship Building They develop effective long-term professional interactions with others based on trust: trust that they will always work toward the best interest of those involved and that they are sufficiently competent to provide positive results.
  • Active Listening Sales Hunters enhance mutual understanding in communicating with others by expressing genuine interest in, and providing full attention to, the content and meaning of others messages.
  • Composure and Resiliency They are able to deal effectively with pressure, recover quickly from setbacks, and remain optimistic and persistent even under adversity. They are also able to maintain self-confidence and avoid overly emotional responses in tense or difficult situations.

    This position will be highly visible in the market both with existing customers to maintain appropriate communication with sponsor before, during, and after contracted studies, as well as prospecting for new customers.

    Summary of Job Responsibilities:
    • Develops new leads and maintains existing customer accounts using ethical sales methods and relationship building to optimize the companys quality of services, business growth, and customer satisfaction.
    • Employs strong prospecting and cold-calling skills and networks in assigned territory to establish themselves as a valued resource to existing and potential customer contacts and activities.
    • Plans and organizes personal sales activities within assigned territory to achieve company-established sales goals.
    • Maintains and operates CRM software (Salesforce) to capture all field and home office transactions related to all customer contacts and activities.
    • Works with management to complete periodic sales reports and show performance against established goals and incentives.
    • Attends approved local and national marketing activities, conferences/expositions, customer meetings, and other functions that facilitate business development and attain sales goals.
    • Communicates with clinical and regulatory staff to ensure effective and efficient flow of sponsor requirements regarding studies or programs and ensure accurate and timely communication with sponsors on their programs.
    • Obtains sufficient technical knowledge, enabling business development staff to accurately represent internal operations to sponsors, Drafts and follows through until project related documents are executed. This includes CDAs, MSAs, proposals or RFPs, project quotes, contracts, and invoices.


      Skills and Experience:
      • At least 5+ years in a business development role, backed with a science degree (BS,, PharmD or equivalent) and laboratory experience.
      • A demonstrated ability to prospect and build relationships in the region and proven ability to build customer base.
      • A record of accomplishment of meeting and exceeding established sales related goals.
      • Excellent communication and follow up skills internally and externally.
      • Knowledge of and ability to effectively use a CRM database to capture
      • Knowledge of preclinical and clinical drug development and preclinical and clinical study designs and procedures as well as current FDA requirements and guidances on bioanalytical method development and sample analysis.
      • Possess knowledge of preclinical and clinical drug development and preclinical and clinical study designs and procedures.
      • Ability to travel regularly within region

        Equal Employment Opportunity and Affirmative Action

        Cato Research LLC is committed to Equal Employment Opportunity and Affirmative Action. We recruit, hire, train and promote qualified persons in all job titles and ensure that all other personnel actions are administered without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, age, marital status, military and/or veteran status, or disability. Furthermore, to the extent required by applicable laws and/or Executive Orders, we take affirmative action to ensure that minority group individuals, females, disabled veterans, recently separated veterans, other protected veterans, Armed Forces service medal veterans, and qualified disabled persons are introduced into our workforce and considered for promotional opportunities. Cato Research, LLC is committed to providing reasonable accommodations to employees and applicants with disabilities to the full extent required by the Americans with Disabilities Act - ADA. If you feel you need a reasonable accommodation pursuant to the ADA, you are encouraged to contact us at Jobble

Keywords: Cato Sms, Cary , Senior Director, Business Development, Executive , Cary, North Carolina

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