Regional Sales Lead Job at Heartland Research Associates
AMR Regional Sales Lead (RSL), Gulf Coast – Position Description
(External-facing, industry-recognized titles include
Manager
,
Associate Director, Director, of Business Development
)
Position Overview
The role of Regional Strategy Lead (RSL) within the BD team is to 1. Serve as an AMR account manager and sales representative specific to assigned clients and/or opportunities (i.e., leads or “deals”); 2. Build and maintain strong relationships with current and/or repeat AMR biopharma and CRO clients (e.g., ensure adequate and increasing repeat business for the company); 3. Stay current with company offerings and industry trends; and 4. Constantly and proactively pursue new study and partnership opportunities for sites within the assigned region and for all of AMR research centers, i.e., keep center pipelines healthy and on track to meet quarterly and annual award targets. The RSL will participate in the development of both site-specific and company-wide sales plans and goals.
All AMR employees are expected to consistently embody AMR’s Core Values:
- Excellence and Consistency
- Collaborative Innovation
- Respect for our Subjects, Sponsors and Team Members
- Community
- Unimpeachable Ethics
The Regional Strategy Lead position reports to the Chief Business Officer.
Classification: Exempt
General Responsibilities (Daily, Weekly, and Monthly)
- Ensure that each of the sites within the assigned region maintain a robust monthly, quarterly, and annual pipeline of quality studies;
§ Work with site leadership and in particular the GM, Site Director, and Medical Director/PIs to ensure all studies are carefully evaluated for placement considering the center’s capabilities, expertise, backlog, and staffing structure
§ Ensure AMR site leadership teams are kept appraised of all high priority pending opportunities in play for placement at the research center(s) and what, if anything, is needed outside of BD’s control in order to close the deal (e.g., enrollment/timeline commitments; additional equipment, budget or contract negotiation, or protocol discussions, etc.)
- Ensure that all new opportunities are properly matched with the most appropriate AMR center(s), regardless of AMR location, of course taking into account client preferences or requirements (e.g., geographic)
- If appropriate, expand opportunities beyond the initial AMR site(s) that was contacted by the sponsor or CRO, regardless of the region the opportunity originated from
- Support and solve problems for clients by understanding and exceeding their expectations
- Illustrate the value of AMR clinical conduct services to create growth opportunities; compile and analyze data to identify important AMR,, client and industry trends
- Participate in strategy activities, staff and client meetings, researching and assisting with program development for existing clients and new prospects
- Constantly perform prospecting activities such as contacting and networking with assigned client accounts
Specific Responsibilities:
- Maintain and grow volume and quality of leads/opportunities for the RSL’s assigned region and all AMR centers:
o PLD Deal Support and Management
§ As Deal Manager coordinate and manage submissions for all assigned deals from PLD, working with designated site liaisons or other center staff to complete in an accurate and timely manner.
§ Serve as the central point of contact for trials assigned as deal manager until awarded
§ Follow-up until site selection has been determined for all appropriate AMR centers
§ If not the PLD/CRM Deal Manager, complete/submit all study-specific spreadsheets to the deal manager, as requested/required
§ If the PLD/CRM Deal Manager, maintain data in PLD for all assigned studies:
- Ensure real-time (or near real-time) and accurate data entry for all updates (with assistance from site liaisons or BD colleagues, as needed)
- Review enrollment estimates for general accuracy (some variance is ok)
- Obtain and update budget information
- Corporate Pipeline Reporting
o Ensure accuracy and precision of all pipeline reports generated for assigned region (e.g., semi-monthly waterfall report)
o Meet with region’s/site’s GMs before the 1st and 15th of each month to review BD pipeline estimates
- Manage relationships with assigned sponsors/CRO’s including on a monthly or quarterly basis:
o Monthly/Quarterly teleconferences as requested and assigned
o Help to develop the win strategy, support, and manage new deals that come from these companies even if not the assigned deal manager
o Travel/visit assigned sites and clients, as appropriate
- Maintain/delegate maintenance of Study Reporter statistic management program for your assigned sites
- Interact with executive management, business development colleagues, support staff and project teams to ensure appropriate internal and external communication and ultimately customer satisfaction regarding AMR’s biopharma and CRO clients
- Additional responsibilities, as assigned by CBO
Desired Skills and Qualifications:
- Willingness to work in a fast-paced environment where processes change and improve continually with a positive attitude and willingness to contribute to problem-solving and system improvement
- Able to function independently without constant supervision and adapt to change.
- Positive attitude and the ability and desire to work in a company that embraces collaboration and a team approach.
- Sales CRM experience preferred and must have ability to maintain a database of clients, prospects, partners, and vendors
- Prepares spreadsheets, charts, tables, and graphs in Excel using advanced formulas, functions, and tools. Develops and manages various reports.
- Professional and highly motivated “self-starter” with the ability to exercise initiative.
- Excellent task management and prioritization skills.
- Excellent follow-up habits
- Clinical Research Site experience desired
- Bachelor’s degree in science or business OR 3+ years in clinical research
- Graduate school experience a plus (e.g., MBA or M.S. course work), but not required
- Ability to manage multiple accounts while seeking new opportunities
- Ability to intuitively understand, anticipate, and respond to biopharma clients’ needs
- Ability to travel as assigned or needed, including supporting AMR at industry conferences, meeting client representatives at AMR sites or biopharma/CRO HQs, etc.
- While this position can be home office based, the ideal candidate will live in Mobile, AL, Norman/Oklahoma City, OK, Miami,FL or Fort Myers, Fl, or within a reasonable driving distance to the AMR sites in the area.
Alliance of Multispecialty Research does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, retaliation, parental status, military service, or other non-merit factor.
** This job description is intended to be a representative summary of the major responsibilities and accountabilities of the staff holding this position. The staff may be requested to perform job-related tasks other than those stated in this description.
Compensation: $45,000.00 - $65,000.00 per year
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
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