Director, Business Development - Spain

Reporting to the President and Chief Commercial Officer, the Director, Business Development is responsible for building and maintaining productive client relationships that contribute to achieving annual sales goals.  

Duties and Responsibilities

• Achieving sales targets for Phase I-IV work through territory management, prospecting, client development, and repeat business.

• Managing fiscal responsibility, including understanding of keeping Linical profitable.

• Identify and qualify potential clients that align with Linical’s ideal client and therapeutic focus while ensuring funding is secured.

• Facilitate the CDA process prior to any information exchange with potential new clients.

• Facilitate the review of the MSA template with perspective clients.

• Conduct weekly discovery calls to identify new potential clients.

• Prepare, facilitate, and conduct capabilities meetings to position Linical for RFPs.

• When RFPs are received, prepare triage materials, and present them to the Triage Team.

• Participate and contribute to the proposal development process from the strategy call to the delivery of the proposal, ensuring that the proposal addresses critical success factors, operational strategy, and medical and protocol considerations.

• Work with the Proposal Manager to ensure all timelines for proposal development are achieved.

• Attend and participate in budget sign-off calls.

• Prepare and execute exceptional bid defenses in which Operational colleagues present Linical’s clinical conduct strategy. Ensure that there is adequate time for preparation and that the slide template and timelines for completion are shared at the initial bid defense prep call.

• Responsible for the coordination of all logistics for bid defense team in a timely manner. Arrange for a full day of prep on site prior to the bid defense and a debrief immediately after the bid defense. Coordinate and deliver any follow-up items; and keep bid defense team and Executive Sponsor apprised of all follow-up activity and timelines.
• In conjunction with Operations, Legal and Sr. Leadership negotiate new contract awards.

• Provide daily updates of SalesForce CRM.

• Provide weekly updates on the internal BD update call.

• Plan for and attend industry conferences.

• Provide industry intelligence gained through press releases and other news sources.

• Understand and adhere to all Linical policies as outlined in the Linical Employee Handbook.

Required Skills and Abilities

• Fluent in Spanish and English Languages
• Ability to work independently and drive business with minimal supervision.

• Ability to manage business and territory strategically through critical thinking and planning.

• Excellent communication and interpersonal skills with equal attention to external and internal relationships.

• Ability to prioritize workload, meet all timelines and deliverable dates, and provide plans for RFP and bid defense teams to do the same.

• Proficient in required systems and related software including but not limited to Microsoft Office Suite and SalesForce.com.

• Ability to travel as business needs require.

Education and Experience

• BA or BS

• 5 years prior sales experience and at least 1-year prior CRO experience.