The Emmes Company, LLC
Director, Business Development - OptymEdge
The Emmes Company, LLC, Rockville, Maryland, us, 20849
Overview
Job Title: Director, Business Development - OptymEdge
Location: US - Remote
OptymEdge, part of the Emmes Group, develops proven solutions for training and certification of Visual Function Examiners and Visual Acuity Rooms. OptymEdge partners with study teams to provide visual function certification that ensures a high level of quality and consistency for ophthalmic clinical trial data.
OptymEdge is the largest and longest‑standing certification organization in the industry. We pioneered visual acuity certification from conception. Our services have grown to be synonymous with providing the highest level of quality and standardization of clinical trial data.
Over 2,500 sites certified worldwide, since 1995
Phase I through post‑marketing experience across anterior segment and retina trials
Clinical Ophthalmology, Optometry, and clinical trial expertise
Primary Purpose The Director of Business Development will drive revenue growth by acquiring new clients and expanding strategic relationships within existing accounts. This role owns the business development strategy and execution for OptymEdge, with a primary focus on biopharmaceutical sponsors and CRO partners conducting ophthalmology clinical trials.
Responsibilities Revenue Growth & Opportunity Ownership
Own new business development and expansion strategy for OptymEdge services and platforms.
Drive new logo acquisition and expansion within existing sponsor and CRO relationships.
Meet or exceed annual bookings targets aligned with OptymEdge growth objectives.
Develop and execute territory and account‑based sales plans.
Strategic Client Engagement
Build and maintain senior‑level relationships with biotech, pharmaceutical, and CRO stakeholders.
Lead executive‑level discussions focused on clinical strategy, operational value, and long‑term partnerships.
Position OptymEdge's differentiated ophthalmology capabilities to win competitive opportunities.
Win Strategy & Deal Execution
Own opportunity qualification, deal strategy, pricing approach, and commercial positioning.
Develop tailored win strategies for priority opportunities.
Partner with Solutions Specialists for product demonstrations, workflow discovery, pilots, and technical validation.
Lead proposal strategy, bid defenses, and contract negotiations.
Cross‑Functional Collaboration
Work closely with cross‑functional teams to ensure accurate representation of capabilities and capacity.
Partner with Customer Success to ensure smooth handoff post‑sale and support renewal and expansion strategies.
Collaborate with Commercial Operations to maintain CRM discipline, forecasting accuracy, and pipeline visibility.
Pipeline & Commercial Discipline
Maintain a robust and accurate pipeline using CRM tools (e.g., Salesforce).
Provide regular reporting on pipeline status, bookings forecast, market trends, and competitive intelligence.
Ensure consistent sales process execution and data quality across opportunities.
Leadership & Representation
Represent OptymEdge at industry conferences, sponsor meetings, and key client engagements.
Contribute insights to overall OptymEdge commercial strategy and growth planning.
Support mentoring and development of junior BD or commercial resources as the team scales.
Qualifications
Bachelor's Degree in Scientific, life sciences, or business‑related field OR a Master's Degree in Scientific, life sciences, or business‑related field
8–12 years of experience in business development or strategic sales within CRO services, life sciences, or clinical technology
Proven success selling services and/or platforms to biotech, pharmaceutical, and CRO clients
Demonstrated experience managing complex, multi‑stakeholder sales cycles
Strong understanding of clinical trials and eClinical solutions (e.g., EDC, eCOA, RTSM, imaging, endpoint services)
Experience working cross‑functionally with technical, operational, and customer success teams
Strong executive‑level communication, negotiation, and relationship‑building skills
Ability to develop and execute strategic account and territory plans
Strong commercial judgment around pricing, deal structure, and opportunity prioritization
Disciplined approach to pipeline management and forecasting
Collaborative mindset with ability to lead without direct authority
Emmes Group
Building a better future for us all.
OptymEdge is part of the Emmes Group. Emmes is transforming the future of clinical research, bringing the promise of new medical discovery closer within reach for patients. Emmes Group was founded more than 47 years ago and has built industry‑leading capabilities in cell and gene therapy, vaccines and infectious diseases, ophthalmology, rare diseases, and neuroscience.
We believe the work we do will have a direct impact on patients' lives and act accordingly. We strive to build a collaborative culture at the intersection of being a performance and people‑driven company. If you share our motivations and passion in research, come join us!
The Emmes Company, LLC is an equal opportunity employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.
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Location: US - Remote
OptymEdge, part of the Emmes Group, develops proven solutions for training and certification of Visual Function Examiners and Visual Acuity Rooms. OptymEdge partners with study teams to provide visual function certification that ensures a high level of quality and consistency for ophthalmic clinical trial data.
OptymEdge is the largest and longest‑standing certification organization in the industry. We pioneered visual acuity certification from conception. Our services have grown to be synonymous with providing the highest level of quality and standardization of clinical trial data.
Over 2,500 sites certified worldwide, since 1995
Phase I through post‑marketing experience across anterior segment and retina trials
Clinical Ophthalmology, Optometry, and clinical trial expertise
Primary Purpose The Director of Business Development will drive revenue growth by acquiring new clients and expanding strategic relationships within existing accounts. This role owns the business development strategy and execution for OptymEdge, with a primary focus on biopharmaceutical sponsors and CRO partners conducting ophthalmology clinical trials.
Responsibilities Revenue Growth & Opportunity Ownership
Own new business development and expansion strategy for OptymEdge services and platforms.
Drive new logo acquisition and expansion within existing sponsor and CRO relationships.
Meet or exceed annual bookings targets aligned with OptymEdge growth objectives.
Develop and execute territory and account‑based sales plans.
Strategic Client Engagement
Build and maintain senior‑level relationships with biotech, pharmaceutical, and CRO stakeholders.
Lead executive‑level discussions focused on clinical strategy, operational value, and long‑term partnerships.
Position OptymEdge's differentiated ophthalmology capabilities to win competitive opportunities.
Win Strategy & Deal Execution
Own opportunity qualification, deal strategy, pricing approach, and commercial positioning.
Develop tailored win strategies for priority opportunities.
Partner with Solutions Specialists for product demonstrations, workflow discovery, pilots, and technical validation.
Lead proposal strategy, bid defenses, and contract negotiations.
Cross‑Functional Collaboration
Work closely with cross‑functional teams to ensure accurate representation of capabilities and capacity.
Partner with Customer Success to ensure smooth handoff post‑sale and support renewal and expansion strategies.
Collaborate with Commercial Operations to maintain CRM discipline, forecasting accuracy, and pipeline visibility.
Pipeline & Commercial Discipline
Maintain a robust and accurate pipeline using CRM tools (e.g., Salesforce).
Provide regular reporting on pipeline status, bookings forecast, market trends, and competitive intelligence.
Ensure consistent sales process execution and data quality across opportunities.
Leadership & Representation
Represent OptymEdge at industry conferences, sponsor meetings, and key client engagements.
Contribute insights to overall OptymEdge commercial strategy and growth planning.
Support mentoring and development of junior BD or commercial resources as the team scales.
Qualifications
Bachelor's Degree in Scientific, life sciences, or business‑related field OR a Master's Degree in Scientific, life sciences, or business‑related field
8–12 years of experience in business development or strategic sales within CRO services, life sciences, or clinical technology
Proven success selling services and/or platforms to biotech, pharmaceutical, and CRO clients
Demonstrated experience managing complex, multi‑stakeholder sales cycles
Strong understanding of clinical trials and eClinical solutions (e.g., EDC, eCOA, RTSM, imaging, endpoint services)
Experience working cross‑functionally with technical, operational, and customer success teams
Strong executive‑level communication, negotiation, and relationship‑building skills
Ability to develop and execute strategic account and territory plans
Strong commercial judgment around pricing, deal structure, and opportunity prioritization
Disciplined approach to pipeline management and forecasting
Collaborative mindset with ability to lead without direct authority
Emmes Group
Building a better future for us all.
OptymEdge is part of the Emmes Group. Emmes is transforming the future of clinical research, bringing the promise of new medical discovery closer within reach for patients. Emmes Group was founded more than 47 years ago and has built industry‑leading capabilities in cell and gene therapy, vaccines and infectious diseases, ophthalmology, rare diseases, and neuroscience.
We believe the work we do will have a direct impact on patients' lives and act accordingly. We strive to build a collaborative culture at the intersection of being a performance and people‑driven company. If you share our motivations and passion in research, come join us!
The Emmes Company, LLC is an equal opportunity employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to disability or protected veteran status.
#J-18808-Ljbffr