Senior Business Development Manager

COMPANY & COMPENSATION

Medical Metrics Inc. (MMI) is a fast-growing, independent imaging core laboratory based in Houston, TX. MMI provides image analysis and consulting services to medical device, biologics, and pharmaceutical companies in support of their clinical trials and product R&D.

Competitive salary, commensurate with experience and qualifications

Excellent benefits package including medical, dental, and life insurance, 401(k) plan, and paid vacation and holidays

JOB SUMMARY
The Senior Business Development Manager (SBDM) leads new business development efforts, including lead generation and prospecting, within designated therapeutic areas (TAs) and establishes and manages new business relationships. The SBDM works in close partnership with the Business Development (BD) and Client Services (CS) teams to identify, nurture, and convert leads and business opportunities, conduct market and competitor analysis, implement successful market penetration strategies, and generate new business. The role has ownership of day-to-day performance and management of lead management and conversion, and business development activities related to winning new clients and building relationships with industry partners.

DUTIES AND RESPONSIBILITIES

Partner with Client Services to drive the company’s annual bookings objectives

Research and qualify sales leads within specific therapeutic areas

Build and maintain a multi-stage pipeline of new qualified leads and prospects within designated TAs; ensure sufficient pipeline volume and quality to support bookings objectives

Conduct market research within designated TAs; assess prospect needs, competitor profiles, and the potential for expansion within TAs

Develop targeted account engagement strategies for companies (sponsors and partners); map key decision-makers and influencers, build multi-threaded relationships, and advance prospects to a point of active interest

Attend industry trade shows and scientific conferences, and travel to target company offices for networking and prospecting, set up business meetings and sales presentations with new prospects & partners

Collaborate with Client Services and scientific staff to deliver compelling, technically credible presentations and communications to leads and prospectsManage and mentor junior BD staff

Work closely with Client Services Managers to transition leads into the sales / RFP process

Work to align marketing and prospecting initiatives with short- and long-term business goals and priorities

Use company’s CRM system to execute and track prospecting and marketing efforts

Monitor lead conversion metrics for key treatments, indications, and sub-therapeutic areas

Manage initiatives that drive broader awareness of company’s products and services

Lead the development of new tradeshow material, marketing collateral, and website content

Provide accurate and timely updates to BD and CS teams and executive managers, including market forecasts and evolving market requirements and trends in the industry

Develop an understanding of MMI’s core technologies, services, and operational capabilities

Apply therapeutic area expertise and knowledge of clinical research to effectively communicate with clients, partners and internal stakeholders

Maintain high quality standards for all work products

Propose improvements to BD processes and services based on client feedback

Maintain an understanding of internal quality initiatives and continuous improvement programs relevant to client satisfaction and needs.

Understand Medical Metrics Quality Policy and support the achievement of the organization’s quality objectives and take corrective action when necessary to mitigate organizational risk

Comply with company policies and procedures, as well as ISO 9001 and Current Good Clinical Practices (cGCPs) relative to job Tasks

Ensure compliance with HR policies and procedures

EDUCATION AND EXPERIENCE

Bachelor’s degree in business, marketing or related field; Master’s degree or MBA preferred

Minimum of 5 years’ experience in sales, marketing and/or market research, preferably in a B2B work environment, with a demonstrated track record of building lead pipelines and advancing relationships to qualified opportunity stage

At least 5 years’ experience in clinical research, medical devices, biotech, medical imaging, CRO services and/or solutions, healthcare and/or life sciences discipline; experience with clinical imaging and domain knowledge in cardiovascular or musculoskeletal research is preferred

SKILLS REQUIRED

Exceptional communication, presentation, and business development skills

Excellent written and interpersonal skills

Impeccable work ethic and attention to detail

Experience in direct marketing and business development processes

Solid business acumen, management, analytical, and problem-solving skills

Proficient in Microsoft 365 (Word, PowerPoint, Excel, Outlook)

Highly skilled using web-based research tools (e.g. blogs, RSS, journals, newsweeklies, capital market reports and forecasts) to gather industry info and market data

Experience with CRM systems (e.g., SalesForce, NetSuite, HubSpot, PipeDrive, Zoho, etc.)

Proficiency with LinkedIn Sales Navigator or equivalent digital prospecting and sales intelligence platforms

Able to plan and execute responsibilities with minimal supervision

Effective time management, organizational, and leadership skills

Adept at acquiring technical knowledge through personal research and self-directed study

30+% travel may be required for prospect meetings, industry conferences, and trade shows

PLUSES

Experience or demonstrated interest in medical devices or biopharmaceuticals

Understanding of clinical trials, including US-FDA 510(k) / PMA / IND regulatory pathwaysxceptional communication, presentation, and business development skills

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