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Business Development

Last updated: 10:52 27/03/2012

Business Development Director – Northern Europe

Reference number: 1976 Apply for this job Apply for this job »
Type: Permanent, full time Location: Field based in Germany

Job Description

Our client offers competitive compensation and additional benefits, together with career growth opportunities and more. 


 Our client is the leading provider of enterprise imaging and interoperability solutions.  Our client’s solutions facilitate the sharing of images to create a more effective and efficient electronic healthcare experience for patients and physicians. 

 An integral component of our client’s organisation is the Clinical Trials Division, whose solutions and services are used by its clients to improve the execution of Clinical Trials and Subject Registries.

These solutions provide the capability to:

·         allow access by different user populations: subjects, sites, specialists, monitors, etc...

·          enable  acquisition of clinical data via a broad range of modalities

·          apply workflow to these data: review, monitoring, quality control, adjudication etc...

·         report on and analyse the data

·         route the data to process stakeholders

·         store the data or move the data into other systems and workflows

Our client’s Clinical Trials Division is rapidly expanding and achieved 100% growth in 2011, taking it to the Top Tier of solutions providers in the eClinical space.  To continue this rapid acquisition of market share the Division is now adding an additional Business Development Director to its Regional Sales Organisation, with responsibility for Northern Europe (East): Germany, Austria, Eastern Europe & Russia.

 Job Summary:

 To promote and sell the Clinical Trials Division's portfolio of solutions within a defined geographical region. Develop and execute territory plans according to company policy, which will include strategic and tactical sales planning.  Identify, qualify, demonstrate and present product capabilities to customers and prospects to increase sales and market share. Increase sales, improve customer satisfaction, maintain existing accounts and develop new business opportunities and revenue streams while contributing to the Division's success.

 Reports to the Regional Sales Manager, Europe/Asia Pacific

  The Role:

 •Meet or exceed all assigned quotas for sales of Division applications and components.

 •Develop business funnel/pipeline and ensure proper territory management.

 •Ensure proper total qualification of prospects inclusive of project-specific data collection and analysis for needs identification.

 •Manage and facilitate all solution presentations and demonstrations in assigned territory

 •Participate in and manage contract negotiations.

 •Develop sales strategies to ensure market share growth and success.

 •Perform accurate and timely territory and pipeline reporting as defined.

 •Gather and analyse market intelligence providing ongoing opportunity/threat analysis.

 •Identify and manage cross-functional department resource allocations to the sales cycle.

 •Plan, execute, and attend regional/national trade shows and seminars with assistance from regional and corporate resources.

 •Analyse customers’ needs and recommends solutions that best meet customers’ requirements.

 •Quote prices and terms, generate proposals, and prepare sales contracts for business obtained.

 •Prepare reports of business transactions, maintain up-to-date and accurate account profiles and keep expense accounts.

 •Enter new customer data and other sales data for current customers into our client’s customer relationship management system.

 •Maintain effective communications within and between various functional departments.

 •Perform special projects, tasks and studies as assigned by management.

Experience/Qualifications required

Skills and Attributes:

 ·         Domiciled On-Territory (Germany)

 Language Skills:

 ·         English and German speaking


 ·         Experience of Clinical Trial environment

·         Experience of eClinical solutions

·         Experience of Information Technology sales

·         Minimum of 5 years of direct sales experience



Reference number: 1919 Apply for this job Apply for this job »
Type: Permanent, full time Location: West Sussex

Job Description

The company:

Our client is an eClinical software and mobile appliances provider who offers a platform for eTrial design, paper and eData capture, monitoring, coding, data management and reporting. Their unique architecture uses distributed computing and mobile technologies to provide the freedom to manage any type of data type, for any protocol, anywhere.  It is purpose-built to respond on-demand to the dynamic needs of study teams: 

¡  Support both simple and complex protocols right out of the box

¡  Operate globally wherever investigators and patients are located

¡  Incrementally go live, speeding study start up

¡  Execute amendments without system downtime or site interruption

¡  Analyze results through real-time reporting of global clinical data

General Description:

This position will be responsible for developing and closing sales of their EDC product. It will be responsible for all parts of the sales process: generation and development of leads, inside and outside sales calls, tailoring of presentations and proposals to specific customer needs and facilitation of proposals through customers’ approval processes.

The successful candidate will be a relentless new business “hunter” with established connections in the pharmaceutical, biotechnology or life sciences technology sales marketplace.

Core responsibilities:

 The Business Development Manager will perform activities from lead generation to sales closure in line with quarterly and annual sales targets and quotas.

¡  Prospect (i.e., “hunt”) for new account, focusing on areas of competitive differentiation, maintaining clear account records of points of contact, potential budgets, etc.

¡  Qualify and develop leads into closed technology sales: on-premise licensing, software-as-a-service licensing and professional services sales

¡  Manage tailoring of individual account plans, inclusive of proactive customer proposals and prepared responses to customer RFIs, RFPs and RFQs

¡  Manage customer expectations in line with value proposition and capabilities

¡  Monitor industry trends and quickly adapt to changing developments

¡  Comply with the Sales Operations business practices regarding capture and reporting of opportunities and sales.

Experience/Qualifications required

Basic qualifications and experience:

¡  Bachelor’s degree in Business Administration, Technology or Marketing (or equivalent industry experience).

¡  Demonstrated ability to build and maintain a strong sales funnel

¡  Demonstrated experience directly selling software and information services-based solutions in R&D divisions of pharmaceutical, biotech or life sciences organisations

¡  Demonstrated experience selling at multiple levels and entry points into life sciences organisations: clinical, IT and financial—from line manager to executive

¡  Proven track record of consistent quota achievement

¡  Demonstration of excellent written and oral communication skills, including the ability to tailor presentations and proposals to specific customer needs

¡  Willingness to travel 20-40% (to see customers, attend conferences, etc.)

 Preferred qualifications and experience:

¡  Experience selling electronic data capture (EDC) or clinical data management system (CDMS) technology

¡  Experience selling Software-as-a-Service (SaaS), Cloud Computing, or Application Service Provider (ASP) technology

¡  Familiarity with Internet-based, mobile or appliance technologies

¡  Educational background (or equivalent experience) inclusive of medicine, biology, biotechnology or similar field

¡  Ability and desire to work in an entrepreneurial environment