Summary of the Position:

The Director, Client Solutions is responsible for driving sales within clinical trials Phases I-III and will work cross-functionally within FHI Clinical to represent the prospective clients’ needs and expectations. Responsibilities include communicating the scientific and operational benefits of FHI Clinical trial services to prospective clients.

Essential Functions:

• Achieve FHI Clinical presentations, Request for Proposal (RFP) generation, and sales targets in assigned territory.
• Actively prospect and generate new sales and business opportunities within assigned territory.
• Lead, learn and work cross-functionally to drive the FHI Clinical bid defense process for execution of client award (s).
• Cultivate strong, long-term relationships with customers and develop in-depth knowledge of the organization.
• Collaborate with internal FHI Clinical staff regarding the development and procurement of proposals.
• Establish and maintain frequent contact with customers through focused client visits and presentations (both virtual and in-person).
• Advocate within FHI Clinical on the client’s behalf to resolve customer issues and maintain client satisfaction.
• Actively network with biotech, pharmaceutical and academic universities, and industries to establish relationships and to identify potential opportunities for clinical trials.
• Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.
• Maintain and update information within FHI Clinical Customer Relationship Management (CRM) database, Salesforce Platform and other software platforms with appropriate sales activity data.
• Perform general strategic and tactical account planning, management, and execution.
• Support FHI Clinical marketing initiatives when necessary (e.g., conferences, symposia attendance).

Knowledge, Skills and Abilities:

• Strong knowledge of the clinical research industry and pharmaceutical/biotech industries.
• Expert-level knowledge and experience with business development practices and reporting guidelines.
• Provide innovative and strategic leadership to multiple divisions and can gain cross-functional support for major projects, improvements, or changes.
• Strong knowledge of concepts, practices and procedures; the ability to apply that knowledge in varied situations.
• Advanced analytical skills.
• Expert knowledge of project and process management.
• Possess a full understanding of the organizational structure, policies and practices, and the impact on own area and the entire organization.
• Must have excellent communication, diplomatic and negotiation skills.
• Intermediate to complex level of technology aptitude.

• Ability to multi-task, meets deadlines, and accomplish goals.
• Must be able to provide accurate, expert-level advice to reach outcomes that will enable the achievement of overall department and organization goals.

Position Requirements:

• Education: Bachelor’s degree, preferably in business or related field.

• Preferred Job-related Experience: At least seven (7) years of clinical research or life sciences sales experience.

• Additional Eligibility Qualifications: This position is a performance-based role requiring a variety of behaviors and skills including reliability, high motivation, well-organized, results-oriented, customer-focused, and possess excellent interpersonal and presentation skills.

• Preferences: Proven track record of developing and effectively implementing sales strategies, business plans, forecasts and budgets, and achieving sales results.

Physical Expectations:

• Typical office environment.
• Ability to sit or stand for extended periods of time.
• Ability to move 5-15 lbs.; or 2.26 – 6.8 kg.

Travel Requirements:

• Willingness to travel up to 60% to attend conferences, client meetings, and other business-related activities, sometimes with short notice.

Pay Equity and Benefits:

The anticipated salary range for this role is listed below. FHI Clinical’s pay ranges represent national averages that vary by geographic location. When determining an offer amount, FHI Clinical factors in multiple considerations, including but not limited to: relevant years of experience and education possessed by the applicant, base salary of internal peers, and business sector and budget.

Base salary is only one component of our offer. FHI Clinical offers a generous retirement plan with a matching contribution equal to 100% of an employee’s elective deferrals that don’t exceed 5% of an employee’s annual compensation. The contribution is 100% vested. Eligible employees may receive an annual discretionary bonus based on personal and Company performance. All exempt/ salaried employees, outside of California, are eligible for discretionary or unlimited paid time off (PTO). PTO is pro rata reduced for employees working less than a full-time schedule. Non-exempt/ hourly employees and employees who reside in California accrue PTO. Non-exempt/ hourly employees may carry over 80 hours of PTO into the following calendar year. Employees who reside in California may carry over up to 120 hours of PTO into the following calendar year. The Company offers 10 paid holidays per year. In addition, all full-time regular employees are eligible to receive a bi-weekly Virtual Work Allowance to cover basic office supplies, home internet, or other similar items.

FHI Clinical fosters the strength and health of its workforce through a competitive benefits package, professional development, and policies and programs that support a healthy work/life balance. Join our global workforce to make a positive difference for others — and yourself.

Target Salary Range: $145,000.00 – $155,000.00

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned with or without notice.

FHI Clinical, Inc. provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, results of genetic testing, or service in the military.

This job posting summarizes the main duties of the job. It neither prescribes nor restricts the exact tasks that may be assigned to carry out these duties. This document should not be construed in any way to represent a contract of employment. Management reserves the right to review and revise this document at any time.

FHI 360 is an equal opportunity and affirmative action employer whereby we do not engage in practices that discriminate against any person employed or seeking employment based on race, color, religion, sex, sexual orientation, gender identity, national or ethnic origin, age, marital status, physical or mental disability, protected Veteran status, or any other characteristic protected under applicable law.

FHI 360 will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws.

FHI 360 fosters the strength and health of its workforce through a competitive benefits package, professional development and policies and programs that support a healthy work/life balance. Join our global workforce to make a positive difference for others — and yourself.

FHI 360 staff working in the United States are required to be fully vaccinated for COVID-19, regardless of the type of project or client they serve, or of their employment status (full/part-time, remote, telework, or in-office), unless an accommodation applies. FHI 360 complies with federal, state, and local laws with regard to accommodations related to this policy. Full vaccination is currently defined as two weeks after the second dose in a two-dose series, such as the Pfizer-BioNTech or Moderna vaccine, or two weeks after a single-dose vaccine, such as Johnson & Johnson’s Janssen vaccine. Booster doses are not required at this time.

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