Senior Manager, Business Development

SUMMARY

Imaging Endpoints (IE) is an Imaging Technology and Imaging Clinical Research Organization (iCRO). We are passionately focused on our vision to Connect Imaging to the Cure^TM. Everything we do is aligned with this singular purpose. We work every day excited to advance imaging science, technology, and services to bring curative technologies to humankind. We have supported many of the most impactful new drug approvals in oncology, and we are seeking the most talented individuals globally that are passionate in their desire to assist us in our mission to customize each clinical trial’s imaging to optimize the opportunity to demonstrate efficacy.

Imaging Endpoints is based in Scottsdale, Arizona, with offices in Cambridge, Massachusetts; London, UK; Leiden, Netherlands; Basel, Switzerland; Hyderabad, India and Shanghai, China. We are an affiliate of HonorHealth, one of the largest healthcare systems nationally, and Scottsdale Medical Imaging Limited (SMIL/RadPartners), the largest private radiology group in the United States. We are recognized as the world’s largest and most preeminent iCRO in oncology.

The Senior Manager, Business Development is responsible for business development sales activities within IE. This position may manage other sales employees at IE and require coordination with IE’s internal business development team, marketing team, and external vendors as applicable related to sales and business development activities at IE.

RESPONSIBILITIES

• Manage and Oversee IE internal sales team if applicable.
• Assist in development and execution of IE’s business development and annual sales plan (the “Sales Plan”).
• Ensure IE’s Sales Plan is understood and aligned with day-to-day activities and work performed.
• Leverage available data resources and help maintain IE’s target list of prospective biopharma companies and targeted contacts (Sales Targets) in alignment with the Sales Plan.
• Actively engage Sales Targets each workday to achieve personal Outreach, Sales Qualified Leads (SQL), Proposal, and Work Order (WO) targets according to the Sales Plan. The following are the assumptions associated with each working day, with respect to the foregoing:
  • Completion of a minimum of 50 CRM entries, with email marketing campaigns counting as one such entry, and 40% of outbound connection attempts logged as CRM entries shall be phone calls to prospective customers from the Sales Targets.
  • Provided that attendance at a conference shall be deemed to satisfy the daily requirement.
  • Provided that the foregoing will be determined by evaluating a three month rolling average of data available in the CRM system utilized by the Company.
• Coordinate to assign work to the internal sales team in alignment with the Sales Plan. Assign Target List companies/contacts to internal sales team members and oversee, assist, and support the internal sales team’s active engagement with Sales Targets to achieve their assigned Outreach, SQL, Proposal, and WO targets.
• Ensure all internal sales activity, status, and results are tracked in HubSpot or similar platform, and provide weekly and monthly reports to executive management.
• Evaluate data on sales efforts, status, and results and propose options for optimizing performance.
• Represent IE in conferences and meetings with clients and prospective clients to present IE’s capabilities.
• Assist with proposal development (RFIs/RFPs), bid defenses, and other business development activities as required.
• Interact with, build relationships with, and support clients during business development stages and as an account manager at later stages to help secure repeat business.
• Support and lead through the proposal and WO process to drive deal closure.
• Navigate and effectively collaborate with other departments and resources within IE.
• Perform other duties as assigned by the supervisor.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in an applicable field; scientific and/or medical background preferred.
• Minimum of 7 years of experience in business to business (BSB) sales.
• Minimum of 5 years of experience in sales within the biopharma industry; CRO sales experience strongly preferred.
• Minimum of 3 years of experience in management of sales teams.

SKILLS

• Service oriented approach, flexible, and proactive.
• Must have superior attention to detail and excellent oral and written communication skills.
• Must have excellent organizational skills and a high standard of self-excellence.
• Self-driven, ability to get the job done with little supervision, can-do positive attitude.
• Ability to excel in a team environment.
• Ability to work in strict compliance with all procedures, rules, and regulations.
• Maintain strict confidentiality of sensitive data, records, files, conversations, etc.
• Must be self-motivated and able to grasp new concepts quickly.

IMAGING ENDPOINTS’ TEAM CHARACTERISTICS

• Passion to Connect Imaging to the Cure^TM and pursue a meaningful career by improving the lives of cancer patients through imaging.
• Strong desire to be part of a dynamic, global team working closely together and growing year after year in a rewarding environment to help humanity through imaging.
• Commitment and caring for our fellow team members, their families, and the communities IE serves – see Caring Endpoints https://caringendpoints.org
• Integrity and high ethical standards; we always do the right thing.
• High intellect and ingenuity; we enjoy solving problems, finding a better way, and the challenge of making a difference by improving lives.
• Structured, organized, detail-oriented, and self-motivated; we approach each day with a detailed plan and excitement to accomplish the day’s objectives while striving to improve ourselves and IE every day.
• Accountable; we do what we say and communicate effectively to meet deadlines; we enjoy advancing clinical trials, helping patients, and celebrating success.
• High standard for excellence; we proof our own work, hold high standards for ourselves and our team, and always prioritize quality above all else

POSITION REQUIRED CHARACTERISTICS / TALENTS

• Strengths-Based Leadership Style: Effective sales managers focus on identifying and leveraging the unique strengths of each team member to maximize performance. They understand that every salesperson brings different talents to the table and they work to align individual strengths with team goals and objectives.
• Coaching, Nurturing, and Development Mindset: Top sales managers prioritize the development of their team members, providing ongoing coaching, feedback, nurturing and support to help them reach their full potential. They recognize strengths and areas for improvement, tailor coaching to individual needs, and empower salespeople to take ownership of their development.
• Effective Communicator: Strong communication skills are essential for B2B sales professionals. They can effectively train their internal team and communicate complex services information in a clear and understandable manner to diverse audiences, including medical, scientific, operations and procurement professionals.
• Natural Curiosity and Solution-Oriented Mindset: Successful B2B sales managers exhibit a natural curiosity about their internal teams’ and clients’ goals. They ask insightful questions, actively listen to their team’s and client’s needs, and seek to understand the underlying challenges they face. Top salespeople possess a solution-oriented mindset, focusing on identifying and tailoring discussions to address the customer’s needs rather than simply selling services.
• Warmth, Empathetic, and Relationship Building: Successful sales managers demonstrate warmth, empathy, and genuine concern for their teams’ and clients’ needs. They take the time to understand the pain points and challenges faced by biopharma professionals, building trust-based relationships that go beyond the sales transaction. Successful sales professionals excel at nurturing relationships with key stakeholders, earning their trust, and becoming valued partners in their clients’ success.
• Emotional Intelligence (EQ): EQ refers to the ability to recognize, understand, and manage one’s own emotions, as well as the emotions of others. Sales professionals with high EQ can empathize with clients, build rapport, and navigate interpersonal dynamics effectively. They are skilled at reading nonverbal cues, resolving conflicts, and adapting their communication style to suit different situations.
• Persistence and Drive: Sales in the imaging CRO sector often involve long sales cycles, multiple stakeholders, and complex decision-making processes. Top performers exhibit persistence, determination, and a strong work ethic, consistently following up with leads, overcoming objections, and closing deals.
• Resilience: Resilient individuals demonstrate the ability to bounce back from setbacks, overcome obstacles, and maintain a positive outlook in the face of challenges. Sales can be a demanding and unpredictable field, requiring resilience to persevere through rejections, setbacks, and tough market conditions. Resilient sales professionals maintain motivation, stay focused on goals, and learn from setbacks to improve performance.
• Results-Driven: The best salespeople are driven by results and continuously strive to exceed their targets and objectives. They set ambitious goals, track their progress rigorously, and take proactive steps to drive revenue growth and customer satisfaction.
• Assertiveness: Assertive individuals are confident, self-assured, and able to advocate for their ideas and opinions without being overly aggressive. They are comfortable taking initiative and navigating challenging conversations. Assertiveness can be a valuable trait in B2B sales, especially when initiating conversations and addressing resistance.
• Continuous Learning Mindset: The best CRO services sales professionals have a deep understanding of the clinical trials industry, including its complexities and challenges. They develop an understanding of imaging CRO services and can articulate how our services address the prospective client’s specific needs. They actively seek out training opportunities, attend industry conferences, and leverage resources to enhance their knowledge and skills.
• Tech Savvy: Sales professionals must be comfortable with technology and digital tools. They should be proficient in using CRM systems, sales automation software, and other technology platforms to manage customer relationships, track sales activities, and analyze data effectively.

PHYSICAL REQUIREMENTS

While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms and talk and hear. The employee is frequently required to sit. Specific vision abilities required by this job include close vision, color vision, ability to adjust focus.

TRAVEL

Travel Requirement: > 20%