Business Development Director

• Putting into practice telephone contact strategies to generate new business opportunities.
• Proactively contacting potential Clients through the use of cold calling and warm calling.
• Preparing weekly a list of potential and current Clients to contact in a continuous manner
• Carefully following the creation of RFP (request for proposal) production by colleagues and acting as the reference person for potential Clients during the whole process;
• Arranging follow-ups with the potential Client after submitting the cost proposal and managing any questions with the help of colleagues in the various departments;
• Visiting Clients and accurately and professionally introducing the activities of the company;
• Participating in industry events by meeting potential Clients and actively presenting the company services;
• Researching and developing relationships with potential Clients through various activities, including the use of contacts, databases, employer associations, internet searches, initial telephone contacts, etc. Identifying decision-makers within the organization of potential clients;
• Organizing, planning and preparing meetings, conference calls, demos among the decision-makers of potential Clients and the company;
• Traveling within the geographical areas assigned by the manager to meet possible Client;
• Providing feedback to requests for information received by the company and will undertake actions to establish a business relationship based on the needs of the requestor;
• Facilitating the meeting and dialogue between the various Client managers and the company, supporting the organization of conference calls and face-to-face meetings;
• Keeping in contact with potential Client during the process of client acquisition, respecting the timing for communication and customer management;
• Working with the various internal teams to develop proposals concerning the needs and objectives of potential customers;
• Participating in meetings for the preparation of solutions offers, services, and related prices to customize the offer;
• Negotiating and appropriately convincing the potential clients;
• Discussing with Clients all the services that the company offers, describing them accurately and always keeping informed about the various strategic proposals that the company has to offer;
• Presenting an image of the company perfectly corresponding with the expectations of the potential Client;
• Respecting the values of the company and protecting the integrity of the organization and maintaining all information strictly confidential.

• Arranging and participating in briefings with clients and partners;
• Stimulating and collecting feedback on projects entrusted to the company. Taking note and sharing the information gathered with the company management
• Identifying the development of business opportunities on existing Clients (upselling or cross-selling);
• Presenting all the relevant services, proposing and developing sales materials in collaboration with the relevant company departments;
• Coordinating and verifying the appropriate and timely delivery of all the functions of the organization to the Client/partner;
• Developing and organizing the negotiation of contracts with Client already in the portfolio and defining, under the instructions of the manager, new commercial offers;
• Dealing with developing a network and fulfilling back-office activities, checking Client solvency, and debit collection;
• Periodically monitoring Client satisfaction, taking note and sharing with the company management a periodic report (customer satisfaction paper);
• Providing useful information for updating the Client profile and company reporting on the subject.

• Identifying, using market and competitor knowledge, the opportunities that will lead to increase sales;
• Planning the various activities, identifying the priorities for actions to achieve sales targets;
• Adequately using sales media and company documentation to improve the productivity of the visit or presentation;
• Generating a "pipeline" of sales to meet the annual growth targets agreed with the manager;
• Updating in real time the Direct Manager on any development in the market
• Reporting, in a timely, accurate and detailed manner, the feedback received from the Client on the submitted proposal;
• Ensuring that data is correctly entered on the company's sales management or CRM system;
• Monitoring the revenue of projects by promptly reporting any deviations;
• Making forecasts on sales targets and, controlling them by geographical area and typology of service;
• Undertaking to achieve the set objectives;
• Proposing pricing, positioning, and sales strategies.

• Degree level education;
• At least 8 years of experience in a CRO. Biotech, pharma, research institutes experience is a plus;
• Solid knowledge on relationship and negotiation skills;
• Project Management and problem-solving skills;
• Strong commitment to quality;
• Flexibility and propensity for innovation;
• English fluent;
• Planning and organizational skills;
• Leadership and communication skills;
• Result-oriented;
• Team-working oriented

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