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ASSIST DIR IPSP DCRI
Job Title: ASSIST DIR IPSP DCRI
Job Code: 1767
FLSA: E
Job Level: 44
Revised Date: 07/01/2025
Job Family: JF 05
Occupational Summary
The Assistant Director of Industry Partnerships is responsible for managing and advancing industry business development opportunities, identifying new prospects, and playing a key role in their execution. This position aims to drive growth, forge and sustain strategic industry client partnerships, and optimize opportunities to ensure successful outcomes. The role requires cross-functional collaboration, strategic insight, and an ability to represent DCRI values to external partners and internal stakeholders.
Work Performed
TA CLIENT AND ACCOUNT MANAGEMENT
Serve as overall business development management leader, relationship manager and strategic business partner responsible for leading opportunity team toward developing and expanding new business opportunities within TA or key account.
Aggressively pursue awareness of competitive positioning, which includes specific reasons for awards and non awards.
Proactively engage clients and customers and lead high level discussions and negotiations.
Accountable for annual financial targets for new project awards within multiple therapeutic areas.
Identify, pre qualify, and pursue specific business development opportunities within assigned therapeutic areas, working closely with the TA Leader to achieve annual revenue targets.
Enhance DCRI ability to increase the number of proposals and the overall hit rates within assigned therapeutic areas.
Develop and maintain relationships with Clinical Operations leaders, keeping them informed of upcoming business opportunities.
Increase DCRI presence at international scientific and industry meetings by identifying faculty speaking opportunities and recommending relevant industry meetings as outlined in the therapeutic business plan.
Develop, implement, and refine processes for researching, collecting, and tracking information about clients, including contact data, pipelines, and previous outsourcing experiences.
Lead client meetings, maintaining an accurate, up to date, and complete list of upcoming client meetings, developing clear meeting objectives and strategies, identifying attendees, preparing agendas, and making logistical arrangements.
Oversee the proposal development process, communicating sales strategies for each opportunity, providing an executive summary, and contributing to pricing strategies based on customer capabilities and goals.
STRATEGIC DEVELOPMENT
Cultivate strong, long term relationships with key decision makers within account and develop in depth knowledge of the customer organization.
Partner with IPSP Head to develop strategic industry partnerships for DCRI based on key criteria.
Develop, implement, and refine strategies to cultivate relationships with decisionmakers at client companies and pursue opportunities for DCRI to be designated as a long term partner.
Lead strategic opportunity development and maintain high visibility with TA Head, DCRI Leadership, Key Faculty and Operations.
Proactively oversee and cultivate industry relationships to align faculty interests with company pipelines, meeting annual revenue targets.
Manage Portfolio meetings that inform the organization of therapeutic area plans to bring in new business, maintain a balanced portfolio, and meet revenue targets.
Lead TA Faculty and Therapeutic Area Meetings with cross functional TA leadership team.
Advocate and connect functional groups with sponsors and internal stakeholders so their expertise is fully leveraged.
Develop and maintain relationships with faculty to understand their research interests.
TEAM LEADERSHIP AND CAPABILITY BUILDING
Provide mentorship and performance development support to direct reports, including regular one on one meetings, feedback sessions, and formal mid year and year end reviews.
Foster adoption of tools, processes, and skills that enhance the individual performance of team members and overall team effectiveness (e.g., problem solving, responsiveness, and follow through).
Recruit, onboard, and mentor new IPSP team members, including support for Business Development hires.
Collaborate closely with colleagues across the IPSP leadership team including on key accounts, strategic program leads, and therapeutic area alignment to advance cross functional business development.
Contribute to DCRI wide capability building efforts by supporting initiatives such as the DCRI repositioning strategy, development of therapeutic area overviews, and integration of lessons learned into future sponsor engagements.
Required Qualifications at this Level
Education/Training
Bachelor degree in business, science or other related discipline.
Experience
7 years combined marketing, sales, proposal, project management or business development experience at a Contract Research Organization (CRO), Academic Research Organization (ARO), or a comparable healthcare organization.
Master degree and experience in review and negotiation preferred.
Skills
The intent of this job description is to provide a representative and level of the types of duties and responsibilities that will be required of positions given this title and shall not be construed as a declaration of the total of the specific duties and responsibilities of any particular position. Employees may be directed to perform job-related tasks other than those specifically presented in this description.
Duke University is an Equal Opportunity Employer committed to providing employment opportunity without regard to an individual's age, color, disability, gender, gender expression, gender identity, genetic information, national origin, race, religion, (including pregnancy and pregnancy related conditions), sexual orientation, or military status.
Duke aspires to create a community built on collaboration, innovation, creativity, and belonging. Our collective success depends on the robust exchange of ideas-an exchange that is best when the rich diversity of our perspectives, backgrounds, and experiences flourishes. To achieve this exchange, it is essential that all members of the community feel secure and welcome, that the contributions of all individuals are respected, and that all voices are heard. All members of our community have a responsibility to uphold these values.
Essential Physical Job Functions
Certain jobs at Duke University and Duke University Health System may include essential job functions that require specific physical and/or mental abilities. Additional information and provision for requests for reasonable accommodation will be provided by each hiring department.
