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DIR, BUSINESS DEVELOPMENT - DCRI
Job Title: DIR, BUSINESS DEVELOPMENT - DCRI
Job Code: 2064
FLSA: E
Job Level: 19
Revised Date: 11/05/2002
Job Family: JF 28
Occupational Summary
Provide oversight and direction for the Business Development functional group and a variety of business development activities including proposal development, client relations, and account management. Oversee efforts to support and assist the DCRI faculty in identifying and securing new project opportunities. Oversee the proposal development process for the DCRI. Provide direction and serve as a resource for all Business Development staff members, including performance management, career progression, and professional development. Facilitate efforts to promote the capabilities of the DCRI to current and prospective sponsors, including the cultivation of relationships with representatives of sponsor outsourcing departments, coordination of exhibits at conferences, and the development of presentations and collateral materials. Serve as an internal expert resource regarding business development activities and as a member of the Senior Leadership Team of the DCRI.
Work Performed
Proposal Development
Provide high level oversight of the proposal development process for new clinical research projects including the preparation, pricing, revision, and negotiation of proposals and out of scopes (OOS).
Ensure that the roles and responsibilities of all DCRI staff involved in the proposal development process are clearly defined and delineated, and that work assignments are appropriately allocated.
Facilitate efforts to identify the unique requirements of commercial vs. government proposals and tailor the proposal development process for each type of proposal to address these specific needs.
Provide general direction and guidance to the BD staff in the development of appropriate strategies for the preparation of each proposal so that the client receives a clear, consistent and compelling message regarding the DCRIs capabilities.
Serve as a resource to the BD staff in identifying alternative strategies and dealing with problems, roadblocks, and conflicts in the proposal development and negotiation process.
Provide oversight for the pricing of new proposals and OOS's to ensure that all resources needed to complete the project are identified, the cost is calculated accurately, and the price is determined in accordance with the guidelines established by the CFO.
Serve as a resource to the BD staff in the development of recommendations regarding proposals that should be priced in a non- standard manner (i.e., premium pricing, loss leaders, etc.).
Support efforts to refine the clinical trial pricing model on an ongoing basis.
Develop mechanisms to benchmark the price of new proposals using information from previous DCRI projects and knowledge of industry standards.
Develop customized pricing models for the KRP's and for specific types of clinical trials (i.e., small trials).
Chair the weekly proposal review meeting and facilitate efforts to identify and implement opportunities and strategies to enhance the efficiency and effectiveness of the meeting.
Serve as a resource to the BD staff in negotiating the scope of work, budget, and payment schedule with sponsors to maximize hit rate, project profitability and cash flow.
Facilitate efforts to identify problems and resolve issues and barriers in the proposal development process.
Solicit input from BD staff, sponsors, PIs, project leaders, and functional group representatives; and develop and implement enhancements to processes and systems.
Facilitate efforts to develop, implement and refine tools and templates (i.e., scope of work checklist, synopsis and assumptions form, standard proposal text, etc.) to maximize the quality of proposals and the efficiency of the proposal development process.
Facilitate efforts to develop, implement, and refine standard procedures for the filing and archival of proposal information (including RFI's, budgets, text, etc.) to ensure that information is maintained in a consistent manner and that the final budget and scope of work for each proposal and OOS is easily accessible.
Facilitate efforts to develop and report metrics to assess the effectiveness of the DCRIs proposal development efforts (i.e., hit rate, etc.).
Facilitate efforts to develop, implement and refine standard procedures for the review, approval, and sign-off of proposals and ensure compliance with these procedures.
Facilitate efforts to develop, implement and refine standard procedures for the entry of information regarding new project opportunities into the EPM system; ensure the availability of accurate information regarding the due dates of upcoming proposals and the timelines of potential projects (i.e., work start date, enrollment date, etc.); and communicate information to faculty and operations staff in a timely manner.
Facilitate efforts to develop, implement and refine reports that summarize information regarding new project opportunities in a manner that supports effective decision-making regarding project selection and capacity planning.
Facilitate efforts to develop, implement and refine standard procedures for the preparation and evaluation of RFI's and RFP's for the outsourcing of DCRI services to CROs or other vendors.
Account Management/Client Relations
Provide high level oversight of processes associated with the preparation and coordination of client meetings.
Maintenance of an accurate, up-to-date, and complete list of upcoming client meetings.
Development of clear meeting objectives and strategies.
Identification of attendees.
Preparation of agendas and logistical arrangements.
Serve as a resource for the BD staff in conducing meetings involving large, complex, and high visibility projects.
Oversee efforts to coordinate the development and revision of the standard slide set for use in client presentations.
Oversee efforts to coordinate the DCRIs participation in exhibits at conferences and trade shows.
Facilitate efforts to identify the need for new brochures and other informational materials to support DCRI marketing and promotional activities and provide significant input in the development and periodic revision of these materials.
Facilitate efforts to develop, implement and refine standard procedures for researching, collecting, and tracking information about clients including contact data, pipelines, and previous outsourcing experiences.
Facilitate efforts to develop, implement and refine strategies to cultivate relationships with the outsourcing representatives of client companies and pursue opportunities for the DCRI to be designated as a preferred provider.
Serve as a resource to the BD staff in the development of strategies to target specific clients.
Provide high level guidance and direction to the BD staff in the development of their annual strategic plans.
Integrate their plans into one comprehensive plan for DCRI Senior Leadership.
Keep abreast with emerging trends in the outsourcing of clinical research services and make recommendations to Senior Leadership regarding the development of new services and capabilities.
Personnel Management Oversee the ongoing refinement of the BD Associate career ladder.
Provide support and serve as a resource to BD staff in identifying short and long-term career interests, preparing individual development plans (IDPs), and pursing career advancement opportunities.
Provide ongoing coaching and feedback to BD staff to assist individuals in identifying development opportunities and in refining and enhancing their skills.
Facilitate efforts to develop, implement and refine continuing education and training programs for all BD staff.
Oversee all components of the Performance Partnership System (PPS) for BD staff including performance plans, coaching and feedback, performance evaluations, and development plans.
Ensure that all BD staff members have clearly defined job descriptions, responsibilities, and performance standards and expectations.
Oversee supervision of BD personnel including, but not limited to, recruitment and hiring, scheduling and work assignments, coaching and disciplinary action, promotions, and transfers.
Assign sponsors and proposals to BD Associates to ensure that each staff member has an appropriate workload and that assignments achieve an appropriate matching of staff capabilities and interests with departmental needs.
Assist staff in prioritization of competing workload demands.
Make recommendations to the COO regarding staffing requirements.
Conduct regular staff meetings and ensure that staff are kept abreast of departmental and organizational activities, goals, policies, procedures, and priorities.
Develop strategies and programs to optimize employee satisfaction and morale including employee reward and recognition programs.
Financial Management
Prepare budgetary forecasts for BD functional group expenses (operating and capital) on an annual basis.
Ensure appropriate utilization of resources and adherence to targets. Monitor expenditure of funds relative to budget, provide appropriate justifications for variances, and ensure that appropriate interventions are implemented.
Coordinate the development of annual financial targets of new project awards for each therapeutic area.
Identify and make recommendations regarding equipment (capital and non- capital), facilities, and space required to support BD operations.
Perform other related duties incidental to the work described herein.
The above statements describe the general nature and level of work being performed by individuals assigned to this
Required Qualifications at this Level
Education/Training
Bachelor's Degree in business, science or other related discipline. Strongly prefer advanced degree in business administration.
Experience
Ten years of experience in clinical research, including a minimum of five years experience in proposal development and a minimum of two years of personnel management.
OR ANY OTHER EQUIVALENT COMBINATION OF RELEVANT EDUCATION AND/OR EXPERIENCE
Skills
N/A
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 Affirmative Action/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, sex, sexual orientation, or veteran 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.
