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BUSINESS DEVELOPMENT ASSOCIATE, SENIOR
Job Title: BUSINESS DEVELOPMENT ASSOCIATE, SENIOR
Job Code: 2258
FLSA: E
Job Level: 72
Revised Date: 12/01/2007
Job Family: JF 28
Occupational Summary
Oversee complex sponsor relationships and large scale, multi party projects (clinical trial investigations) for NIH and other non commercial sponsors. Oversee the work of other staff in supporting complex sponsors. Developing and facilitating the proposal process for specific clients/sponsors including budget and pricing development, proposal writing, contract negotiations, market research, process development and innovation, and involvement in client presentations.
Work Performed
Oversee large scale, complex programs and lead the development of extended sponsorship of these programs for both commercial and non commercial sponsors.
Liaison for commercial and governmental agencies for specific projects to maintain on going relationships.
Responsible for driving sponsor interaction through responses to RFPs/RFAs as well as on going proposal modifications as terms and specifications change.
Formulate complex, straightforward proposals in conjunction with various Duke Clinical Research Institute (DCRI) functional groups, Clinical Research Organizations, Academic Medical Centers, Site Management Organizations, and Duke Therapeutic Departments.
Major components of the proposal include: Developing a budget and price estimate using standard models.
Facilitating contract communications and interactions among the various parties; proactively troubleshoot any potential areas of conflict upon any Pending to Current conversion.
Draft the narrative that ties the components together.
Package and present the proposal to the sponsoring agency.
Organize presentations to sponsors describing DCRIs specific proposal and/or ensure that the complete integrated proposal is received by the sponsor in a timely manner.
Participate in negotiation as part of a team interacting with sponsor agreements after obtaining input and approvals as appropriate.
Communicate to the internal groups the outcome of the negotiations/proposals focusing on conveying the expectations set forth for each group.
Make and implement recommendations on Business Development strategy and initiate new Working Practices for developing the project plan, roles and responsibilities and scope of work with input from sponsors, project leaders, principal investigators, and DCRI functional groups.
With the Operations Finance Group to refine and improve all components of proposals.
Track and report on the status of all proposal components.
Lead the development of innovations and changes to process development of non commercial proposals and to leverage these programs for commercial support.
Direct programs aimed at educating others on the overall non commercial proposal process and environment.
Provide leadership in regard to forecasting potential projects with sponsors when the sponsors are responsible with respect to scope, timing, and revenues.
Report this information regularly to the Administrative Manager and other DCRI management.
Cultivate relationships with program managers at multiple non commercial sponsors.
Design systems for identifying new opportunities and train others on this system.
Identify eight opportunities with an estimated BD volume of $1M to $10M. Generate significant new relationships, particularly with large pharmaceutical and key biotech companies, and maintain on going client relationships with the various parties to anticipate and resolve potential problems.
Identify between four and six projects that have an estimated volume of $1M to $10M.
Represent DCRI at professional conferences or events.
Make presentations, host events, and make presentations to faculty and potential PIs for process and opportunities.
Visit NIH and other non commercial sponsors.
Draft and Monitor annual Business Plans on major sponsor accounts to be provided to the Administrative Manager and Chief Strategy Officer, initiate significant client meets and make a major contribution to the contract negotiation process.
Display a solid understanding of the DCRI Mission to include all aspects of applicability of mission, in addition to understanding what an ARO represents.
Complete knowledge of government and other non commercial sponsors.
Understand the commercial sponsor environment.
Serve as back up for the Business Development Manager in key internal DCRI Meetings.
Perform other 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 classification.
This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified.
Required Qualifications at this Level
Education/Training
Bachelor's Degree in business, science or other related discipline.
Experience
Seven years experience in industry business development and/or research and development arena (pharmaceutical company, CRO, etc.) with a minimum of three years experience in clinical research proposal generation. Previous experience with at least 6 large, non commercial, network, or multi centered, infrastructure projects with a BD volume of $5M to $60M in direct costs. Prefer experience in review and negotiation.
OR AN 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.
