Job Title: Account Development Manager (FHI Clinical)

Job Location : USA (Any)

Time type : Full time

About The Company

FHI 360 is a nonprofit human development organization dedicated to improving lives in lasting ways by advancing integrated, locally driven solutions. Our staff includes experts in health, education, nutrition, environment, economic development, civil society, gender, youth, research, technology, communication and social marketing — creating a unique mix of capabilities to address today’s interrelated development challenges. FHI 360 serves more than 60 countries and all U.S. states and territories.

As we evolve to meet the challenges of the future, we stand committed to the principles that have guided our organization for the last 40+ years. Our work continues to be grounded in research and science, strengthened by partnerships and focused on building the capacity of individuals, communities and countries to succeed.

Summary of the Position:

The Account Development Manager will be successful at supporting the development of partnerships with leading public and private medical research organizations, including pharmaceutical and biotechnology companies.

Essential Functions:

The Account Development Manager will be responsible for the following essential tasks:

• Developing, managing and supporting partnerships with pharmaceutical and biotech clients and strategic partners by conducting research and analyses.
• Assisting Vice President of Business Development with business strategies, planning, and other business development concerns or needs.
• Participate with management in the development and implementation of the engagement and targeted activity plan which will include prioritizing activity objectives.
• Provides support and planning for business development initiatives including conferences, meetings, bid defenses, webinars, etc.
• Initiates and prioritizes use of Salesforce.com, FedBizOps.gov, ClinTrials.Gov and customer web site or other online tools to conduct research and monitors factors with in accounts to capitalize on opportunities to assess ideal points of entry and to determine clinical development needs of account.
• Manages lead generation for potential clients and strategic partners. Including but not limited to cold calling and managing email campaigns.
• Maintains effective and meaningful relationships with developed leads on a continuous basis; works to engagement pathways and coverage targets.
• Initiates and manages effective relationships with active and prospect clients in order to determine near and far term clinical development needs.
• Documents and monitors progress in Customer Relationship Management (CRM), Salesforce, software, including lead research details, tracking contacts, and pertinent follow-up information.
• Validates, and coordinates smooth transfer of clients from Account Development to Business Development.
• Generates reports of RFPs and Active/ Prospect account penetration, coverage and engagement.
• Provides support and planning for business development initiatives including conferences, meetings, bid defenses, webinars, etc.

Knowledge, Skills and Abilities:

• Knowledge of fundamental concepts, practices and procedures of business development within the clinical research industry.
• Excellent oral and written communication skills.
• Strong critical thinking and problem-solving skills.
• Strong presentation in front of clients with ability to give FHI Clinical pitch
• Ability to overcome objections in a negotiation setting through solution-oriented thinking
• Strong follow-up with clients both internal and external
• Previous use of Salesforce required
• Ability to analyze data, identify trends and prepare reports
• Ability to leverage social media for marketing purposes
• Ability to negotiate, influences, and collaborate with others.

Position Requirements:

• Education: Bachelor’s Degree or its International Equivalent. Master’s Degree in Business Administration, Public Health, Social Science or a related field.
• Preferred Job-Related Experience: 4-6 years of related work experience is required.

Additional Eligibility Qualifications:

• Prior work experience in a CRO, ARO or pharmaceutical or biotech company.
• Ability to articulate professionally and able to communicate in a clear, positive manner with clients and staff.
• Must be able to read, write, and speak fluent English.

Special Position Requirements:

• Willing to travel up to 25% to attend conferences, client meetings, and other business- related activities, sometimes with short notice.
• Technology use: Personal Computer, Microsoft Office (i.e. Word, Excel, PowerPoint, etc.), e- mail, social media, smartphone, SalesForce, printer, calculator, copier, cell phones, PDAs and other hand-held devices.

Physical Expectations:

• Typical office environment. Ability to sit and stand for extended periods of time; ability to lift 5- 50 lbs.

Travel Requirements: 

• Expected travel time is 25% for this position

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned with or without notice.

FHI Clinical, Inc. provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, results of genetic testing, or service in the military.

This job posting summarizes the main duties of the job. It neither prescribes nor restricts the exact tasks that may be assigned to carry out these duties. This document should not be construed in any way to represent a contract of employment. Management reserves the right to review and revise this document at any time.

FHI 360 is an equal opportunity and affirmative action employer whereby we do not engage in practices that discriminate against any person employed or seeking employment based on race, color, religion, sex, sexual orientation, gender identity, national or ethnic origin, age, marital status, physical or mental disability, protected Veteran status, or any other characteristic protected under applicable law.

FHI 360 fosters the strength and health of its workforce through a competitive benefits package, professional development and policies and programs that support a healthy work/life balance. Join our global workforce to make a positive difference for others — and yourself.

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