Director Business Development, Real World Evidence and Access

Certara accelerates medicines using proprietary biosimulation software, technology and services to transform traditional drug discovery and development. Its clients include more than 2,000 biopharmaceutical companies, academic institutions and regulatory agencies across 62 countries.

As a member of our business development team, your work as Director of Business Development will involve identifying and building relationships with key decision makers both internally and externally. This is a sole contributor role, where you will engage with potential customers to illustrate the competitive advantage that Certara’s Evidence & Access group brings to biopharma, biotech, and medical devices & diagnostics clients.

Our Certara Evidence & Access group provides a suite of solutions to clients pursuing optimal market access, data analytics and modeling, product positioning, pricing optimization, and post-approval commercial expansion via real world evidence and data. These market access solutions enable pre-, peri, and post-approval drug and medical device solutions, improving their product positioning, informing on expanded indications to improve patient health, and maximizing returns.

Powered by analytics and modeling across the entire life cycle, Certara’s Evidence & Access experts in commercial, HEOR, real world evidence/data [RWE/RWD] and access subject matter experts help clients assess and clearly demonstrate value, support therapeutic indications, and secure market access. We combine unmatched technical capabilities and advanced analytic methods with our deep relationships in the payer and health technology assessment (HTA) community to inform key decisions and maximize a healthcare product’s impact

The Director of Business Development will be proficient and knowledgeable and able to represent the entire range of Evidence & Access services and solutions to biopharma, biotech, and medical devices & diagnostics clients of all sizes; and as such, should have previous experience in selling these types of services.

This position, as required will draw upon both business development and account management expertise and is a consultative selling role requiring the Director of Business Development to uncover customer needs through an understanding of their corporate, program-specific, and commercial goals. In concert with our SMEs, the Director designs and presents a customized solution. The Director of Business Development will work closely with the Global Head of Commercial to develop the appropriate strategy for discovering new business opportunities, inform proposal creation, and work as a member of the larger commercial team. The ideal candidate has a passion for our industry, is solution-oriented, a creative problem solver, and has a tenacious desire to close deals.

Responsibilities

• Establishes productive, professional relationships with key decision-making personnel in the assigned prospect organizations and allocated geographies.
• Informs proposal and price quotation development efforts that best address the prospect’s needs, while coordinating the involvement of all necessary Evidence & Access personnel. Delivers and negotiates proposals and other legal agreements required to achieve sales targets while maintaining appropriate margin levels for each opportunity.
• Presents new solutions and professional service options to prospects by identifying best-fit opportunities for Evidence & Access solutions tailored to the prospect’s need-to-buy, and by developing strategies to communicate an appropriate, compelling message to the prospect.
• Coordinates the seamless transition of newly contracted projects, for both new and existing clients, to the Evidence & Access project implementation teams
• Sales Planning, working within Salesforce.com, to identify opportunities, maintain an active and up-to-date pipeline, close successful wins. This includes accurate entry and upkeep of details for Accounts, Contacts, Calls/Tasks/Events and Referrals for a comprehensive CRM profile of each client
• Proactively assesses, clarifies, and validates assigned prospects’ needs on an ongoing basis.
• Proactively informs the team regarding his/her progress against annual performance objectives, financial bookings targets, and critical sales plan milestones.
• Coordinates the involvement of Evidence & Access personnel, including Commercial Operations, Subject Matter Experts, and management resources, in order to meet sales performance objectives and prospects’ expectations.
• Works closely with other BD leads within Evidence & Access and across Certara’s business units to promote and achieve effective cross-sales featuring the services/products of multiple divisions

Qualifications

• Minimum 3 years of outside sales experience in a business-to-business sales environment selling market access services to life sciences industry (selling to pharmaceutical or biotech clients)
• BA/BS required
• Proven prior track record of achievement, as demonstrated by annual bookings, in a Business Development position
• Business acumen and experience with project proposals and sales cycle management
• Proven ability to maintain accounts and upsell existing clients
• Experience with drug development services and challenges within the market access services landscape PC proficiency.
• This position requires frequent travel.
• Candidates must have a valid driver’s license.

Certara bases all employment-related decision on merit, taking into consideration qualifications, skills, achievement, and performance. We treat all applicants and employees without regard to personal characteristics such as race, color, ethnicity, religion, sex, sexual orientation, age, nationality, marital status, pregnancy, physical or mental condition, genetic information, military service, or other characteristic protected by law.