Strategic Services Director

Company InformationAt Advarra, we are passionate about making a difference in the world of clinical research and advancing human health. With a rich history rooted in ethical review services combined with innovative technology solutions and deep industry expertise, we are at the forefront of industry change. A market leader and pioneer, Advarra breaks the silos that impede clinical research, aligning patients, sites, sponsors, and CROs in a connected ecosystem to accelerate trials.Company CultureOur employees are the heart of Advarra. They are the key to our success and the driving force behind our mission and vision. Our values (Patient-Centric, Ethical, Quality Focused, Collaborative) guide our actions and decisions. Knowing the impact of our work on trial participants and patients, we act with urgency and purpose to advance clinical research so that people can live happier, healthier lives.At Advarra, we seek to foster an inclusive and collaborative environment where everyone is treated with respect and diverse perspectives are embraced. Treating one another, our clients, and clinical trial participants with empathy and care are key tenets of our culture at Advarra; we are committed to creating a workplace where each employee is not only valued but empowered to thrive and make a meaningful impact.Job Overview SummaryThe successful candidate will be responsible for selling specific Advarra services that address the unique business challenges within the clinical trial business process, specifically Institutional Review Board (IRB) and Institutional Biosafety Committee (IBC) reviews. The candidate must be a subject matter expert in this domain with a strong background in sales, business development and/or client relationship management.Job Duties & ResponsibilitiesCollaborate and work with commercial and operational colleagues to grow IRB and IBC services within both existing clients and new sales prospectsDevelop and expand relationships with key IRB and IBC stakeholders at clientsLead IRB and IBC opportunities, collaborating with relevant commercial and operational colleagues on discovery calls, solution development and pricing, proposal development, bid defense meetings, and contracting, as applicableStay current on new market and competitive developments in IRB and IBC, and communicate with commercial colleagues on how to capitalize on this informationDevelop and maintain thorough knowledge of the company and its IRB and IBC services / capabilities, research client needs, and identify how our IRB and IBC services can address those needsProspect for new business through traditional sales activities such as email outreach, cold calling, conference attendance, etc.Utilize Salesforce to manage accounts, opportunities, contacts and all corresponding activities and communicationsPartner with internal teams to ensure successful implementation of solutions sold and ensure client satisfactionAid in supporting, establishing, and managing quarterly Field Marketing activities for the solutions portfolio, including, but not limited to webinars, conference attendance and presentation, customer and industry eventsBudget Responsibilities:Planning travel that allows for maximized customer interaction/resources spentProvide timely expense reportsOther: Position requires travel 25 - 50% of the timeLocationThis role is open to candidates working remotely in the United States.Basic QualificationsBS in Business, Marketing or relevant degree or equivalent combination of education and experience.10+ years’ experience within a sales or account management function within the life sciences industryKnowledge of IRB and IBC requirements, market needs and competitive landscapePreferred QualificationsPossess a solid understanding of the clinical research industry, preferably in study participant protection, or a background that would lead to an easy understanding of human research protectionAbility to develop and execute a territory and key account sales planEffective interpersonal selling skillsStrong business acumenStrong verbal and written communication skillsProficient in using CRM systems (preferably Salesforce.com)Selling to established customers and in identifying and selling to new customersEffectively identifying customer needsEffective at working remotelyPhysical and Mental RequirementsSit or stand for extended periods of time at stationary workstationRegularly carry, raise, and lower objects of up to 10 Lbs.Learn and comprehend basic instructionsFocus and attention to tasks and responsibilitiesVerbal communication; listening and understanding, responding, and speakingAdvarra is an equal opportunity employer that is committed to providing a workplace that is free from discrimination and harassment of any kind based on race, color, religion, creed, sex (including pregnancy, childbirth, and related medical conditions, sexual orientation, and gender identity), national origin, age, disability or genetic information, or any oth