Senior Director, New Business Development

DEPARTMENT: Sales, Marketing, and Client Management
LOCATION: Northeast Region
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Expectations for All Employees:

Supports the organization's mission, vision, and values by exhibiting the following behaviors: Client focus, accountability, innovation, teamwork, honesty, integrity and respect for all team members.


Position Summary:

The Senior Director, New Business Development will focus on increasing sales of syndicated products, custom research and consulting to new buyers within an assigned group of complex “mega-accounts”. This position will have primary responsibility for delivering new sales, developing potential and relationships in assigned accounts and for coordination with the client manager and syndicated or custom project leaders.


Primary Duties and Responsibilities:


1) Business development: (85% of time)

  • Secure sales of syndicated products, custom research and consulting in assigned accounts –Expand depth and breadth of relationships with US and global custom and syndicated buyers in assigned accounts.
  • Acquire new accounts for HSG
  • Develop and implement a strategic account plan for each client and lead regular account planning updates with the account manager and the cross-functional team assigned to support the account
  • Document the buying process for syndicated and custom research in each account
  • Develop sales strategies to overcome barriers as relevant (secure preferred vendor status; ensure MSA is in place, etc).


2) Serve as client feedback loop for the organization: (10% of time)

  • Share insight about accounts with others at HSG to improve client loyalty and improve coordination
  • Gather and share market intelligence about individual clients experiences/satisfaction with HSG
  • Conduct and share win-loss analyses
  • Assist with new product development through sharing client’s unmet needs with appropriate colleges and assisting in NPD process for developing services or capabilities to meet those needs where appropriate


3) Development of associate: (5% of time)

  • Lead sales skill development/product knowledge training for the organization on custom research including HSG capabilities, client needs and strategies for prospecting



Skills & Abilities Requirements:

  • Proven business development and account planning skills with demonstrated ability to follow a disciplined sales process
  • Proven solutions based selling skills required
  • Results orientation and initiative, self-appraisal and continuous learning mindset
  • Networking and rapport building skills
  • Information seeking- gathers facts, ideas and opinions needed for analyzing situations, solving problems or making decisions
  • Strong problem solving skills
  • Demonstrated knowledge of and understanding of market trends and market access issues affecting pharmaceutical companies
  • Strong organization, planning and time/ project management skills
  • Excellent written and presentation skills
  • Active listening /questioning and probing skills
  • Must be a team player and be able to effectively interact with staff at all levels of the company
  • Ability to lead, engage and influence others- persuades, convinces or influences others to change their viewpoint or accept a desired course of action
  • Willingness and ability to travel approximately 20-30% of time
  • Proficiency in MS Word, Excel, PowerPoint, Outlook


Education & Experience Required:

  • B.S./B.A in relevant field of study required
  • Advanced degree (e.g., MBA, MS, MPH) preferred
  • Five to seven plus years of pharmaceutical, medical/health industry-related experience required
  • Seven to ten plus years of new client sales, business development and client management experience in pharmaceutical or other health care related B2B sales required
  • Three plus years’ experience selling to or working in market access role related to pharma industry, health plans, PBMs or Integrated Delivery Networks required
  • Experience in effectively demonstrating complex service solutions to B2B clients required
  • Experience in selling custom research or consulting solutions to pharma clients preferred
  • Experience in selling syndicated market research products/solutions to pharma clients preferred


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