The Director is responsible for setting and ensuring the execution of the site sales strategy as well as the end-to-end sales of services for new clinical research site clients. This role supervises and mentors other team members involved with the end-to-end sales of services for new clinical research site clients. Under the guidance of the Site Strategy Director the team successfully identifies new potential clients through outreach, oversees client presentations, qualifies potential clients, develops pricing strategy for all of site service lines, and successfully hands over newly contracted clients to the relevant department.

Essential Duties:

· Maintain a deep understanding of all site services, tactics and overall strategies.

· Evaluate data, analyze market trends, and accurately assess the feasibility of different strategies.

· Conduct prospecting for new potential client candidates, through call and email outreach, that meet the criteria and descriptions of research institutions provided by management.

· Outreach to assigned new companies and manage day to day task list in Salesforce.

· Meet or exceed quota for number of contracts executed with clinical research institutions.

· Actively contribute to the collaborative strategic planning process for the Study Placement line of business, contributing insights and data to inform the site segments, therapeutic areas, and locations in which Elligo aims to grow its Study Placement and Financial Management Services (FMS) clients and those it determines should not be pursued.

· Establish annual site sales goals for the Study Placement and FMS service lines in collaboration with the Senior Vice President of Research Partnerships to help achieve annual budget goals.

· Meet on a recurring basis with other Study Placement leaders to assess performance to goals and adjust strategies to achieve corporate expectations for this service line.

· Demonstrate ability to shift lead generation and site sales strategies and tactics as market dynamics and/or corporate strategies and goals change.

· Lead collaboration efforts with FMS and Finance leadership to set annual goals for new FMS clients and report periodically on progress to plan including any necessary plans for course correction.

· Collaborate effectively with Account Management and other functions to generate leads for site services including Study Placement and Financial Management Services.

· Oversee the customization of all site-focused presentations and conduct the presentations in front of prospective site clients.

· Lead any strategy meetings with appropriate internal team members to ensure the best strategies are identified and utilized with potential new site clients.

· Facilitate the education and transition of newly contracted clients to the appropriate department to ensure a smooth transition to the new team managing the client.

· Ensure that a high level of customer service is provided to all potential and current clients through accuracy of communications (Follow-up emails after conference calls, updating internal team members, etc.)

· Effectively manage site prospecting pipeline to right-size Site Strategy team and to achieve expected results.

· Ensure Salesforce records such as tasks, leads, and opportunities are updated in real-time with complete notes and dates.

· Lead or assist in the preparation and attendance of specific clinical research institution-focused conferences.

· Collaborate with the Senior Vice President of Research Partnerships to build new strategies and assess strategies currently in use for relationship development for new site clients.

· Serve as an extension of the client team to successfully spearhead the completion of internal deliverables in accordance with project timelines.

· Identify processes and systems that can be more effectively utilized or altered for higher efficiency and development of proposed alterations for effective resolution.

· Review and prepare commission reports quarterly consistent with Commission Plan requirements, for review and approval by the Senior Vice President of Research Partnerships.

· Perform other duties as required and/or assigned.

SUPERVISORY RESPONSIBILITIES:

· Meet regularly with all direct reports, providing feedback and coaching to assist in their improved performance and achievement of results, consistent with Elligo’s preferred templates and approaches for one-on-ones, quarterly reviews, etc.

· Participate in interview processes involving potential additional direct reports.

· Assign team members territories that are appropriately right sized per person and aligned to achieve team goals.

· Lead the training of new team members in site sales as well as data input and organization when needed.

· Lead the development of internal guidance document creation for the department and ensure any appropriate revisions are made on a timely basis.

· Monitor employee productivity and provide constructive feedback and coaching.

· Assess the work performance of employees and identify areas that need improvement

· Set and communicate goals for performance and deadlines in ways that comply with the company’s plans and vision, in addition to departmental objectives.

· Ensure business goals, deadlines, and performance standards are met according to set benchmarks and established company policy.

· Ensure adherence to legal and company policies and procedures and partner with TalentServices as needed regarding appropriate course of action.

QUALIFICATIONS:

· Excellent leadership and management skills.

· Outstanding critical thinking and problem solving skills.

· Ability to analyze information and develop long term plans and lead strategic initiatives

· Demonstrated success in delivering sales growth results through a combination of functional management and individual contribution

· Excellent communication skills (written and verbal) to clearly and effectively deliver information to (and solicit information from) clients, internal team members, and managers

· Excellent active listening skills

· Strong negotiating and influencing skills

· Team-minded with willingness to jump in when needed no matter the level of the task

· Demonstrated ability in managing multi-channel sales activities and ability to thrive within a fast-paced and dynamic company

· Ability to collaborate and work with cross functional teams/groups to effectively define strategies and achieve business results

· Proactive and timely follow-up skills: the ability to organize applicable department timelines and follow up with internal and external stakeholder needs as needed.

· Strong organizational skills including the ability to accomplish multiple tasks within the agreed-upon timeframes through effective prioritization of duties and functions in a fast-paced environment.

· Proven track record of building and maintaining effective professional relationships with both internal and external stakeholders.

· Self-motivated and able to work independently to complete tasks respond to department requests and collaborate with others to utilize their resources and knowledge to identify quality solutions.

· Understanding of the clinical research industry and working knowledge of associated services and products is required

· Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint), CRM (e.g., Salesforce), and database applications.