Associate Director, Business Development

Associate Director, Business Development

Job Summary

OPEN Health’s Business Development team is looking to add an experienced team member to support growth efforts in their creative and digital OPEN X and promotional Scientific Communications practices.

Ideal candidate will have a deep understanding of the pharmaceutical industry, particularly the healthcare communications landscape, will enjoy working in a fast-paced and competitive environment and will has a proven track record in sales and new business development (NBD) as it relates to scientific communications and/or commercial strategy in the pharmaceutical industry.

Associate Director, Business Development will deliver demand generation activities aligned to the OPEN Health new business strategy to achieve financial sales targets. This will involve cultivating a network of global pharma clients across multiple roles including (relating to) promotional medical communications and marketing excellence. Cross-sell is a secondary focus which includes all services outside such as Patient Engagement, Acsel Consulting and/or HEOR and Market Access.

As part of the New Business Development team, you will be responsible for the following activities (including but not limited to):

• Liaising with commercial directors, strategic client partners and Center of Excellence (CoE) leads to understand current needs of the CoE/division, with a view to prioritizing these alongside strategic target companies for the practice
• Identifying key client decision makers and validating prospect lists with internal stakeholders prior to outreach

• Proactively targeting prospects and generating leads across multiple disciplines (including procurement, commercial and marketing client leadership) to support business growth
• Leading demand generation activities and driving meetings with prospects using a variety of networking methods including:

• LinkedIn
• Account-based marketing initiatives (leveraging external and internal databases)
• Attendance and networking at congresses
• Expanding business opportunities through utilizing existing client connections to identify new areas within OPEN Health’s areas of expertise and offerings

• Working to qualify leads based on key criteria and accelerating prospects through the sales funnel, including initial consultancy-based conversations with potential clients, aligning with subject matter experts, as appropriate
• Working with commercial directors and CoE personnel to triage opportunities over to suitable personnel
• Partnering with commercial directors, strategic client partner(s) or CoE personnel to cultivate opportunities through to successful conversion (light touch on conversion)
• Working with commercial director and CoE leads to enhance sales collateral and case studies
• Managing Salesforce tracking for all leads generated until they are assigned to a commercial director, strategic client partner or CoE conversion lead

To achieve the requirements of the Associate Director role, ideal candidates are expected to:

• Work autonomously to identify and cultivate new business relationships within client company targets and roles, often without prior introduction or client awareness of OPEN Health
• Build relationships with and impress internal COE stakeholders to maintain and build the reputation of the new business team in the organization
• Review market trends to determine and anticipate client needs and communicate changing market dynamics that influence sales including pipelines, Mergers & Acquisitions and any competitor changes that may require the practice to evolve our own services
• Travel to conferences, client meetings and other events to expand their client network, generate new business opportunities and position OPEN Health and the practice as an industry leader
• Capture, track, and report on progress within required systems, prepare follow-up communications, document processes, and recommend methods to increase efficiency and effectiveness where needed
• Complete required training and perform varied administrative tasks to the required standard and within promised timelines

Experience, Skills, and Qualifications

• Proven track record of delivering and selling global medical and marketing communication services for a communications agency and/or in-house client, with deep insight into the needs of the company's clients
• Ability to demonstrate effective leadership by earning trust, nurturing relationships and positively impacting both internal teams and external partners
• Professional and confident approach with excellent written, verbal and presenting skills and an