Business Development Director – UK & Nordics
Founded in 1974, by Bernard Jambon and JL Menard, MAPI Group has grown both organically and through acquisition over the past 35 years. Today, MAPI Group employs over 450 people in North America, Europe and Asia.
MAPI is structured into three divisions which comprise a number of separate legal entities:
Late Phase CRO
- Phase IV Clinical Trials
- Observation and Registry studies
Strategic Consulting
- Market Access
- Cost effectiveness evidence generation
Linguistic Validation
- Patient reported and clinical assessments for appropriate cross-cultural use and interpretation
A separate entity, the MAPI RESEARCH TRUST is a non-profit association concerned with the promotion of PRO evaluations and worldwide distribution of information concerning these measures.
The MAPI Group consists of a number of companies; all dedicated to providing unique solutions to aid and improve drug development to meet patient and market needs.
Primary Purpose of the Job
Essential Functions:
- Reporting to the Executive Director, Business Development, Europe you will serve as overall business developer, account relationship manager and strategic business partner for new and established account(s) in your region.
- You will be responsible for developing and expanding new business opportunities within allocated account(s) to include developing and overseeing the sales strategy for assigned clients, managing the sales process and coordinating with Project Management to ensure client satisfaction.
- The focus will be on the United Kingdom and Nordics primarily.
Accountabilities:
- Contribute to REGISTRAT-MAPI’s growth in supporting the company’s objectives.
- Develop and communicate in depth pipeline and account analysis and territory development.
- Achieve individual goals and support team goals.
- Work closely with Executive Director, Business Development to ensure continuity of messages to clients and provide guidance to team members to resolve client issues and questions.
- In conjunction with Executive Director, Business Development, develop and maintain a plan for the expansion of business in the respective accounts.
- Develop and maintain a comprehensive business plan for all activities within your area of responsibility.
- Secure preferred status for REGISTRAT-MAPI in target accounts, leveraging creative deal structures as appropriate and negotiating mutually acceptable terms with support of the contracts team. Participate in customer oversight committee(s) as appropriate.
- Lead client services proposal teams and bid-defence teams and/or act as REGISTRAT-MAPI senior executive as appropriate.
- Ensure that all proposal/contract details, clients’ meetings, RFP information and relevant updates of the respective team members are captured and maintained within Sales force.
- Contribute to the annual forecasting process in collaboration with the Executive Director, Business Development and attend the respective planning meetings.
- Demonstrate cross functional collaboration with other Group companies.
- Cultivate strong, long-term relationships with key decision-makers within accounts and develop deep knowledge of the account organisations.
- Identify and respond to client needs in order to define potential REGISTRAT-MAPI opportunities. Ensure appropriate strategy and solution is proposed to the client.
- Work with Project Directors and Function Managers to identify most appropriate sales team and prepare presentation. Educate team participants in client culture, operational needs, methods and sales techniques required to close the sale.
- Coordinate with Project Managers, Project Directors and Executive Director to escalate and quickly address client issues and concerns.
- Seek input from Project Managers and Project Directors, as required, to proactively address Changes In Scope (CIS), new opportunities or customer dissatisfaction.
- Work with Project Managers, Project Directors and CRU Management to ensure CIS’s are appropriately negotiated with the client.
- Maintain high visibility within client organisations.
- Monitor client satisfaction through regular formal and informal surveys.
Person Specification
- A minimum of a Bachelor’s degree (or equivalent) and a higher level degree (Master or PhD, MBA) desirable.
- An established senior level network with some of the world’s top 25 Pharmaceutical and Biotechnology companies.
- Proven track record of identifying and securing full service business in top tier accounts.
- Experience in developing new Late Phase business opportunities.
- Analytical approach to business.
- Skilled in performing presentations and leading meetings.
- Demonstrable competency in sales or business development preferably for a Contract Research Organisation or company providing services to the healthcare industry.
- Fluent written and spoken English language skills.
- A solid understanding of the clinical process (Phase II – IV) coupled with a desire to develop existing knowledge.
- Knowledge of EMA regulated drug development process helpful.
- Good skills in Microsoft PowerPoint, Excel, Word, etc.
- Sound understanding of the principles of Key Account Management.
- Strong detail orientation and an ability to work creatively in a fast-paced environment.
- Excellent planning/organisational skills and ability to prioritise and multitask.
- Results orientated.
- Responsive and strong customer focus.
- Convey information in a clear, concise, and accurate manner.
- Demonstrate professionalism and presents a positive image of REGISTRAT-MAPI.
- Proactively attitude and drive to develop senior level business relationships.
- Consistently proven sales and negotiation skills.
Package
- Competitive base salary commensurate with experience
- Commission and Bonus Plan, with stretch targets, and the potential to significantly exceed base salary through the meeting of targets and objectives
- Holiday – 28 days per annum
- Private health for employee and dependants
- Life assurance and disability insurance cover
Job Types: Full-time, Permanent
Pay: £90,000.00-£120,000.00 per year
Additional pay:
- Quarterly bonus
- Signing bonus
Benefits:
- Bereavement leave
- Company pension
- Free or subsidised travel
- Free parking
- Life insurance
- Private dental insurance
- Profit sharing
- Sick pay
- Work from home
Schedule:
- Day shift
- Monday to Friday
Experience:
- Business development: 1 year (preferred)
Licence/Certification:
- Driving Licence (preferred)
Work Location: Hybrid remote in London W1K 1QW
