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Director, Business Development (CRO)

Durham, NC, USA | FHI 360

  • Industry:
    Non-Profit / Social Enterprise
  • Position Type:
  • Functions:
    Business Development
    General Management
  • Experience:
    12-15 years
Job Description:
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Direct the FHI Clinical business and proposal development process to maximize organizational growth.Manage client relationships and serve as a strategic business partner for building new business with clients and seeking growth opportunities with new potential clients. Ensure client satisfaction, high quality and effectiveness of the organization’s business and proposal development process, adherence to internal standards and guidelines, and compliance with requirements of external funders. Inspire team members to excel in managing relationships across the organization that are critical to the success of a centralized proposal development process, and collaborate effectively with senior management in facilitating external partnerships and teaming agreements. Lead FHI Clinical business development globally.


Maintain in-depth knowledge of all FHI Clinical clinical research services to be able to sell those services.

Serve as a senior manager of the FHI Clinical team, contributing strategy and direction to the business unit.

Actively prospect and leverage potential new business opportunities within specified potential new and/or returning clients.

Establish and execute a comprehensive sales plan for target accounts.

Cultivate strong, long-term relationships with key decision-makers within accounts and develop deep knowledge of the clients’ organization.

Actively network with clinical research organizations (CROs) and pharmaceutical industries to establish relationships and to identify potential opportunities.

Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards.

Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained.

Analyze potential opportunities and develop sales strategies for each customer account. Ensure appropriate strategy/solution is proposed to customer. Monitor actions and results against plans.

Establish FHI Clinical brand recognition; communicate with internal project managers to assess overall level of customer satisfaction and progress of projects.

Work with operations and functional managers to identify sales team and prepares and leads the sales presentation.

Educate team participants in customer culture, operational needs/methods and sales techniques needed to close the sale.

Coordinate with contracts and Business Planning & Proposal (BPP) to develop proposal.

Handle follow-up related to the sale and drive completion of contractual documents.

Maintain high visibility within customer organization.

Plan and coordinate all customer sales activities globally.

Communicate all account activity to appropriate individuals through the Contract Resource Management (CRM) system.

Utilize CRM to establish reports and dashboards to analyze business development and sales activities and track progress.

Supervises, provides overall support and serves as a mentor for junior business development staff members including proposal and lead development.

Participates in the ongoing review and update of the organization’s proposal development and business development procedures to ensures consistency on an international basis

Ensures teams develop winning strategies, project plans, donor interactions, proposal creation, and presentations.

Applied Knowledge & Skills:

Strong knowledge of the clinical research industry and funders’ strategies and regulations.

Expert level knowledge and experience with business development practices and reporting guidelines. 

Provides innovative and strategic leadership to multiple divisions and can gain cross functional support for major projects, improvements or changes.

Strong knowledge of concepts, practices and procedures; the ability to apply that knowledge in varied situations.

Advanced analytical skill.

Expert knowledge of project/process management.

Possesses a full understanding of the organizational structure, policies and practices, and the impact on own area and the entire organization.

Must have excellent communication, diplomatic and negotiation skills.

Ability with intermediate to complex level of technology.

Ability to multi-task, meets deadlines, and accomplishes goals.

Must be able to read, write, and speak fluent English; fluent in host country language.

Must be able to provide accurate, expert level advice to reach outcomes that will enable achievement of overall department and organization goals.

Problem Solving & Impact:

Decisions and actions have a direct impact on the outcomes of own department and the entire organization.

Problems encountered are often complex, broad in scope, and implications are often unprecedented with no clear resolution.

Must be able to provide accurate, expert level advice to reach outcomes that will enable achievement of overall department and organization goals.

Supervision Given/Received:

Supervises work of other supervisors/managers, including planning, assigning, scheduling and reviewing work, ensuring quality standards. 

Responsible for hiring, terminating, training and developing, reviewing performance and administering corrective action for staff.

Plans organizational structure and job content.

Mentors and develops employees to expand employee performance levels and retain high performing employees.

Provides clear team and individual goals and expectations and ensure that each member of the staff understands her/his responsibility.

Coaches and counsel’s direct reports about performance and goal setting; provides timely feedback, fosters environment that supports staff development, provides necessary training and encourages excellence in leadership in business development.

Typically reports to the Business Unit/Department Director.


Bachelor's Degree or its International Equivalent in Business Administration, Development Management, International Development, Public Policy or Related Field.


Typically requires a minimum of 12+ years industry related experience.

Must have a minimum of 5 years’ experience in a leadership capacity.

Experience in the development field in resource scheduling, managing timelines, and leading team activities required.

Prior budget and management responsibility required.

Managing professional staff or comparable team management experience required.

Experience in CRO, federal medical research and/or pharmaceutical business development.

Typical Physical Demands:

Typical office environment.

Ability to sit and stand for extended periods of time.

Ability to lift 5-50 lbs.

Technology to be Used:

Personal Computer, Microsoft Office 365 (i.e. Word, Excel, PowerPoint, e-mail), office telephone, cell phone and printer/copier.

Travel Requirements:

25% - 60%

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