This position is responsible for leading and developing all global business development strategies related to enterprise memberships, exhibit/sponsorships, advertising, training, and group portfolio sales. This role leads and motivates a team of professionals focused on developing and reinforcing relationships across the medical device, pharmaceutical, biotech and academic communities that drive revenue to support the organization’s vision, mission, and financial objectives. Primary responsibilities include setting goals/priorities, managing/coaching individual sales contributors, tracking performance/results, optimizing customer satisfaction/engagement, identifying new products/strategies for potential revenue, and adapting plans to address resource/operational challenges. An ideal candidate would be a highly motivated, results-driven individual who thrives on meeting/exceeding goals and collaborating across function to serve member needs and elevate RAPS’ mission.
Cultivate long term relationships with existing and new accounts and ensure customer retention while increasing lifetime value. This includes conducting market and competitive analyses, needs assessment and working cross functionally with the business development team and other staff to develop and deliver solutions to meet needs.
Oversee the business development portfolio by setting budgets and quota, developing, and executing plans to reach goals, monitoring progress, and making course corrections as necessary.
Develop strategies and approaches for prospecting, lead generation and qualification, proposals, and presentations. Lead the negotiation and finalization of contracts.
Direct internal and external sales teams to grow advertising, sponsorship, exhibits, career resources, online marketing channels and related products and services.
Build and lead an effective and cohesive global business development and sales team, ensuring regional efforts are integrated and consistent.
Head the business development team’s contribution to RAPS’ knowledge management culture by making information management at the customer level a core competency of the team. Ensure that business intelligence is captured and shared with internal stakeholders.
Lead the identification and evaluation of business opportunities. Work with market development, product development and marketing teams to create new markets for existing products and services, new products, new delivery approaches, and other development and marketing partnership opportunities.
Accountable for the business development team’s budgeted revenue and quota, and the strategic and tactical management decisions to reach both. Integrate marketing, operations, and financial knowledge to achieve these goals. Predict and manage change through innovative approaches; assess risk using financial and market data to develop creative solutions.
Analyze pricing for all business development products as part of the annual planning/budgeting process or as needed, make recommendations for pricing action to the pricing committee and manage implementation of new prices.
Monitor regulatory trends and competitive landscape to stay abreast of opportunities to generate leads and develop new business verticals.
10+ years’ experience managing business development teams
Demonstrated success on results, outcomes, and achievements, and coaching/motivating a team to succeed
Strong interest and skills in working in a cross-functional team environment
Executive presence and dynamic professional style that inspires confidence internally and externally
Ability to develop and interpret qualitative and quantitative data
Experience and skills in coaching/mentoring and supervising staff and vendors
Keen ability to cultivate and grow relationships/partnerships
Customer-focused, service-oriented approach to dealing with external stakeholders
Excellent internal/external written and verbal communication skills
Strong budget management, project management and analytical skills
Ability to monitor revenue performance against plan and recommend course corrections as appropriate
Sound judgment, ability to make tough decisions, keen negotiator
Strong, proactive, solutions-based approach to problem-solving
Goal-driven, multi-tasker with an attention to detail who thrives working in a fast-pasted, dynamic environment
Proficiency with Microsoft Office; demonstrated expertise with CRMs and technology; familiarity with Impexium AMS, Power BI and/or database/analytics systems preferred
RAPS is the leading international membership organization for regulatory professionals who are working to ensure the safety, effectiveness, and availability of healthcare products, including medical devices, pharmaceuticals, and biotechnology. We are dedicated to advancing the profession and providing the highest level of support, knowledge, direction, and standards to the regulatory community. Together we are making better healthcare products possible.
The Marketing Career Network (MCN) is an online recruitment resource that aligns employers with professional marketing membership organizations. It brings together audiences from in every marketing discipline and connects them through a single job board network – it is the place marketers go...