Business Development Manager (Home-Based)

Rockville, Maryland
Sep 15, 2020
Sep 19, 2020
Full Time
The Emmes Company, LLC ("Emmes") is searching for a home-based Business Development Manager. The Business Development Manager position requires a candidate with experience in biotech, pharmaceutical, and government client account management and business development, and who possesses a deep understanding of the CRO Services industry, specifically in providing IRB services.

Emmes is a Contract Research Organization (CRO). Headquartered in Rockville, Maryland, Emmes employs over 750 staff worldwide with offices located in Frederick, Maryland, Tysons Corner, Virginia, Vancouver, Canada and Bangalore, India. Ranked as a top area workplace of choice by the Washington Post, Emmes fosters an environment of collaboration, professional growth, and exceptional work life balance.

Our studies impact public health initiatives on a global scale occurring in more than sixty countries spanning across six continents. We are dedicated to providing statistical and epidemiological expertise, computer systems deployment, data management, study monitoring, regulatory guidance, and overall operational support to clients engaged in biomedical research. Emmes offers support for the entire process of clinical trials from study design and protocol development through data analysis and manuscript generation.

Primary Purpose

The Business Development Manager position identifies and pursues new business opportunities for Prime Review Board, a subsidiary of The Emmes Company, LLC, with existing clients as well as prospects. Expected 25-50% travel to potential and current customer locations, as well as related conferences.

Prime Review Board

In 2017, from a decade of work as the Central Institutional Review Board with the NCI, Emmes noticed an opportunity to foster the growth of a new, independent IRB that would provide ethics consultation and regulatory guidance to clients sponsoring multi-site trials. Thus, Prime was born. Prime is distinguishing itself as an independent IRB that prioritizes the protection of research participants coupled with performance-driven outcomes and exceptional service.

As of December 17, 2018, Prime Review Board was accredited by the Association for the Accreditation of Human Research Protection Programs (AAHRPP), signifying that Prime's practices and processes are both compliant with human subjects regulations and are consistent with best practices of human protection programs in the industry. This accreditation enables a variety of institutions and sponsors to consider using Prime as its central IRB, both for the primary protocol and for the affiliated sites.

  • Use general IRB market and key competitor intelligence to identify potential opportunities
  • Effectively collaborate with Prime Director to identify and develop proposals for new opportunities
  • Demonstrate extraordinary customer service with both internal and external customers
  • Sell the company's capabilities and differentiates Prime from competitors, and follows up on leads
  • Identify the right "win strategy" for individual opportunities and client partnerships
  • Develop a sales plan for targeting specific industry/clients/business type and establishes metrics for success, including interim milestones
  • Achieve annual sales plan for assigned targets
  • Develop client call cycle to achieve objectives and sales plan
  • Establish, nurtur and grow client relationships at senior levels
  • Develop account plans and partnerships with accounts (must have established network of biotech, pharmaceutical, and government contacts), and provides regular sales activity reports to management
  • Recognize and acts on clear opportunities to pivot and redirect efforts throughout the plan should a course correction become necessary
  • Set and manage customer expectations
  • Collaborate with company resources to achieve superior customer satisfaction
  • Evaluate proposals and quotations ensuring both client and company requirements are met, and participates in proposal scope development
  • Use CRM or similar tool to manage internal communications and document territory and client information
  • Build opportunity pipeline
  • Other duties as assigned

  • Bachelor's degree in business related or scientific discipline
  • 5 years of experience in successful sales and business development in related research area
  • 3 years of experience in the Institutional Review Board industry
  • Possesses a broad understanding of the regulatory framework within which IRBs operate
  • Possesses a detailed understanding of IRB operations, including capabilities, capacity, and timelines
  • Understands how nuances of IRB operations translate into billable items
  • Sales and business development experience in providing research services, preferably IRB services, to the biotech, pharmaceutical and/or government market segments with direct experience in biotech, pharma and/or government account management and interaction with mid-level and executive level decision makers
  • Demonstrated ability to acquire, grow, and retain client base, as well as manage high-risk and difficult situations
  • Demonstrated working relationships with internal operations, scientific and business staff
  • Effective presentation, documentation and interpersonal/team work skills preferably in the MS Office suite


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The Emmes Company, LLC is an equal opportunity affirmative action employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, political affiliation, sexual orientation, gender identity, marital status, disability, protected veteran status, genetic information, age, or other legally protected characteristics.

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