Director Business Development, Regulatory Science

Certara accelerates medicines using proprietary biosimulation software, technology and services to transform traditional drug discovery and development. Its clients include more than 2,000 biopharmaceutical companies, academic institutions and regulatory agencies across 62 countries.
About Certara
Certara is a growing company that provides a dynamic and exciting place to work. Our purpose is to assist in accelerating the development of meaningful medicines that make an impact on our society and the people that need them most. Innovation and creativity are highly valued, and everyone is given the opportunity for training and continuous development. Our portfolio spans the discovery, preclinical, clinical and post-marketing phases of drug development, working with 1,200 commercial companies, 250 academic institutions, and numerous regulatory agencies.
As an integral member of Certara's Regulatory Services business development team, your work as Business Development Director will involve identifying and building relationships with key decision makers both internally and externally. In this role, you will engage with potential regulatory affairs, R&D, clinical operations and other key executives to illustrate the competitive advantage that Certara brings through its regulatory strategy consulting, medical writing and submission leadership, and related regulatory services, including our technology enabled services.
The Director is able to represent the entire range of Certara Regulatory Services solutions to Tier 1, Tier 2, and Tier 3 pharmaceutical, biotechnology and medical device companies, globally.
This is a highly consultative role requiring the Director to uncover customer needs through a deep understanding of their corporate, program-specific, and personal goals and design a customizable solution.
The Director will work closely with the Head of Commercial, or his/her designee.

New Prospect Relationship Building and Opportunity Development:

* Establishes productive, professional relationships with key decision-making personnel in the assigned client or prospect organizations.
* Informs Commercial leadership on proposal and price quotation development efforts that best address the prospect's needs, while coordinating the involvement of all necessary personnel.
* Within guidelines established by the Head of Business Development, s/he delivers and negotiates proposals and other legal agreements required to achieve sales targets while maintaining appropriate margin levels for each opportunity.
* Presents new solutions and professional service options to prospects by identifying best-fit opportunities for Certara Regulatory Services solutions against the prospect's Need-to-Buy, and by developing strategies to communicate an appropriate, compelling message to the prospect.
* Coordinates the seamless transition of newly contracted and existing accounts to the Regulatory Services implementation teams respectively.
* Sales Planning and an understanding of Resource Management to identify opportunities and close gaps
* Proactively assesses, clarifies, and validates assigned prospects' needs on an ongoing basis.
* Proactively informs the team as to progress against annual performance objectives, financial targets, and critical sales plan milestones.
* Coordinates the involvement of Regulatory Services personnel, including Regulatory Services, Proposals and Contracts, and other Subject Matter Experts, and management resources, in order to meet sales performance objectives and prospects' expectations.

Other Responsibilities:

* To develop the appropriate strategy for discovering new business opportunities to inform proposal creation.
* Work as a member of the larger Certara Commercial team, including Marketing, Proposals & Contracts.
* Participate in developing Go-to-Market strategies.
* Represent the Company at trade symposia and other professional associations, in order to promote services, engage with clients and prospects, and collect competitive intel
* Work collaboratively with the Regulatory Services team to engage subject matter expertise in the pre-sales process leading up to closure, and post-close project delivery, as well as larger account management
* Work as a self-starter who will collaborate with other Commercial and Services functions that are dispersed globally.
* From time-to-time, coordinate with other Certara business activities in Market Access, Real World
* Evidence, and related Commercial Sciences services
From time-to-time, coordinate across other Certara business units including Software, Simcyp, and Integrated Drug Development to leverage the Company's relationships and services

* The ideal candidate has a passion for our industry, is solution-oriented, a creative problem solver, and has a tenacious desire to identify and close deals.
* Minimum 10+ years of outside sales experience in a consultative business-to-business sales environment
* Prior track record of achievement in a similar Commercial leadership position in the life sciences.
* BA/BS required, MS or higher preferred
* Ability and willingness to travel, domestically and internationally. This position will require frequent travel across the US, Canada, and possibly Europe (candidates must have a valid passport and driver's license).
* Fluent in English. Additional language skills are desirable.

Certara bases all employment-related decision on merit, taking into consideration qualifications, skills, achievement, and performance. We treat all applicants and employees without regard to personal characteristics such as race, color, ethnicity, religion, sex, sexual orientation, age, nationality, marital status, pregnancy, physical or mental condition, genetic information, military service, or other characteristic protected by law.