Business Development Director

American Addiction Centers • Charlotte, NC

9d • $68 - $102

About The Position

The Advocate Health National Center for Clinical Trials (NCCT) is setting a new benchmark for excellence and innovation in clinical trial solutions. Our goal is simple yet bold: We connect researchers to a broad population of patients and streamline the enrollment process, delivering more inclusive cohorts and more efficient clinical trials. And we make it easy for patients to engage in clinical trials in their own communities. Grounded in experience and supported by the integrated research expertise of Wake Forest University School of Medicine, the Advocate Health National Center for Clinical Trials is a first-of-its-kind, fully integrated solution designed to make participation in clinical trials part of the standard of care for patients. Our technology ecosystem supports clinical trials across all stages of planning and execution, from recruitment and retention to management and virtual care, delivering efficient processes and high-quality results. Powered by the expertise of the school of medicine’s research team and Advocate Health clinicians and accelerated by cutting-edge technology, we are uniquely positioned to make an impact. The Business Development Director serves a key leadership role in advancing the mission of the NCCT by identifying, cultivating, and securing clinical trial opportunities with industry sponsors and other stakeholders. This individual will report to the Head of Commercial for NCCT serving as a player-coach responsible for key accounts while leading a growing team of sales professionals. The Director will work across Business Development and Operational leadership to drive growth, enhance visibility, and expand the clinical trials portfolio across Advocate Health.

Requirements

• Experience in establishing large, complex, strategic partnerships within the clinical trial industry, preferably in selling clinical trial site services
• Proven track record of closing large, multi-site, deals leading pharmaceutical, biotechnology organizations, and Clinical Research Organizations (CROs)
• Experience working with academic medical centers, integrated health systems, or large site networks.
• Strong leadership acumen with proven experience mentoring sales team members
• Excellent communication, negotiation, and presentation skills.
• Bachelor’s degree in business or related field, MBA preferred
• 7+ years of experience in business development, sales, or sales support roles
• 10+ years of experience in clinical research or related field
• 5+ years of experience using CRM systems (e.g., Salesforce) to track pipeline and activities
• Familiarity with clinical trial management systems (CTMS) and CRM platforms.
• Strategic leader with a proactive, solutions-oriented mindset.
• Knowledge of clinical trial operations, regulatory requirements, and industry best practices.
• Strong negotiation, and relationship-building skills with experience advising clinical trial agreement and budget development
• Strong collaboration, influence and communication skills to partner effectively with relevant stakeholders.
• Highly developed organizational, problem solving and analytical skills, with the ability to prioritize time-sensitive tasks.
• Ability to work independently, make decisions and ensure project progress.
• Bachelor's Degree in Business or related field.
• Typically requires 10 years of experience in provider relation and/or experience working with physicians in a service delivery environment.
• Experience with team leadership.
• Knowledge of healthcare and competitive markets.
• A strong knowledge of sales, customer service, and competitive strategy.
• Understanding of the many environmental factors affecting today’s health care industry, e.g., legislative, CON, government regulations (STARK), emerging technology, managed care initiatives, physician relations, and public and private reimbursement.
• Ability to balance the long-term goals of the organization with the availability and deployment of resources.
• High level of professionalism, results orientation, innovation, execution, and flexibility.
• Team building, leadership skills, and participation.
• Effective entrepreneurial skills.
• Demonstrate self-directed, results oriented, tactical execution excellence, creative approach to managing referral management.
• Demonstrated leadership abilities and management skills.
• Demonstrate ability to problem solve.
• Demonstrate ability to execute new business opportunities and follow up.
• High aptitude for information and decision support systems.
• Outstanding communication skills (oral and written)
• Significant experience in group process, participation and facilitation.
• Demonstrate ability to structure and lead diverse team.
• Excellent ability to prioritize.

Nice To Haves

• MBA preferred

Responsibilities

• Manage key accounts to expand NCCT’s clinical trial opportunities, focusing on therapeutic areas aligned with Advocate Health’s strategic priorities.
• Oversee the reporting and progress of a robust business development pipeline, identifying and resolving barriers to progressing study opportunities to close.
• Work cross-functionally with NCCT leadership, researchers, legal, finance, and compliance teams to establish and scale processes that maximize win rate while accelerating time to contract execution
• Monitor industry trends, competitor activity, and emerging opportunities to inform strategic planning and positioning.
• Conduct research to identify new study opportunities and customer needs.
• Lead the creation and development of tailored proposals including negotiating terms and conditions, presentations, and pitch materials for prospective sponsor partners, showcasing NCCT’s capabilities and value proposition.
• Foster long-term relationships with sponsors and CROs, ensuring satisfaction and identifying opportunities for repeat or expanded engagement.
• Arrange business meetings with prospective clients, based on guidance from Business Development leadership.
• Develop, track and report on key performance indicators (KPIs) related to business development activities, including deal volume, revenue impact, partner feedback, etc.
• Collaborate with cross-functional teams across clinical, operational, and administrative domains to ensure alignment and execution of strategic initiatives.
• Perform other related duties as assigned to support the overall success and mission of NCCT.
• Generates regional, quality growth across the region by controlling the relevant channel of distribution in a complex and highly competitive market.
• Identifies/develops/communicates the value/sales proposition to and execute (close) the sale for high-quality inpatient, outpatient and ancillary channels of patient distribution.
• Focuses on identifying, evaluating, tactically executing and servicing AMG hires and acquisitions.
• Collaborates with the employer commercial growth and merger acquisition teams.
• Working with the PSA Leader and other key AMG and APP administrative and clinical leaders, authors, updates, and executes growth plans.
• Provides requested input for business plans for regional PSA clinical programs and service lines requiring a significant investment of financial or human resources.
• Manages the integration of Region Referral Management operations with Advocate Aurora system-wide initiatives.
• Executes physician recruitment and retention strategies consistent with medical staff guidelines, growth plans and identified service needs and opportunities.
• Works in conjunction with Site Executive and VP of Medical Management to develop key strategic initiatives to target new business through specific physician channels. This includes recruitment of new physicians to the medical staff, increasing volumes of independent medical staff “splitters”, placement of physicians in health system provider partner offices and locations, marketing and encouraging enrollment in Advocate Physician Partners, and strategic partnership opportunities.
• Identifies non-AHC physicians, and other channels of patient distribution, and routinely cultivate relationships and service their accounts.
• Identifies market opportunities, develop and/or execute marketing plans, and perform direct sales for specific opportunities and potential and ongoing accounts.
• Analyzes clinical services of local, community hospitals to identify business opportunities for Advocate Aurora Health sites of care and aligned physicians.
• Markets Advocate Aurora Health products (i.e. AMG, APP, various service lines, and unique physician procedures) to specific consumers, physicians and community groups.
• Reviews reports detailing PSA growth performance and variances.
• Follows-up with site of care operations on each new business venture to assure service expectations are met and problems are resolved.
• Develops growth objectives and recruitment targets.
• Monitors performance and the ability to achieve stated objectives, provide routine feedback, and conduct annual performance reviews.
• Identifies professional growth opportunities and provide input into training programs to accelerate performance.
• Manages and maintains new and existing relationships with key local employers to deliver high satisfaction levels and support achievement of commercial growth sales goals.
• Works directly with market leadership on appropriate tactical plans that deliver desired results of the corporate and market commercial growth strategies.
• Works collaboratively with leaders and staff both within the market and from corporate to manage key market based employer relationships.
• Independently initiates outreach to local employers, to promote AHC’s products and services in a consultative manner that meet employer needs.
• Responsible for maintaining a broad knowledge of AHC’s products and services and articulates the respective value propositions to generate sales opportunities.
• Directly manages the activities of the Business Development Management Team.
• Performs human resources responsibilities for staff which include interviewing and selection of new employees, promotions, staff development, performance evaluations, compensation changes, resolution of employee concerns, corrective actions, terminations, and overall employee morale.
• Develops and recommends operating and capital budgets and controls expenditures within approved budget objectives.
• Responsible for understanding and adhering to the organization's Code of Ethical Conduct and for ensuring that personal actions, and the actions of employees supervised, comply with the policies, regulations and laws applicable to the organization's business.

Benefits

• Advocate Health offers a comprehensive suite of Total Rewards: benefits and well-being programs, competitive compensation, generous retirement offerings, programs that invest in your career development and so much more – so you can live fully at and away from work, including:
• Compensation Base compensation listed within the listed pay range based on factors such as qualifications, skills, relevant experience, and/or training Premium pay such as shift, on call, and more based on a teammate's job Incentive pay for select positions Opportunity for annual increases based on performance
• Benefits and more Paid Time Off programs Health and welfare benefits such as medical, dental, vision, life, and Short- and Long-Term Disability Flexible Spending Accounts for eligible health care and dependent care expenses Family benefits such as adoption assistance and paid parental leave Defined contribution retirement plans with employer match and other financial wellness programs Educational Assistance Program

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 1-10 employees