Director, Contract Research Organizations

CREO•Durham, NC

About The Position

The Director, Contract Research Organizations (CROs) serves as CREO’s seller-doer and thought leader for CRO clients. The Director brings deep expertise in CRO business models, clinical operations, regulatory submissions, and sponsor-CRO dynamics. The Director must operate with excellence in the CRO industry, business development, client service and team member management.

Requirements

10+ years in the CREO sector with experience across clinical operations, business development, or general management
Experience in management consulting or advisory roles serving CRO clients
5+ years’ experience in a “seller/doer” role where annual individual sales credit and delivery credit (of projects aligned with CREO’s service offerings) was at least $1M
Strong understanding of sponsor-CREO commercial models, clinical trial operations, and regulatory submission processes
Familiarity with CROE technology stacks (CTMS, EDC, eTMF) and industry consolidation trends
Executive presence with the ability to engage C-suite decision makers
Sales/business development experience must include significant prospecting, project scoping & pricing, proposal/SOW writing & presenting, and closing sales (note: experience “hunting” is strongly favored over “farming”)
Project management experience must include significant responsibility for task & dependency identification, staffing assignments, revenue & costs forecasting, timeline forecasting and client communications
Strong cultural awareness and ability to adapt speaking style and mannerisms for different clients
Well-developed expertise and experience in recruiting, interviewing, hiring, managing, and developing individual staff. Well-developed expertise and experience building and managing a team of consultants to deliver exceptional client results. Ability to lead teams with a sound work ethic, intellectual curiosity, and exceptional client service

Nice To Haves

MBA or relevant advanced degree preferred
Preference given to candidates who have experience working with or for companies owned by private-equity firms
Preference given to candidates in Durham, NC

Responsibilities

Earn sales credit at or above assigned targets.
Identify and articulate the most pressing issues facing CRO clients that can be solved by CREO
Build and maintain a network with CRO leadership teams, sponsors, and industry associations to maintain robust pipeline of viable projects
Serve as the lead domain voice on all CRO pursuits, pairing with a functional expert and BD lead in a three-person go-to-market team
Scopes, prices and presents proposed SOWs to align with clients’ affordable needs
Collaborate horizontally with functional Managing Directors/Directors to shape issue-driven solutions
Develop thought leadership content (white papers, webinars, speaking engagements) that demonstrate CREO’s understanding of CRO market dynamics and competitive positions
Maintains accurate pipeline detail using corporate tools
Ensures engagements are delivered according to the SOW and that all reasonable expectations of the client have been met or exceeded and that project outcomes are aligned with CRO operational realities
Achieves billable utilization targets for self and assigned team members while prioritizing client satisfaction
Maintains accurate revenue and expense forecasts for their book of business
Ensures target project margins are achieved through appropriate project pricing and project staffing
Maintains annual minimum billable hours of 700
Exemplifies the firm’s core values, without exception, celebrating the same in colleagues and holding assigned team members accountable for any misaligned behaviors
Ensures professional development plans for self and assigned team members are practical, resourceful and aligned with strategic growth objectives of the firm and its clients
Hires and retains a high-function consulting team that meets or exceeds its capacity utilization target and surges, when necessary, when capacity is constrained