Sr. Manager, Business Development

Emmes Group•Rockville, MD

About The Position

At Emmes Group, we’re shaping the future of clinical research—where human intelligence meets cutting-edge technology to drive meaningful advancements in healthcare. With over 47 years of scientific excellence, we’ve led groundbreaking research in cell and gene therapy, vaccines, infectious diseases, ophthalmology, rare diseases, and neuroscience. Through our two business units—Emmes, a full-service CRO, and Veridix AI, our technology, data, and analytical solutions —we are modernizing clinical trials and accelerating the development of life-changing therapies. We believe that every clinical breakthrough starts with people—people who are passionate, purpose-driven, and ready to make an impact. At Emmes Group, we bring People, Science, and Technology together to collaborate with our customers and deliver global health impact. Our culture is built on integrity, collaboration, and innovation, ensuring that every challenge is met with perseverance and accountability. The Senior Manager, Business Development is responsible for driving net-new revenue growth for Emmes by identifying, developing, and closing strategic clinical research opportunities across the company's core specialties, including Hematology and Oncology, Ophthalmology, and Vaccines and Infectious Disease. This is a high-impact, externally facing commercial role for a proven hunter who can open doors, create opportunities before a formal procurement process begins, and position Emmes as a strategic partner early in sponsors' development planning. The role requires a business development professional who is highly proactive, commercially aggressive, relationship-driven, and comfortable navigating long, complex sales cycles in biotech and pharma.

Requirements

Bachelor's Degree Scientific or business field preferred
3-5 years related experience of business development experience, with substantial direct experience selling CRO services to biotech and/or pharmaceutical sponsors.
1-3 Years Prior CRO industry experience Required
Demonstrated track record of winning new business, opening new accounts, and expanding commercial relationships in complex, consultative sales environments. Required
Experience engaging sponsor decision-makers at the C-suite levels across clinical development, clinical operations, procurement, and executive leadership. Required
Strong understanding of the clinical development lifecycle and how CROs are engaged before, during, and after formal sourcing processes. Required
Demonstrated success in at least one of these therapeutic areas: Hematology and Oncology Cell and gene therapies or Ophthalmology

Responsibilities

Drive net-new business development by securing new sponsor relationships and expanding Emmes' presence in targeted biotech and pharmaceutical accounts.
Build and manage a high-quality pipeline of qualified opportunities, with strong emphasis on identifying programs before formal RFP issuance and before CRO shortlists are finalized.
Develop and execute territory, account, and opportunity strategies that increase early access to sponsor clinical development discussions, including protocol planning, study design, operational strategy, and vendor evaluation.
Leverage existing relationships, market intelligence, conference activity, and industry networks to uncover emerging clinical programs and create opportunities well in advance of procurement events.
Differentiate Emmes' capabilities in scientific partnership, operational delivery, digital and AI-enabled CRO services, and therapeutic depth to win competitive opportunities.
Meet or exceed annual sales goals for new-logo revenue, total signed awards, and qualified pipeline generation.
Serve as a strategic commercial leader in Emmes' core therapeutic areas, with broad familiarity across the portfolio and recognized subject-matter depth in at least one of: Hematology and Oncology with experience in complex therapies such as Cell and Gene Therapies / Ophthalmology
Partner closely with therapeutic area, operational, and executive leadership teams to shape compelling win strategies and customer-specific solutions.
Lead client meetings, capability presentations, strategic account reviews, and bid defense activities to advance and close new business opportunities.
Maintain disciplined CRM hygiene, opportunity tracking, competitive intelligence reporting, and account planning to support forecasting accuracy and commercial execution.
Monitor competitor activity, awarded studies, and sponsor buying patterns to reduce missed opportunities and improve Emmes' ability to engage earlier in the decision cycle.
Develop and implement inside sales strategies to support lead conversion, upselling, cross selling, and customer retention.
Monitor pipeline activity and ensure timely follow up on leads and prospects.
Collaborate with marketing to align campaigns and messaging with sales initiatives.
Perform other duties as needed to support Emmes' broader growth strategy.
Performs other duties as assigned
Complies with all policies and standards