Business Development Manager - Government Accounts

Healthcare Communications Group (“ HCG”) , located in El Segundo, California, is a leading pharmaceutical clinical trials consulting and communications organization. HCG assists global pharmaceutical companies in more efficiently recruiting patients for their FDA-mandated clinical studies. HCG utilizes economic/feasibility analysis as well as innovative television, radio, print and community outreach to drive its global subject enrollment campaigns. Accelerating these clinical trials allows life-changing medications to be approved and available to the public more quickly. HCG has built a history of success by delivering measurable value for its clients and offering a stimulating, performance-based work environment for its executive management team.

HCG is seeking a Business Development Account Manager to handle government accounts and lead sales activities to expand delivery of HCG‘s clinical trial patient recruitment solutions to clinical audiences within the multi-national pharmaceutical industry government sector.

Responsibilities
Responsibilities include, but are not limited to:

• Initiating contact with senior NIH executives to communicate the proven strategic-level value of HCG’s programs to accelerate their drug development pipeline
• Initiating contact with trial-level managers to communicate the documented metrics of HCG’s programs in reducing clinical study timelines
• Delivering energetic performance to exceed the company’s ambitious sales, growth and profitability targets
• Self-initiating and pre-qualifying opportunities (including cold calling/appointment-setting processes)
• Leading consultative, content-rich, “problem-solving” sales presentations
• Supporting and participating in a team effort to craft written proposals that solve identified needs
• Negotiating contracts with government clients to create value-added “partnerships.”
• Collaborating with Project Management and Production personnel in creation and presentation of custom patient recruitment deliverables
• Preparing monthly sales reports

Qualifications

• 5+ years of successful selling to federal/government accounts such as the National Institute of Health (NIH) and National Institute of Mental Health (NIMH)
• “Road Warrior” organizational expertise (including remote technology systems) and time management skills
• Outstanding written and oral communication and presentation proficiency
• 5+ years experience leading a rapidly growing medical marketing communications agency through several growth stages
• Exposure to strategic/marketing consulting and/or pharmaceutical drug development
• Media and Marketing Research knowledge
• Must have extensive knowledge of NIH procurement and the government contract business awarding process

Requirements

• Clear and concise written and verbal communication with peers, subordinates and executives
• Strong computer skills including Word, Excel, PowerPoint, Access and Outlook
• Cold calling and prospecting
• Persuasiveness, a positive attitude and independence of thought
• Occasional night and weekend work
• Up to 40% travel
• If not located in Southern California area must be able to work remotely
• Knowledge of clinical terminology associated with pharmaceutical clinical trials
• CRO experience a plus

Personal Characteristics

• Ambitious, confident, results-oriented dynamic pioneer of new client acquisitions providing sales/marketing leadership
• Have a consulting POV enabling identification of “hidden needs” and the development of creative, strategic solutions
• Thrive in an entrepreneurial environment and a track record of success working in a growing company
• Comfortable speaking with CEO’s and other senior executives: Existing clinical pharmaceutical contacts and relationships are valuable
• Enjoy coaching and inspiring others and work well with team members at all levels
• Creative problem-solver with the ability to take a consultative approach provide solutions in “real time”
• Willing to work “hand’s on” and take on any sales role to get the job done

Education

Bachelor Degree (Life science-preferred). MBA, MS preferred.

The Work Environment
HCG has a unique work environment. We are fast-paced because we are a service organization faced with incredible challenges to meet our clients’ needs. Our continued success and growth are a direct result of our team’s commitment to excellence, innovative thinking and exceptional internal communications in an atmosphere where all team members are valued, supported and respected. Ideas from team members at any level are actively considered by upper management. We value our informal atmosphere where hard work is mixed with warmth and fun. Opportunities for personal and career growth for individuals who have a strong work ethic and are team players are limitless. We offer a competitive salary, commission structure and benefits package, including medical, dental and life insurance, 401K plan, and company paid parking. For further information on our company, please visit our website at www.hcg.com in advance of your interview.



HCG is an Equal Opportunity Employer.

If you are interested in and qualified for this position, please submit your resume with a cover letter indicating your salary requirements to gmays@hcg.com

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