Director, Business Development - West Coast

Job Summary:

As the Director, Business Development for QuartzBio, you will be responsible for leading sales efforts to drive growth, strategic partnerships, and revenue generation. This role requires high-level execution at every stage of the pipeline development and sales process. To be successful in this role, you will have a proven track record of achieving sales targets and building successful relationships with key accounts in the industry - authentically engaging with senior executive decision makers (heads of biomarker operations, data science and translational science teams), navigating complex enterprise sales cycles and landing new business.  You are resilient and adaptable and are comfortable creating new resources and processes needed to succeed, while adapting to changing market conditions, customer needs, and internal priorities.

QuartzBio is a data and information management SaaS company that transforms sample and biomarker data to accelerate and power drug development for biotech and pharma R&D teams. Our proprietary AI-powered Biomarker Intelligence Platform enables precision medicine at scale. From sample collection to biomarker data, our end-to-end suite of solutions are focused on providing sponsors with new ways to interact with and generate insights from their data. We do this by connecting biospecimen, assay, and clinical data sources in a secure and scalable cloud-based infrastructure, enabling seamless, automated data management workflows, key insight development, improved collaboration, and the ability to make faster, more informed decisions.

Key Responsibilities:

• Business Development:
  • Collaborate with VP, Sales to develop and execute strategic plan to achieve sales targets and expand our customer base.
  • Identify and evaluate new business opportunities, markets, and segments for expansion.
  • Partner with customers to understand their business needs, budget, key stakeholders and decision-making processes, and effectively communicate the value proposition through presentations and proposals.
  • Establish and maintain strong relationships with key clients, partners, and stakeholders. identifying their needs and providing solutions to meet those needs.
  • Collaborate with other cross-functional teams (Marketing, Customer Success, and Product) to align strategies and product offerings to ensure smooth execution of sales initiatives and ensure product offerings meet market demands and customer needs.
  • Participate in industry events and conferences to build the company's brand and network with potential customers.
• Sales Execution:
  • Oversee the entire sales cycle, from lead generation and prospecting to negotiation and closing deals.
  • Assist in negotiation of contracts to close deals with customers.
  • Implement effective sales processes, tools, and methodologies to streamline operations and enhance efficiency.
  • Monitor and analyze sales performance metrics to identify areas for improvement and optimize team performance.
  • Manage sales activities, pipelines, and customer interactions to ensure accuracy and completeness.
  • Improve win-rates
• Market Analysis and Insights:
  • Stay current with industry trends, the competitive landscape, and emerging technologies to provide strategic insights to the executive team.
  • Use market intelligence to adapt sales strategies and positioning to capitalize on market shifts.
  • Leverage sales analytics tools to monitor key performance metrics, identify areas of improvement and drive informed decisions.
• Revenue Forecasting and Reporting:
  • Develop accurate sales forecasts and reports for executive leadership and board discussions.
  • Regularly communicate sales performance, progress against targets, and growth initiatives.

Qualifications:

• Bachelor’s degree in business administration, Marketing, or related field; MBA a plus.
• Minimum of 10 years relevant work experience (i.e. life science, IT, consulting, marketing, corporate strategy, sales, business development, product management, project management, software development, or related field)
• Deep understanding of IT products, translating complex concepts for non-technical audiences.
• 4+ years of SaaS or product experience, preferably with data management technology.
• Strong business acumen and strategic execution.
• Excellent communication, negotiation, and interpersonal skills.
• Experience managing and motivating high-performing sales teams.
• Demonstrated ability to exceed sales targets and drive revenue growth.
• Proficiency in CRM, sales analytics, and Microsoft Office Suite.
• Strong leadership, organizational, and analytical skills.
• Independent and collaborative team player.
• Customer-focused with a keen understanding of needs.
• Willingness to travel as needed to engage with clients, attend industry events and visit key accounts. (30%)

Preferred:

• Experience with life science, specimen sales, or supporting R&D in clinical drug development.
• Previous experience in managing in teams or projects.

Skills & Expectations:

• Think strategically to formulate plans and initiatives that contribute to the organization's objectives. These plans should be in harmony with the company's overarching strategy, ensuring a unified direction.
• Demonstrate exceptional communication skills when interacting with teams, stakeholders, and fellow leaders. Provide precise direction, constructive feedback, and transparent performance expectations to enhance understanding and collaboration.
• Exhibit a high level of emotional intelligence, encompassing self-awareness, self-regulation, empathy, and strong interpersonal skills. Utilize these qualities to lead and interact with others in a way that fosters positive relationships.
• Cultivate and sustain robust relationships with teams, stakeholders, and fellow leaders. Foster an environment of collaboration, innovation, and teamwork, enabling the collective pursuit of organizational success.
• Navigate complex decisions that align with organizational objectives. Elicit input from diverse stakeholders, effectively weighing competing priorities to arrive at well-informed decisions.
• Display a results-oriented approach by monitoring progress toward objectives. Modify strategies as necessary to ensure achievement of desired outcomes, showcasing adaptability and commitment to success.

Leadership and Collaboration

• Provide guidance and support to their team members, helping them to develop their skills, achieve their goals, and grow professionally.
• Ability to understand and appreciate the needs and perspectives of their team members, creating a positive and inclusive work environment.
• Build strong relationships with their team members, stakeholders, and other leaders in the organization, fostering collaboration and teamwork.
• Inspire and motivate their team members, encouraging them to perform at their best and achieve their full potential.
• Effectively manage conflicts that arise within their team or with other teams, working to find solutions that meet everyone's needs.
• Recognize and reward the contributions of their team members, creating a positive and supportive culture that values and celebrates success.
• Navigate cultural differences and work effectively with team members from diverse backgrounds, promoting inclusion and diversity within their team.
• Collaborate effectively with others in the organization, working together to achieve shared goals and drive business success.

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