Director, Contract Research Organizations

JOB DESCRIPTION OVERVIEWThe 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.POSITION RESPONSIBILITIESBusiness Development ExcellenceEarn sales credit at or above assigned targets.Identify and articulate the most pressing issues facing CRO clients that can be solved by CREOBuild and maintain a network with CRO leadership teams, sponsors, and industry associations to maintain robust pipeline of viable projectsServe as the lead domain voice on all CRO pursuits, pairing with a functional expert and BD lead in a three-person go-to-market teamScopes, prices and presents proposed SOWs to align with clients’ affordable needsCollaborate horizontally with functional Managing Directors/Directors to shape issue-driven solutionsDevelop 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 toolsClient Service ExcellenceEnsures 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 satisfactionMaintains accurate revenue and expense forecasts for their book of businessEnsures target project margins are achieved through appropriate project pricing and project staffing Maintains annual minimum billable hours of 700Team Members Management ExcellenceExemplifies the firm’s core values, without exception, celebrating the same in colleagues and holding assigned team members accountable for any misaligned behaviorsEnsures professional development plans for self and assigned team members are practical, resourceful and aligned with strategic growth objectives of the firm and its clientsHires and retains a high-function consulting team that meets or exceeds its capacity utilization target and surges, when necessary, when capacity is constrainedREQUIRED QUALIFICATIONS, SKILLS, AND EXPERIENCE10+ years in the CREO sector with experience across clinical operations, business development, or general managementExperience in management consulting or advisory roles serving CRO clients5+ 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 $1MStrong understanding of sponsor-CREO commercial models, clinical trial operations, and regulatory submission processesFamiliarity with CROE technology stacks (CTMS, EDC, eTMF) and industry consolidation trendsExecutive presence with the ability to engage C-suite decision makersMBA or relevant advanced degree preferredSales/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 clientsPreference given to candidates who have experience working with or for companies owned by private-equity firmsWell-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 servicePreference given to candidates in Durham, NCPlease note: This application may be reviewed in part by automated systems to help identify qualified candidates.