Sr Business Development Spec

Rochester, NY


The Business Development Senior Manager has primary responsibility for the development and success of the sales and marketing program for the URMC Central Labs clinical trials business with their assigned accounts and functional responsibility areas. The incumbent will be able to identify, qualify, present company qualifications, and develop customers and potential customers, uncover new opportunities, and maintain and initiate commercial contacts in his/her assigned territory.


Identify and develop new sales opportunities from client leads (face to face meetings, targeted emails, phone calls, trade shows, mailings, etc. within the organizational guidelines and strategic input from their supervisor etc.).

  • Develop and implement a successful business development program for new clinical trials business opportunities with Contract Research Organizations (CRO), pharmaceutical companies, biotech companies and other academic institutions.

  • Prepares, customizes and conducts professional sales presentations, bid defenses and ensures resources are coordinated and available for effective meetings.

  • Attends and assists in coordination of Industry sponsored meetings (includes booth coordination and managing), inputs on development of Marketing materials and strategy.

Leads and Manages entire Account relationship and business development process: responding to proposal requests, contract negotiations and execution of contract.

  • Identify, develop and meet with key decision makers within their targeted customers to present services, create and review comprehensive proposals in response to Request for Proposals (RFP) and Request for Information (RFIs) and the like.

  • Negotiate and close contracts and strategic deals with the strategic input and supervision of the Director, Business Development.

  • Reviews and provides input/responses on RFI’s, RFP's, and qualification Audits.

Develop business plans based on the organization's capabilities and marketplace and reviews of activity including Meetings, CDAs, Pipelines, Opportunities, Proposal status, contract awards within assigned accounts and functional responsibility areas.

  • Maintains close communication with internal departments regarding client management strategy for current and future projects to achieve corporate goals and client service expectations in a team environment.

  • Keep current client information in organization's issued computer, network drive, and CRM Dbase including but not limited to customer contact information, pipeline information, Account development info, project info.

  • Keeps abreast of additional services that can be offered by URMC Central Labs and the competitive activities of our competition.

Other duties as assigned.



  • Bachelor's Degree in Health Sciences, Business.

  • Minimum of 5+ years of business development experience in clinical research environment; (medical, laboratory, clinical supplies, data management, CRO, etc.) promoting a service to key high-level contacts in the Clinical Trials area of pharmaceutical and/or biotech companies.

  • or equivalent combination of education and experience.

  • Thorough knowledge of clinical research, medical and pharmaceutical industry, terminology, and practices.

  • Proven track record at mid and high-level contacts, as well as formal sales training.

  • Possess working knowledge of CAP, GLP and/or GMP, IHC, and 21 CFR 11 guidelines as well as MS Office Suite.

  • Ability to travel up to 70% with 40-50% travel target expectation.

The University of Rochester is committed to fostering, cultivating, and preserving a culture of equity, diversity, and inclusion to advance the University’s mission to Learn, Discover, Heal, Create – and Make the World Ever Better. In support of our values and those of our society, the University is committed to not discriminating on the basis of age, color, disability, ethnicity, gender identity or expression, genetic information, marital status, military/veteran status, national origin, race, religion/creed, sex, sexual orientation, citizenship status, or any other status protected by law. This commitment extends to the administration of our policies, admissions, employment, access, and recruitment of candidates from underrepresented populations, veterans, and persons with disabilities consistent with these values and government contractor Affirmative Action obligations.

How To Apply

All applicants must apply online.

EOE Minorities/Females/Protected Veterans/Disabled

Pay Range

Pay Range: $75,650 - $113,464 Annually

The referenced pay range represents the minimum and maximum compensation for this job. Individual annual salaries/hourly rates will be set within the job’s compensation range, and will be determined by considering factors including, but not limited to, market data, education, experience, qualifications, expertise of the individual, and internal equity considerations.

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Location: School of Medicine & Dentistry
Full/Part Time: Full-Time