Business Development Director

Primary Purpose:

Point person responsible for identifying, establishing and growing key collaborative relationships that support CHEST’s mission and strengthens its financial stability. Responsible for sourcing and cultivating relationships at the senior and c-suite level across multiple functions including medical affairs, medical advocacy, brand and marketing. Be the “face” of CHEST in the key market segments we serve and act as a trusted advisor in regard to tactics to inform and educate our clinician members. Represents and grows CHEST business opportunities with current and new CHEST supporters. Identifies new supporters, and new opportunities with current supporters. Maintains relationships with current contacts and develops new contacts within the pharmaceutical, medical device, and biotech industries. Contributes to individual product line, division, and organizational revenue goals.

Essential Functions/Responsibilities:

1. Demonstrate a passion for crushing lung disease and embody CHEST values: honor the team, lead with integrity, leverage passion, cultivate innovation, and have serious fun.
2. Exceed annual revenue goals for product lines.
3. Develop and grow strong relationships with key top-level, cross-functional contacts (marketing, medical, advocacy, market research, etc.) within current and potential new supporters and customers.
4. Responsible for prospecting including: leveraging current established client network to access new disease state verticals and functional verticals within the client organization; garnering leads through review of business intelligence resources and databases such as Fierce Pharma, Medpage Today, Clinicaltrials.gov and Pharmawand; attending and networking at industry events and conference, utilizing LinkedIn and referral networks to connect with new potential customers, working with internal communication team to establish sales outreach programs.
5. Coordinate appropriate internal resources and CHEST leadership to ensure internal and customer objectives are met
6. Develop compelling, customized, comprehensive proposals that meet or exceed CHEST margin requirements. Collaborate and coordinate with cross functional teams and subject matter experts in the proposal process including data scientists, digital learning, market research, outcomes reporting and faculty volunteers. Work with CHEST internal stakeholders to ensure buy-in and operationalization of proposed scopes of work.
7. Partner with CHEST General Counsel on the negotiation of contacts and legal agreements; understand contract risks and negotiation terms as well as client compliance and legal review environment
8. Prepare for and lead “top-to-top’ calls with companies on a wide variety of subjects such a new drug go-to-market plans, genomic and biomarker testing, clinical trials, analytics capabilities, underserved populations, unmet needs and rare diseases. Research and be able to speak to company products, developments, goals, and potential interests and their fit with CHEST initiatives, products, and services. Conduct follow-through internally and externally on potential opportunities.
9. Partner with colleagues to ensure successful execution and fulfillment of funded projects and to report progress back to supporting companies.
10. Educate and coach internal team members and CHEST volunteers (including faculty as necessary), prepping them for industry interactions, pre, during and post-sale. Ensuring that they understand the client products and goals of the sales call.
11. Identify leads and make referrals to colleagues for contacts interested in exhibits, sponsorships, grant-funded programs, charitable contributions, and support of CHEST initiatives and priorities.
12. Stay up to date on core pulmonary, critical care, and sleep topic areas and developments.
13. Identify funding cycles of pharma customers and partners and utilize that intelligence to develop plans for targeting opportunities and revenue on an annual basis.

Other Functions/Responsibilities:

1. Complete other tasks and projects as assigned

Qualifications and Competencies:

1. Minimum of a bachelor’s degree with advance degree preferred and 8 to 10 years of directly relevant experience.
2. In depth understanding of compliance and legal issues.
3. Strong financial skills with an in-depth understanding of funding cycles for pharmaceutical and biotech companies. Ability to target the right company at the with the right product.
4. Disease state knowledge and understanding.
5. In depth understanding of the pharmaceutical and device industry, product lifecycle, and process for bringing products to market, FDA approvals, clinical trials, and other factors impacting companies’ interests and fit with CHEST opportunities.
6. Experience and/or understanding of clinician education product offerings.
7. Prior experience in a medical association, specifically with or in, business development.
8. Experience working with corporate and industry supporters, non-profit partners and volunteers to enhance engagement, build relationships and achieve/exceed revenue goals.
9. Skills to influence, negotiate, and develop support through written and verbal communication.
10. Analytical thinking and problem-solving skills.
11. Ability to identify and build collaborative solutions that provide organizational opportunities.
12. Open to feedback, advice, and input from others.
13. Demonstrated ability to creatively conceive of, develop, and secure funding for mission-driven programs that lead to sustainable financial security.
14. Skilled at multi-tasking, prioritizing, and project managing multiple concurrent corporate fundraising initiatives to diversify sources of support and achieve development goals.
15. Competent in Microsoft Office tools, database technology, and digital communication tools such as e-mail, web, social media.
16. Ability to accommodate up to 20% travel.

Benefits

While we offer benefits that you’d expect from any forward-thinking, progressive organization, we offer a lot of extras too, including the standardization of a hybrid working environment. From tuition reimbursement to parental leave, we offer the benefits that you want most.

• Health and Wellness: Medical, dental, and vision insurance*; flexible spending account*; long- term and short-term disability insurance; life/AD&D insurance
• Work/life Balance: 37.5-hour work week with flexible start times; Paid Time Off; Paid parental leave; Hybrid work environment; Paid holidays
• Giving and sharing: 401(k) with matching contribution from CHEST*; Health club and fitness reimbursement; Employee counseling program; Reimbursement for professional memberships; Tuition Reimbursement
• Office perks: Lunch & Learns; Annual Health Fair; Professional development courses; Volunteering opportunities; Annual Holiday Party; In-office “Busy Breaks”

Additional Information

The annual base salary range for this position is USD $150,000 to USD $175,000. This pay range represents base pay only and excludes any additional items such as incentives, bonuses, or other items. CHEST considers factors such as, but not limited to, the scope and responsibilities of the position, the candidate's work experience, education/training, key skills, internal peer equity, and market and organizational considerations when extending an offer. CHEST is proud to be an equal opportunity employer and does not discriminate on the basis of race, color, national origin, sex, gender identity, religion, sexual orientation, age, disability, parental status, veteran status, or any other protected status under applicable laws.

At CHEST, our employees come from different backgrounds with various lived experiences and dynamic strengths. We strive to continuously improve our way of working to reflect our commitment to inclusion and equity and build a workforce that reflects the communities that we serve. And that means we need you! Your experiences may only perfectly align with some qualifications listed in the job description. But if you are excited by this position, we highly encourage you to consider still applying. You may be just the right candidate to help us with our mission to improve patient care.

This description was designed as a convenience to acquaint employees and managers with the essential elements of the position. It is solely to summarize basic duties, and it is not intended to be a contract or guarantee of employment or any specific terms or conditions of employment.

*Participation is voluntary