Director, Business Development - Life Sciences

The role

You will build and close sales with pharmaceutical and biotechnology companies in an assigned territory, owning the full sales cycle from prospecting to contract. You will sell data, analytics and evidence-based solutions for Life Sciences teams across the drug development lifecycle.

What you will do

• Build a qualified pipeline in an assigned Life Sciences territory through outreach, conferences and partner referrals
• Lead discovery conversations and scope data and analytics solutions for pharma clients
• Build ROI and business cases using the customer's own metrics
• Structure and negotiate enterprise data agreements, including DUAs, MSAs and usage-based pricing
• Own the full sales cycle from qualification and proposal to contract close
• Partner with legal, finance, delivery and data teams to configure solutions and hand off accounts
• Keep CRM records accurate and deliver reliable sales forecasts
• Share market and competitive feedback that informs product and pricing decisions

Required qualifications

• 5+ years of experience selling into pharmaceutical and/or biotechnology companies
• Experience in a quota-carrying, individual contributor role
• Demonstrated success selling data-, analytics- or evidence-driven solutions (RWD, RWE/HEOR, clinical analytics or adjacent)
• Deep working knowledge of a Life Sciences function such as HEOR, Medical Affairs, Clinical Development or Payer/Market Access
• Ability to engage scientific buyers with credibility on methodology, study design and data fit-for-purpose
• Experience structuring and negotiating enterprise data licensing agreements, including DUAs, MSAs and usage-based pricing
• Disciplined pipeline management and forecasting using a defined qualification methodology
• Strong cross-functional collaboration skills

Nice to have

• Existing senior relationships within pharma or biotech
• Familiarity with FDA RWE Framework, EMA guidance or ISPOR methodology standards
• Experience selling into more than one Life Sciences functional area
• Active presence at industry conferences such as ISPOR, ASCO, ASH, DIA or AMCP, and referral relationships with CROs or HEOR consultancies
• MEDDIC or MEDDPICC certification, or equivalent formal sales methodology training

Before you apply

• Security policies must be followed to protect PHI and Arcadia intellectual property

About the company

Arcadia helps healthcare providers and payers reduce cost and improve patient health by aggregating large amounts of data and applying algorithms to surface care opportunities. The company describes itself as a market leader in population health management software.