Cerba Research
Business Development Director – CRO Alliances
Cerba Research, Raleigh, North Carolina, United States
Business Development Director – CRO Alliances
Based: East Coast US / North Carolina
At Cerba Research, we are seeking a senior leader to accelerate growth by expanding partnerships with Contract Research Organizations (CROs) and driving revenue across our global portfolio of specialty laboratory services. These services include histopathology, bioanalytical (PK/ADA/Nab), molecular biology, immunology, flow cytometry (including spectral), biomarkers, genomics, advanced data analytics, and routine/safety testing.
This is a senior, hunter-driven role requiring both strategic partnership building and deep scientific understanding to engage decision-makers, influence stakeholders, and convert opportunities into long-term alliances.
Responsibilities Revenue & Growth
Consistently meet or exceed quarterly and annual sales bookings targets within the CRO partner segment.
Identify, qualify, and close high-value alliance opportunities that leverage Cerba’s full service portfolio.
Negotiate commercial terms and pricing strategies to optimize profitability.
Partnership & Client Development
Build and maintain strategic relationships with CRO leadership, business development teams, alliance managers, and operational leaders.
Deliver tailored capability presentations and proposals to address specific CRO partnership needs.
Create account development plans that foster multi-service adoption and long-term collaboration.
Monitor CRO industry trends, competitor service offerings, and emerging technologies in specialty laboratory services.
Anticipate evolving CRO client needs and align Cerba’s solutions accordingly.
Provide market feedback to shape service portfolio enhancements and partnership models.
Internal Collaboration
Partner with Proposals, Legal, Scientific Affairs, Operations, and Finance to define scope, timelines, and budgets for new CRO projects.
Collaborate with Marketing on co-branded campaigns, joint event participation, and targeted outreach to CRO networks.
Coordinate with Inside Sales for lead qualification and pipeline development.
Operational Excellence
Prepare for and actively participate in CRO bid defense activities to support successful proposal outcomes and strengthen strategic partnerships.
Develop and maintain comprehensive account plan(s), including CRO client pipeline tracking and stakeholder mapping, to drive strategic engagement and long-term growth.
Maintain accurate CRM records (Salesforce) for all CRO accounts, opportunities, and forecasts.
Provide regular sales performance and pipeline reports.
Contribute to sales enablement materials and training focused on CRO partnerships.
Leverage new technologies, AI tools, and data analytics to enhance partner engagement and sales productivity.
Education & Experience
Bachelor’s degree in life sciences required, Master’s preferred.
Experience: Minimum 8 years’ direct business development experience in specialty laboratory and/or clinical trial services, with significant CRO-facing experience.
Strong knowledge of the pharmaceutical, biotech, and CRO sectors, including the drug development lifecycle.
Proven success in generating, developing, and closing complex partnership deals.
Solid scientific understanding of specialty laboratory and biomarker services, enabling effective engagement with technical and scientific stakeholders.
Excellent oral and written communication skills in English.
Willingness to travel to engage with CRO partners and industry events.
Position details
Seniority level: Director
Employment type: Full-time
Job function: Business Development and Strategy/Planning
Industries: Research Services
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At Cerba Research, we are seeking a senior leader to accelerate growth by expanding partnerships with Contract Research Organizations (CROs) and driving revenue across our global portfolio of specialty laboratory services. These services include histopathology, bioanalytical (PK/ADA/Nab), molecular biology, immunology, flow cytometry (including spectral), biomarkers, genomics, advanced data analytics, and routine/safety testing.
This is a senior, hunter-driven role requiring both strategic partnership building and deep scientific understanding to engage decision-makers, influence stakeholders, and convert opportunities into long-term alliances.
Responsibilities Revenue & Growth
Consistently meet or exceed quarterly and annual sales bookings targets within the CRO partner segment.
Identify, qualify, and close high-value alliance opportunities that leverage Cerba’s full service portfolio.
Negotiate commercial terms and pricing strategies to optimize profitability.
Partnership & Client Development
Build and maintain strategic relationships with CRO leadership, business development teams, alliance managers, and operational leaders.
Deliver tailored capability presentations and proposals to address specific CRO partnership needs.
Create account development plans that foster multi-service adoption and long-term collaboration.
Monitor CRO industry trends, competitor service offerings, and emerging technologies in specialty laboratory services.
Anticipate evolving CRO client needs and align Cerba’s solutions accordingly.
Provide market feedback to shape service portfolio enhancements and partnership models.
Internal Collaboration
Partner with Proposals, Legal, Scientific Affairs, Operations, and Finance to define scope, timelines, and budgets for new CRO projects.
Collaborate with Marketing on co-branded campaigns, joint event participation, and targeted outreach to CRO networks.
Coordinate with Inside Sales for lead qualification and pipeline development.
Operational Excellence
Prepare for and actively participate in CRO bid defense activities to support successful proposal outcomes and strengthen strategic partnerships.
Develop and maintain comprehensive account plan(s), including CRO client pipeline tracking and stakeholder mapping, to drive strategic engagement and long-term growth.
Maintain accurate CRM records (Salesforce) for all CRO accounts, opportunities, and forecasts.
Provide regular sales performance and pipeline reports.
Contribute to sales enablement materials and training focused on CRO partnerships.
Leverage new technologies, AI tools, and data analytics to enhance partner engagement and sales productivity.
Education & Experience
Bachelor’s degree in life sciences required, Master’s preferred.
Experience: Minimum 8 years’ direct business development experience in specialty laboratory and/or clinical trial services, with significant CRO-facing experience.
Strong knowledge of the pharmaceutical, biotech, and CRO sectors, including the drug development lifecycle.
Proven success in generating, developing, and closing complex partnership deals.
Solid scientific understanding of specialty laboratory and biomarker services, enabling effective engagement with technical and scientific stakeholders.
Excellent oral and written communication skills in English.
Willingness to travel to engage with CRO partners and industry events.
Position details
Seniority level: Director
Employment type: Full-time
Job function: Business Development and Strategy/Planning
Industries: Research Services
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