Job Purpose

Under the direction of the VP of Sales, Clinical Outcome Assessments, the Business Development Manager (BDM) - Clinical Outcome Assessments (COA) Specialist accelerates the identification, acquisition and growth of new business opportunities, primarily services related to Clinical Outcomes Assessments in order to maximize client revenue growth and overall satisfaction.  The BDM COA Specialist is an integral part of the sales team focusing on achieving enterprise client success through innovation and high-quality service delivery.  Success is driven by strong communication, organizational skills, influence, and a keen ability to clearly understand client requirements, working closely with the Production and Account Management teams.

Key Responsibilities

* Either leads or supports the pursuit and close of growth opportunities at prospect organizations, with a keen focus on services related to Clinical Outcomes Assessments.
* Effectively manages multiple, “high-touch” prospects over a global territory.
* Develops and effectively applies a thorough understanding of RWS goals, services, clients, and processes in the identification and solicitation of prospective clients.
* Researches, targets and successfully wins contracts for strategic client accounts in order to meet or exceed new logo revenue targets.
* Manages and achieves personal revenue and general profit margin targets for new and assigned growing client accounts.
* Understands and accurately tracks sales forecast and pipeline on a daily basis ensuring results are accounted for in the sales reporting system.
* In cooperation with the Bid Management Team, participates in competitive bidding events (e.g., RFPs) by assisting in the preparation of responses and planning and participating in bid defense meetings.
* Prepares and presents services and solutions to prospective clients within the scope of growth strategies by collaborating with Global Solutions, Marketing, Production and Sales teams.
* Schedules and actively participates in client visits for the purpose of developing new relationships and expanding RWS’ client base.
* Ensures a successful transition of won opportunities resulting from sales activities to account management and production operations, and acts as a liaison and advocate for account management and production operations during any new client onboarding process.
* Ensures the retention, growth, and ongoing satisfaction of any assigned accounts by understanding, evaluating and addressing clients’ ongoing, changing, and unexpected needs.
* Partners with clients in “think-tank” scenarios and discussions to help develop custom and innovative solutions for new/developing challenges, especially in the eCOA space.
* Attends industry trade shows as requested to promote RWS’ capabilities, enhance knowledge of the industry and remain current on trends, and present thought leadership sessions if required.
* Engages in research for the purpose of expanding personal and organizational knowledge of industry trends, best practices, marketing and sales.
* Provides guidance and mentoring to team members.

Skills & Experience

Any combination of education and experience providing the required skill and knowledge for successful performance would be qualifying. Typical qualifications would be equivalent to:
* Bachelor’s degree in Business, Language, or other related field.
* Minimum three years’ experience in the localization and translation industry with solid knowledge of translation and linguistic validation processes.
* 3+ years of hands-on experience managing enterprise-level client accounts and relationships, experience working with eCOA companies preferred.
* Demonstrated successful experience in development and implementation of complex enterprise account strategies strongly preferred.
* Demonstrated excellent client relations, interpersonal and communication skills.
* Experience in training, mentoring, and coaching team members preferred.
* Understanding of translation management tools (CAT tools).

Metrics

* A baseline of monthly/quarterly/annual growth/new logo revenue quota will be assigned and each Business Executive will be measured on his/her/their ability to achieve established targets.
* Monthly (minimum) reviews and target planning will be completed with VP of Sales, Clinical Outcome Assessments with consistent measurement to established plans.

Life at RWS - If you like the idea of working with smart people who are passionate about breaking down language barriers and giving back to their communities, then you’ll love life at RWS. 

Our purpose is to unlock global understanding. This means our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong. We want every employee to grow as an individual and excel in their career. 

In return, we expect all our people to live by the values that unite us: to partner with colleagues and clients, to adopt a pioneering spirit, to be positive in progressing the work we do, and always to deliver what we promise. 

RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics.