Description
About CMR: CMR, a not-for-profit educational institute established by physicians in 1966, augments life sciences’ learning and development capabilities with dynamic, market-ready learning experiences that seamlessly integrate with existing programs. This library, our learning activation resources, and our custom solution expertise enable efficient scaling of training initiatives while maintaining consistent quality across expanding commercial and non-commercial teams.
At CMR you'll be part of a small, highly collaborative team with a strong culture built on trust, innovation, and shared purpose. Our core offerings- market-ready resources, and innovative technology, delivery, and product enhancements- help elevate learning and development capabilities across the life sciences industry. We value creative thinking, continuous improvement, and teamwork, making CMR a place where your ideas matter and your work has a real impact.
Job Summary:
The Director of Client Development is responsible for closing sales and increasing revenue by creating strong relationships with and delivering value to new and existing clients. This role owns lead generation, prospect management, and customer acquisition. The Director will research and develop market-driven leads and referrals and demonstrate active listening and effective questioning skills to understand prospect and client needs. In partnership with CMR Institute teams, the Director will formulate and present solutions to meet those needs, remain actively engaged throughout the proposal process, and transition into owning the ongoing client relationship for expansion and growth alongside the Account Management team. The Director must be energetic, well-spoken, digitally and technically savvy, and eager to build relationships, provide value, close sales, and drive revenue growth.
Major Accountabilities:
- Achieve revenue and margin targets and maximize sales opportunities; provide accurate forecasting and projections for revenue and expenses; document weekly progress in CRM tool for accurate reporting purposes
- Close retention, new, and expansion revenue in alignment with annual goals established at the beginning of each fiscal year
- Closely partner with executive leadership and the Senior Director, Client Development to develop account/market strategies
- Research, cold call, and perform prospecting to develop leads and drive new opportunities to meet revenue goals
- Consult with decision makers to understand business needs and provide viable solutions; partner with internal team members to identify, create, and propose viable options for professional education, certificates, career development, curriculum development, etc. to meet prospect and client needs
- Develop relationships vertically and horizontally from main point of contact within prospects and clients
- Grow relationships within current book of clients to drive expansion and ensure renewals
- Demonstrate skilled technical product knowledge to develop, deliver, and propose client or prospect-specific communications supporting products, materials, proposals, contracts, etc.; provide and manage account documentation, daily correspondence, direct billing requests, and follow-up after sales
- Drive growth in multiple geographies; ability to travel nationally
- Readily perform other duties as requested or assigned to support the organization's mission, vision, and values to meet defined business objectives
Requirements
Key Knowledge, Skills, Abilities and Competencies Required/Desired:
- Customer/ Market Focus
- Ownership
- Problem Solving & Decision Making
- Communication
- Business Acumen
- Accountability
Minimum Education Required:
BA/BS in business administration/related field or equivalent experience required
Minimum Qualifications:
5+ years of direct sales experience in B2B sales, upselling, customer service and account management
Proven experience driving sales of learning solutions, programs, or professional services
Demonstrated success in business development, including developing customer relationships, account strategies, and a qualified sales pipeline to ensure forecast accuracy
High proficiency operating within CRM and business systems, including Salesforce, PowerPoint, Excel, and related tools
Experience driving sales within the life sciences industry, with a strong preference for supporting L&D initiatives in pharmaceuticals, medical device, biotech, and emerging pharma organizations
Working Conditions:
Virtual or Hybrid environment based on physical location; Travel: 10-30%
Commission Details:
Commission plan based on individual's achievement of new and expansion business. Annual revenue goals are established at the beginning of each fiscal year. Commission is uncapped for new and expansion business.
