Director, Contract Research Organizations

Durham, NC

Full Time

Experienced

JOB DESCRIPTION OVERVIEW
The Director, Contract Research Organizations (CROs) serves as CREO’s seller-doer and thought leader for CRO clients. The Director brings deep expertise in CRO business models, clinical operations, regulatory submissions, and sponsor-CRO dynamics. The Director must operate with excellence in the CRO industry, business development, client service and team member management.

POSITION RESPONSIBILITIES

Business Development Excellence
- Earn sales credit at or above assigned targets.
- Identify and articulate the most pressing issues facing CRO clients that can be solved by CREO
- Build and maintain a network with CRO leadership teams, sponsors, and industry associations to maintain robust pipeline of viable projects
- Serve as the lead domain voice on all CRO pursuits, pairing with a functional expert and BD lead in a three-person go-to-market team
- Scopes, prices and presents proposed SOWs to align with clients’ affordable needs
- Collaborate horizontally with functional Managing Directors/Directors to shape issue-driven solutions
- Develop thought leadership content (white papers, webinars, speaking engagements) that demonstrate CREO’s understanding of CRO market dynamics and competitive positions
- Maintains accurate pipeline detail using corporate tools
Client Service Excellence
- Ensures engagements are delivered according to the SOW and that all reasonable expectations of the client have been met or exceeded and that project outcomes are aligned with CRO operational realities
- Achieves billable utilization targets for self and assigned team members while prioritizing client satisfaction
- Maintains accurate revenue and expense forecasts for their book of business
- Ensures target project margins are achieved through appropriate project pricing and project staffing
- Maintains annual minimum billable hours of 700
Team Members Management Excellence
- Exemplifies the firm’s core values, without exception, celebrating the same in colleagues and holding assigned team members accountable for any misaligned behaviors
- Ensures professional development plans for self and assigned team members are practical, resourceful and aligned with strategic growth objectives of the firm and its clients
- Hires and retains a high-function consulting team that meets or exceeds its capacity utilization target and surges, when necessary, when capacity is constrained

REQUIRED QUALIFICATIONS, SKILLS, AND EXPERIENCE

10+ years in the CREO sector with experience across clinical operations, business development, or general management
Experience in management consulting or advisory roles serving CRO clients
5+ years’ experience in a “seller/doer” role where annual individual sales credit and delivery credit (of projects aligned with CREO’s service offerings) was at least $1M
Strong understanding of sponsor-CREO commercial models, clinical trial operations, and regulatory submission processes
Familiarity with CROE technology stacks (CTMS, EDC, eTMF) and industry consolidation trends
Executive presence with the ability to engage C-suite decision makers
MBA or relevant advanced degree preferred
Sales/business development experience must include significant prospecting, project scoping & pricing, proposal/SOW writing & presenting, and closing sales (note: experience “hunting” is strongly favored over “farming”)
Project management experience must include significant responsibility for task & dependency identification, staffing assignments, revenue & costs forecasting, timeline forecasting and client communications
Strong cultural awareness and ability to adapt speaking style and mannerisms for different clients
Preference given to candidates who have experience working with or for companies owned by private-equity firms
Well-developed expertise and experience in recruiting, interviewing, hiring, managing, and developing individual staff. Well-developed expertise and experience building and managing a team of consultants to deliver exceptional client results. Ability to lead teams with a sound work ethic, intellectual curiosity, and exceptional client service
Preference given to candidates in Durham, NC

Please note: This application may be reviewed in part by automated systems to help identify qualified candidates.

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1. Describe your personal sales and delivery performance over the past 3–5 years. What was your average annual sales credit, and how did you generate it (e.g., net-new CRO clients, sponsor relationships, existing accounts)? Please include typical deal sizes and your role in closing.*

2. Provide a specific example where you advised a CRO or sponsor organization on a critical business or operational issue (e.g., clinical trial execution, resourcing model, sponsor-CRO alignment). What was the situation, your approach, and the measurable outcome?*

3. How have you worked across sponsor–CRO relationships in your career? Describe a situation where you improved alignment, performance, or commercial outcomes between a sponsor and CRO.*

4. Walk through a recent engagement you scoped and priced for a CRO or clinical development client. How did you define scope, structure pricing, and ensure delivery met both margin targets and client expectations?*

5. What does your current network within CROs, sponsors, and industry organizations look like? How have you leveraged this network to generate new business opportunities?*

6. Describe your experience with CRO technology platforms (e.g., CTMS, EDC, eTMF) and how you’ve seen these tools—or broader industry trends like consolidation—impact CRO operations or strategy.*

7. Please consider CREO's Core Values which can be viewed here: https://creoconsulting.com/about-us/. Please pick a Core Value that resonates most with you. Describe how you live this value and how you have applied this value to how you work.*

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