Director of Business Development

Director of Business Development 

• Johnson County Clin Trials 
• Business Development 
• Reports to CEO (or VP of Business Development if seated) 
• Full-Time, Exempt 
• Lenexa, KS preferred; remote considered for exceptional candidates 

Purpose: 

The Director of Business Development owns JCCT's study pipeline from identification through award: building and deepening relationships with sponsors and CROs, leading feasibility and proposal responses, negotiating study awards, and directing the inside sales function. This role converts JCCT's reputation as one of the best clinical research sites in the United States into a predictable, growing flow of trial awards across our therapeutic areas.

Key Responsibilities

Revenue & Pipeline Ownership:

• Own the study award pipeline end-to-end: targeting, qualification, pursuit, proposal, negotiation, and close — with accountability for an annual signed-award target
• Build and maintain named relationships with sponsors, CROs, and site-selection decision-makers across JCCT's target therapeutic areas
• Lead feasibility and RFI/RFP responses in partnership with site operations, ensuring every commitment made to a sponsor is one our sites can deliver
• Negotiate study budgets and award terms in partnership with Finance

Market & Competitive Strategy:

• Maintain deep knowledge of competitor sites and networks; build and refine competitive playbooks and objection handling that raise JCCT's win rate
• Analyze market trends, sponsor pipelines, and emerging therapeutic-area opportunities to direct targeting and conference strategy
• Refine JCCT's value proposition and sales materials with Marketing; represent JCCT at industry conferences and sponsor meetings

Leadership & Cross-Functional Orchestration:

• Direct and develop the inside sales function — lead generation, qualification standards, territory management, and CRM discipline
• Build strong internal relationships with site teams; communicate market intelligence and changing customer direction to leadership
• Maintain rigorous CRM hygiene and report pipeline status, forecast, and win/loss analysis to the CEO monthly
• Coordinate execution with Operations, Regulatory, Finance, Marketing, and Delivery so awarded studies onboard seamlessly

Qualifications

• Bachelor's degree in business, Life Sciences, or related field, OR equivalent combination of education and experience; advanced degree a plus
• Typically, 6–8+ years of business development experience in clinical research, healthcare, or life sciences, including direct sponsor/CRO relationship ownership — site-side or site-network experience strongly preferred
• Documented track record of securing clinical trial awards or comparable revenue against a quota
• Working knowledge of clinical trial operations, feasibility, and sponsor expectations — enough to sell only what sites can deliver
• Experience negotiating study budgets or commercial contracts; CRM fluency required
• Progression governed by the JCCT competency framework — advancement to VP requires demonstrated competency, not tenure

Travel and Physical Requirements

• Domestic travel up to 25% (conferences, sponsor meetings, site visits)
• Prolonged periods at a computer; occasional lifting up to 15 lbs (conference materials); ability to present in office, conference, and virtual settings

Why JCCT:

JCCT has provided exceptional service to clients, volunteers, and vendors for more than 20 years and is recognized among the best clinical research sites in the United States. We are growing through acquisition and organic expansion, and our vision is to improve health and wellbeing through pharmaceutical research. JCCT provides equal employment opportunities to all employees and applicants.

EEO

 JCCT provides equal employment opportunities (EEO) to all employees and applicants. We value diversity at our company, and it is our policy to recruit, hire, and promote qualified individuals without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status