Associate Director, Inside Sales

POSITION TITLE: Associate Director, Inside Sales                                                                                                                                                                                 

DEPARTMENT: Business Development

Ora Values the Daily Practice of …

Prioritizing Kindness * Operational Excellence * Cultivating Joy * Scientific Rigor

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At Ora, we are building the future of ophthalmic clinical research. As the world’s leading full-service ophthalmic drug and device development firm, we guide our clients across all phases of clinical research to efficiently bring new products and therapies to market. Over the past 45 years, our expert teams have helped earn more than 85 new product approvals. Ora's pre-clinical and clinical models, unique methodologies, integrated clinical data solutions, and global regulatory strategies have been refined and proven across thousands of global projects. Today, our team continues to expand across the globe, with over 600 employees across North America, Europe, Asia, and Latin America.

The Role:

The Associate Director of Inside Sales leads a team focused on delivering Phase I-IV CRO services in ophthalmology, ensuring the team meets the organization’s overall sales objectives. In this player-coach role, you will guide the team while actively supporting customer outreach initiatives. You will develop and implement strategies to acquire new clients, primarily within the global biotech sector, with success measured by the team's business outcomes. This position requires close coordination with commercial operations and marketing as part of the customer outreach effort.

This is a remote role reporting to the Global Head of Sales at Ora.

What You’ll Do:

• Create and implement a strategy for inside sales at Ora to deliver on commercial defined goals. The strategy will incorporate a multi-faceted approach to customer outreach to include working cross-functionally with business development, marketing and commercial operations.  The approach should leverage best in class strategies, including mass outreach, social platforms, customer research and direct client outreach.
• Lead a team that actively prospects and leverages potential new business opportunities within specified potential new and/or existing Customers/Accounts. 
• Actively network in the industry to establish and maintain relationships and to identify potential opportunities. 
• Ensure active engagement on key social platforms including LinkedIn to help with company awareness and to attract new customers.
• Deliver to specific KPIs directed toward increasing pipeline of opportunities globally for Ora.
• Actively lead the team to manage meeting coordination and scheduling at key Ora conferences in collaboration with Ora marketing.
• Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained.  
• Maintain and document regular communication with customers as well as ensure the requisite tracking and CRM systems are current. 
• Ongoing CRM hygiene for BD and other internal stakeholders.
• Cleary communicate Ora’s value proposition to sponsors, including Ora’s clinical research capabilities and experience. 
• Represents Ora at local, national, and international meetings pertinent to public relations and future business development.
• Travel Requirements up to 20%. 
• Adhere to all aspects of Ora’s quality system.
• Adhere to all essential systems and processes that are required at Ora to maintain compliance to Ora’s data integrity & business ethics and regulatory requirements.
• Clear and sustained demonstration of Ora’s values -- prioritizing kindness, operational excellence, cultivating joy and scientific rigor – as well as their linked behaviors.
• Responsibilities may differ from the above based on the specific needs of the business.

What We Look For: 

• Experience needed for the Role:
  • Bachelors’ Degree with a minimum of 8 years of experience in Business Development/inside Sales.
  • 5 years’ experience in the Biotech / Pharmaceutical industry with knowledge of drug discovery, development, and clinical trials.

• Additional Skills and Attributes:
  • Ability to build strong relationships and effectively manage interactions with cross functional teams.
  • Effective planning and organizational skills with an ability to handle multiple priorities. 
  • Ability to establish client relationships with key national and global bio-pharm decision makers. 
  • History of achieving and exceeding sales quota targets. 
  • A reputation for having the highest personal integrity and character with excellent interpersonal skills including self-motivation, enthusiasm, and sense of urgency. 
  • Direct experience in managing relationship and interfacing with clients. with strong negotiation skills and a proven ability to build and maintain both internal and external relationships at all levels.

• Competencies and Personal Traits:
  • What We Do:
    • Execution Excellence: Ability to set goals, create structure and maintain a focused and collaborative approach to the delivery of timely and high-quality work.
  • How We Do It:
    • IQ, EQ and SQ: Agile and positive thinker, communicator and collaborator who uses a growth mindset to work and lead with authenticity, transparency, resilience, and empathy. Scientific, intellectual, and emotional/social curiosity creates the willingness and ability to innovate, make mistakes, learn and try again.
    • Clear and Direct Communication, Feedback and Conflict Resolution: Practice radical candor in your communication and participate in active Giving and receiving feedback frequently, with an open heart and mind creates psychological safety and promotes faster, individual, team and company growth.
  • Why We Do It:
    • Seek Meaning and Purpose and a Desire to be Part of Something Bigger than Yourself: Crave being part of a team that works together under shared values to achieve significant positive impact in the wider world. At Ora, we are creating vision beyond what we see.

What We Offer:

• Well Being: Offering comprehensive healthcare options in Medical, Dental and Vision beginning day 1.
• Flexible PTO & Unlimited Sick Time: Providing you the freedom to unwind and recharge when you need to in addition to 14 company paid holidays.  
• Financial: Competitive salaries along with a 401K plan through Fidelity with company match. 
• Family Support Care: Adoption and fertility assistance provided along with offering 16 weeks paid Parental Leave. 
• Company Paid Life & Disability Insurance: Offering peace of mind to help you and your family feel secure. 
• Remote & Wellness Reimbursement: We'll reimburse you to support your remote workspace and wellness purchases. 
• Employee Assistance Program: No matter what issues you're facing, New Directions is here to help you and your family. 
• Career Development Opportunities: Continued opportunities to grow and develop your career journey.
• Global Team: Opportunities to work with colleagues across the globe. 
• Impact: A chance to research new ophthalmic therapies that will impact patients across the globe. 

Benefit Eligibility: Full-time employees of Ora working a minimum of 30 hours per week. Our per diem workforce is eligible for Medical and Dental coverage once they have hit 6 months of service and work an average of 30 hours per week. 

Our mission is to weave together people, processes, and technology to support innovation in ophthalmology around the world. We believe our business should be a force for good — to improve, heal, and change how we see. As a global company, our vibrant community and culture are nurtured by our core values: Prioritizing kindness, cultivating joy, operational excellence, and scientific rigor. Through our commitment to these values, we have built an inclusive and supportive work environment that fosters respect, accountability, and a fulfilling work-life balance for every team member. 

We know a diverse workforce adds to our collective value and strength as an organization. People of color, the LGBTQIA+ community, disabled candidates and veterans are strongly encouraged to apply. Ora is proud to be an Affirmative Action and Equal Opportunity Employer, committed to equal employment opportunity and fair, equitable compensation regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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