The Key to Driving Innovation in Clinical Research
In the world of clinical research and the pharmaceutical industry, Contract Research Organizations (CROs) play a crucial role in executing clinical trials. However, behind the success of each study, there is an essential team that, although not working in the laboratory or with patients, is decisive in driving innovation forward: the Business Development team. But what exactly do they do? Why are they so important to the company?
More than just a commercial function, the Business Development team is the strategic engine that drives the growth of CROs. Their work is not limited to client acquisition; they lay out the roadmap for the sustainability and expansion of the organization, meaning the company depends on them—they are the fuel that keeps everything moving forward. Every professional in a CRO plays an important role, from clinical trial monitors to data managers, but without a doubt, the Business Manager understands the economic feasibility of clinical trials, identifies new business opportunities, and establishes strategic alliances with pharmaceutical and biotechnology companies.
Managers ensure that the studies have the necessary resources, from planning to execution, thus ensuring their feasibility and profitability.
Furthermore, the Business Development Executive is the architect of organizational growth. Their role involves analyzing the market, identifying emerging therapeutic areas, and establishing strategic relationships with new players in the industry. They also develop their own business unit, manage a team of both salespeople and consultants, and handle their client portfolio.
The manager also focuses on the entire operation of Market Research, P&L, Legal Agreements, and Negotiations—no easy task for those seeking a quiet life.
So, how can one stand out in such a demanding market?
The key to being exceptional is dedicating your time to thoroughly understanding the client’s needs, researching the most suitable option, and making the best project offer, along with following up. Not all clients have the same needs, and some may not require your services, so at that moment, it is important to explain the available options to the client.
Without a doubt, the most important factor to being a manager is self-confidence and a deep understanding of your market. Having prior experience in the pharmaceutical industry and hospitals can give you an insight into how they operate internally, allowing you to address any doubts and support them throughout their entire process.
About the Author – Francisco Javier Tejero
Francisco Javier Tejero is a pharmacist with over 8 years of experience in the pharmaceutical, biotech, and medical device industries. Throughout his career, he has worked on developing innovative healthcare strategies, project management, and leading multidisciplinary teams. He currently leads Matraz Innova, a company focused on digital transformation and the implementation of technological solutions in the healthcare sector, providing services in business development, CRO, regulatory affairs, pharmacovigilance, medical affairs, quality, and software development.
His approach centers on integrating artificial intelligence, data management, and medical education to enhance efficiency and decision-making in the industry. Additionally, he has participated in strategic projects for both private companies and public administrations.
Passionate about innovation and entrepreneurship, Francisco Javier has driven various initiatives, including a knowledge-sharing and podcasting platform. His business vision has led him to explore new opportunities in key sectors such as healthcare digitalization and process optimization in regulatory affairs.
