Clario
Director, Respiratory Solutions
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Director, Respiratory Solutions
Location: Available globally (up to 40% travel) Company: Clario (part of Thermo Fisher Scientific)
Clario employs industry-leading clinical trial endpoint technology solutions to help customers generate better evidence and accelerate the development of life-changing therapies. With 50+ years of experience, we remain at the forefront of clinical science and technology.
About the Role
As Director, Respiratory Solutions, you will lead a key commercial function focused on strengthening partnerships with CROs, biotech firms, and channel stakeholders. Your expertise will drive growth through deep customer engagement, technical solution alignment, and strategic sales execution in the respiratory, CRO, and biotech markets.
What You’ll Be Doing
Customer & Market Leadership
- Lead customer needs analysis discussions and create tailored applications of Clario’s products and services.
- Partner with Sales Representatives to qualify leads, define project scope, and align on target timelines and close goals.
Sales & Solution Delivery
- Develop and deliver persuasive sales content, including:
- Product demonstrations (hands-on technical sessions)
- Webinar presentations (explaining respiratory endpoints & data solutions)
- Onsite technical briefings (for sponsors, investors, and CRO partnerships)
- Support full-cycle Business Development, including:
- Solution positioning and strategic use of technology capabilities.
- Technical sandbox evaluations for clients exploring Clario’s offerings.
- RFI/RFP responses (technical & application-focused submissions).
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Account Management & Handover
- Smoothly transition new accounts to Delivery and Operations teams for successful execution.
- Participate in sales forecasting and pipeline planning—ensuring aligned targets with revenue goals.
Strategic Collaboration & Relationships
- Build and maintain strong relationships with:
- Internal stakeholders (Sales, R&D, Operations)
- External customers (Life Sciences, CROs, Biotech, Regulatory Bodies)
- Facilitate global team engagement, adjusting to multiple time zones as required.
Personal Flexibility
- Operate within a fast-paced, agile environment—balancing autonomy, collaboration, and responsiveness.
What We Offer
- Competitive compensation and performance incentives
- Private health, pension, and life insurance coverage
- Flexible paid time off + hybrid/remote work options
- Engaging employee programs (career development, mental health support, volunteer opportunities)
- Global collaboration tools (Slack, Teams, digital platforms)
What We Look For
Education & Experience
- Bachelor’s degree in Life Sciences, Respiratory Science, or equivalent technical/healthcare expertise.
- 7+ years’ experience in:
- Technical sales, consulting, or solution-based sales within life sciences, CROs, or biotech.
- Working with clinical trials, respiratory endpoints, data management, or web-based medical applications.
- Proven track record demonstrating customer sovereignty—translating complex technical needs into winning strategies.
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Key Skills
- Exceptional client relationship management, with strong written and verbal communication skills.
- Ability to deliver high-impact presentations (to biostatisticians, programmers, CRO decision-makers).
- Deep understanding of sales methodologies (e.g., SPIN Selling, Challenger).
- Analytical mindset—focusing on data-driven solutions for customer challenges.
- Experience documenting technical requirements (contributing to RFIs, RFPs,5MARK).
- Self-motivated and organised, able to operate independently in a dynamic environment.
- Proficiency in Microsoft Office Suite (PowerPoint, Excel, SharePoint).
- Experience with virtual collaboration tools (WebEx, Zoom, Salesforce).
Travel Requirement
- Eligibility to travel globally, up to 40% of the time (on-site customer visits, events, or vendor syncs).
Why Join Clario?
Our purpose is transformative: By unlocking better evidence, we accelerate the development of life-changing therapies—helping patients worldwide.
Together, we empower our team and our clients to redefine medical possibilities. #UnlockingBetterEvidence
Clario’s global impact:
- Provides endpoint data for >30,000 clinical trials (across 100+ countries).
- Supported over 70% of all FDA drug approvals since 2015.
- A proud partner of Thermo Fisher Scientific, expanding patient access to cutting-edge science.
For further information: Review Clario's Privacy Policy | Join our mission at Clario Careers
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