Kyle Ashe
DURHAM,NC
Summary
Experienced Head of Business Development with a proven track record in the pharmaceutical and healthcare industry. Proficient in driving clinical research outcomes, ensuring successful patient recruitment, promoting diversity in clinical trials, and achieving customer acquisition goals. Skilled in leveraging sales strategies to enhance business growth and foster strong client relationships.
Overview
15
15
years of professional experience
1
1
Certification
Work History
Head of Business Development
Acclinate, Inc.
01.2024 - Current
- Spearheaded revenue growth from $2 million to $6 million in 2023 by implementing effective sales strategies within pharmaceutical industry, expanding market reach, and fostering key client relationships. This included strategically updating pricing model, contracting process, and proposals to better align with industry standards and client needs.
- Built and managed a high-performing team of 3 Director-level business development professionals, providing comprehensive training and mentorship to drive individual and team success in securing pharmaceutical clients.
- Achieved $8 million in revenue in 2024 through a multi-faceted approach focused on securing net new logos within the pharmaceutical sector, deepening relationships with existing pharmaceutical clients, and closing strategic enterprise-level deals.
- Secured the company's first enterprise-level contract with a major pharmaceutical company valued at over $2.5 million, demonstrating expertise in navigating complex negotiations and securing major partnerships within the industry. This deal reflects the successful implementation of updated pricing models and contracting processes.
Senior Director, Business Development
Acclinate, Inc.
08.2023 - 01.2024
- Pioneered the business development function as the first successful hire in the role, building the sales pipeline and processes from the ground up.
- Generated over $550,000 in closed revenue during first quarter, exceeding expectations and demonstrating strong lead conversion and closing abilities.
- Developed and implemented a streamlined CRM system through HubSpot to ensure accurate reporting and sales forecasting, improving sales team efficiency and data visibility.
- Rapidly promoted to Head of Business Development in recognition of exceptional performance and revenue generation, leading to expanded responsibilities in sales strategy and team leadership.
Senior Director of Business Development
Trialbee Inc.
12.2021 - 07.2023
- Responsible for all Sponsor/CRO sales across the East Coast
- Key account management and penetration for largest sponsors within territory
- Fastest deal closure in company history, 19 days from initial conversation to contract signature
- Cross-functional collaboration with sales team and delivery team to maximize sales potential at every stage of sales cycle.
- Leverage extensive network to bring new partners into pipeline
- Creation of new pricing models and proposal resulting in higher close rate across company
- Signature of first sale in new SaaS business line
Account Executive
SureClinical
04.2021 - 11.2021
- Responsible for all Sponsor/CRO sales across the East Coast
- Initiate, develop, and maintain relationships with prospective clients at all business levels, including senior leaders and executives.
- Closed first deal within 70 days, exceeding new hire record of 120 days.
- Collaboration across sales, technology, and delivery teams to maximize sales potential at every stage of the sales cycle.
- Leverage extensive network to bring new partners into the pipeline
Account Executive
Advarra
06.2020 - 04.2021
- Responsible for all healthcare system sales across US and emerging
- Sponsor/CRO market internationally
- Developed and established strategic partnerships to drive market presence
- Utilize consultative sales process to identify, qualify, and secure new clients in healthcare system, sponsor, and CRO space
- Built sales pipeline through lead generation activities, assisted by inbound marketing
efforts - Manage end-to-end sales process for all opportunities including initial client communication, web-based and onsite presentations, contract negotiations and closure
- Work in close collaboration with internal teams in product development, project management, product support, and marketing
Director of Business Development
Patagonia Health
10.2018 - 06.2020
- Successfully closed two largest behavioral health deals in company history totaling>$1 million
- Established new customer footprint for behavioral health sector by developing and maintaining strategic relationships
- Created and validated go-to-market strategy for new sector
- Lead end-to-end sales process with emphasis on closing
- Created successful sales process for new market
Joined and facilitated trade shows to lead innovation within territory - Successfully responded to 10+ significant RFP’s
- Established and pitched new pricing model to executive team that was implemented
Business Development Manager
SignalPath, LLC.
07.2016 - 09.2018
- Built out sales for start-up company from 0 clients to revenue generation with first signed client
- As 1 employee of 10 (and only BD) prospected/marketed growth of company toward hiring total of 50 employees
- Advanced SignalPath brand into emerging markets at its earliest stage
- Maintained average deal size of $250K ACV with key enterprise deals exceeding $600K
- Exceeded 100% quarterly goal completion across revenue and business objectives each quarter
- Lead end-to-end sales process: prospecting/qualifying (avg 100 calls/week), nurturing, contract, negotiations, and closure
- Continuously refined go-to-market strategy to optimize sales performance
- Designed companywide sales demo and branding materials
- Tracked and managed client documents, including MSA, SUO, SSO, TOU, and Study Quotes
- Set-up and training of clinical trials software demonstrations
- Managed client relationship - from inception to signature
- Facilitated trial management across health systems, research sites, and AMCs
- Prepared, set up, and managed trade shows
Associate Director of Business Development
Merge Healthcare, an IBM Company
09.2014 - 07.2016
- Set up and demonstrated clinical trials software
- Managed client relationship – from inception to signature - < $500K TCV
- Acted as liaison between client and intra-company departments
- Trained sales staff on clinical software demonstrations
- Ensured 21CFR Part 11 Compliance and adherence to GCP’s
- Facilitated trial management with CRO’s and sponsors
- Traveled to client sites to close new business
- Managed entire sales cycle
- Exceeded sales goals each quarter
Customer Success Manager
iContact
09.2011 - 08.2012
- Recognized as top performer
- Ensured 100% customer success and satisfaction while attaining highest
possible ROI - Exceeded quarterly quota, converted leads to clients, performed account management, scheduled and led demos for potential clients
Small Business Sales Representative
iContact
01.2011 - 09.2011
- Responsible for establishing contact each day with 50 to 80 new prospects
- During the 30 day trial period, educated the prospect on every aspect of the different
tools and strategies within email and social media including deliverability, effective ad
campaign strategies and best practices. - Regularly schedule and ran demo's and training sessions with clients in order to
maximize the trial period and ensure their satisfaction with the product. - On a sales team of eleven, regularly a top performer, exceeding sales goals and
conversion rate percentages.
Retention Specialist
iContact
07.2010 - 12.2010
- Provided strategic support for customers whose initial call was to cancel
- Maintained team’s highest retention rate of 33%
- Maintained “saved” customers through e-mail marketing best practice
Education
BS - Business Management - Entrepreneurship
North Carolina State University - Poole College of Management
Raleigh, NC01.2010
Skills
- Business Development
- Diversity, Equity, and Inclusion
- Clinical Trial Technology
- Patient Recruitment
- Google for Startups - Sales Academy Certified
Websites
Certification
- Google for Start Ups - Sales Academy Certified (2024)
Timeline
Head of Business Development
Acclinate, Inc.
01.2024 - Current
Senior Director, Business Development
Acclinate, Inc.
08.2023 - 01.2024
Senior Director of Business Development
Trialbee Inc.
12.2021 - 07.2023
Account Executive
SureClinical
04.2021 - 11.2021
Account Executive
Advarra
06.2020 - 04.2021
Director of Business Development
Patagonia Health
10.2018 - 06.2020
Business Development Manager
SignalPath, LLC.
07.2016 - 09.2018
Associate Director of Business Development
Merge Healthcare, an IBM Company
09.2014 - 07.2016
Customer Success Manager
iContact
09.2011 - 08.2012
Small Business Sales Representative
iContact
01.2011 - 09.2011
Retention Specialist
iContact
07.2010 - 12.2010
BS - Business Management - Entrepreneurship
North Carolina State University - Poole College of Management
Similar Profiles
Andres Daniel GarciaAndres Daniel Garcia
Technical Customer Support Specialist at Aerospace Marketing GroupTechnical Customer Support Specialist at Aerospace Marketing Group
Kelvin WalkerKelvin Walker
Supervisor at Lucky Brand JeansSupervisor at Lucky Brand Jeans
JASON TUCKER-HILLJASON TUCKER-HILL
Management Analyst at Federal Bureau of Prisons, Central Office, Washington, D.C.Management Analyst at Federal Bureau of Prisons, Central Office, Washington, D.C.
Jesus GarciaJesus Garcia
Office Assistant - Temporary at Durham County Library - Main RegionalOffice Assistant - Temporary at Durham County Library - Main Regional
TODD ENGMANTODD ENGMAN
Head of Business Development at Diversity MarkHead of Business Development at Diversity Mark