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Business Development Manager- Lab Services

3 months ago

Salt Lake City, United States Actalent Full time

The Business Development Manager (BDM) is a key strategic level sales and market leader responsible for bringing in new Services business within assigned verticals and segments, along with providing effective consultative services approach to our clients by understanding and communicating Actalent's Services capabilities. The BDM will develop account strategies and quarterly/annual plans for target clients, outline and communicate specific activities, as well as forecast new business opportunities. Success in this role requires a goal-oriented "hunter" who has demonstrated proven success within Laboratory Services business and is accountable for revenue generation and growth of net new business to Actalent on large, national accounts.Essential Functions:•Identify new Lab Services opportunities within target accounts aligned to Actalent's Services strategic focus •Provide subject-matter-expertise by understanding competitive landscape in laboratory services for Life Sciences, Food & Beverage, and/or chemical companies.•Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain •Partner with Actalent's technical teams to provide analysis, scoping and solutioning to ensure appropriate business targets are defined to sustain growth and project health.•Partner internally with Actalent selling partners to meet strategic needs and vision of national clients•Engage corporate functions (i.e. Legal, Finance, Marketing, Professional Development, Talent Acquisition) to ensure appropriate functioning in large-account setup including contractual agreements, processes, systems, and regulatory requirements.•Report and effectively manage account plans and perform root cause analysis to address gaps between performance or evolving account strategy as necessary.•Continuously build effective relationships with Actalent operations and local sales support to align all new business needs to the strategy and needs of a national client•Achieve growth goals by upselling/expanding current account relationships and winning new accounts•Consistently interface with customers to build relationships with executive sponsors and key decision makers.•Strong business acumen to navigate sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.•Facilitate effective partnership between Actalent Service pillars (Strategic Client Development, Solutions, Delivery, Finance and Talent Acquisition) to maximize opportunities and efficiency acquiring new business.•Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources) to ensure compliance and appropriate functioning in large account set-up including contractual requirements and regulatory requirements.Minimum Education/Abilities/Skills:•Minimum 10 years of sales/business development experience involving identifying, initiating, cultivating, and managing customer portfolio (midsize and Fortune 500)•Minimum 5 years of sales experience offering laboratory services sales with proven success identifying and developing outsourced technical project and/or talent-based service opportunities. •Proven experience selling lab service offerings required; experience offering validation / quality assurance solutions highly preferred •Ability to collaborate with internal partners and work with subject-matter-experts to drive prospective deals to a close.•Excellent communication skills with ability to present to executive stakeholders throughout Actalent and external client organizations.•Ability to identify customer goals and pain-points and align to Actalent solution offerings and capabilities. •Ability to utilize sales/CRM systems and document client intelligence information; prior experience utilizing Salesforce preferred.•Proven ability to effectively align customer goals with company solution offerings and capabilities.•Ability to travel regionally and nationally to customer and/or internal meetings as required, up to 50%.•Proficient with the Microsoft Office suite.•Bachelor's Degree required.Additional Skills & Qualifications:•Biotechnology and/or Pharmaceutical professional services sales experience•Lead generation•Strong collaboration skills along with ability to drive deals to a close•Prefer to have proven successful and experienced in initiating, cultivation and managing large accounts (Fortune500+)•Demonstrate competence with the Microsoft Office suite of products•Strong usage of Salesforce / Connected•Strong ability to follow sales systems, documentation, and organization skills•Demonstrates the highest levels of personal character and integrity•Team player who works well with others, collaborates, and can build excitement around the organization•Proven ability to effectively align customer goals with company solution offerings•Person will be a goal-oriented individual who can demonstrate proven results in the staffing or professional services industry•Must be willing and open to travel nationally REFCR2023 About Actalent Actalent is a global leader in engineering and sciences services and talent solutions. We help visionary companies advance their engineering and science initiatives through access to specialized experts who drive scale, innovation and speed to market. With a network of almost 30,000 consultants and more than 4,500 clients across the U.S., Canada, Asia and Europe, Actalent serves many of the Fortune 500. Diversity, Equity & Inclusion At Actalent, diversity and inclusion are a bridge towards the equity and success of our people. DE&I are embedded into our culture through: Hiring diverse talent Maintaining an inclusive environment through persistent self-reflection Building a culture of care, engagement, and recognition with clear outcomes Ensuring growth opportunities for our people The company is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic protected by law. If you would like to request a reasonable accommodation, such as the modification or adjustment of the job application process or interviewing process due to a disability, please email actalentaccommodation@actalentservices.com for other accommodation options.