Business Development Dir II

3 weeks ago


Washington, United States Covance Full time

Job Overview:

- Filed sales for Labcorp Clinical Development Services Line

- Achieves annual sales plan and sales targets for assigned accounts.

- Establishes, nurtures and grows client relationships at the appropriate levels.

- Develops account plans and partnerships with key accounts.

- Provides weekly sales activity reports to management.

- Develops client call cycle to achieve objectives and sales plan; Follows up on leads.

- Provides general intelligence on key competitors.

- Sells the business units capabilities and differentiation frameworks.

- Recognizes and communicates sales opportunities for other business units.

- Sets and manages customer expectations.

- Collaborates with companywide resources to achieve superior customer satisfaction.

- Organizes and hosts client visits.

- Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.

- Uses SFDC to manage internal communication and document territory and client information as required for the business unit.

- Responsible for Opportunity Management and accurate pipeline forecasting.

- Collaborates effectively with sales executives from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects.

- Assists in determining margins and pricing with Client Services.

- Participates in proposal scope development as appropriate.

- Maintains frequent personal contact with clients.

- Participates in corporate teams to build relationships with key accounts.

- Leads client presentations.

- Supports an established client base where appropriate.

Education/Qualifications:

- Bachelors degree in life science or business field preferred

- Advanced industry knowledge

- Demonstrated client retention skills

- Ability to manage difficult client and/or financial situations

- Ability to differentiate Covance from competitors

- Strong working relationship with internal Covance management and site leadership

- Demonstrated ability to acquire and grow client base

Experience:

4-5 years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers


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