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Covance
,
Maidenhead, Berkshire
Business Development Dir - Specialty
Overview
Job Description
Job Overview: COVANCE is a leading global drug development services company and we provide support to the Pharmaceutical and Biotechnology industries.You can make a difference by helping to deliver life-saving and life-enhancing medicines to people around the world. Our commitment to this mission has resulted in Covance's impressive history of company stability and growth. We've achieved these results by fostering a work environment that encourages, develops and leverages our team's capabilities. This is your chance to become part of a team that helps to bring miracle of medicine to market sooner. ABOUT THE ROLE: * Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts. * Establishes nurtures and grows client relationships at the appropriate levels. * Develops account plans and partnerships with key accounts and strategic partners. * Provides weekly sales activity reports to management. * Develops client call cycle to achieve objectives and sales plan; Follows up on leads. * Provides comprehensive intelligence on key competitors. * Sells the business unit's 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. * Identifies specific client needs that can be developed into new opportunities both within the business and for other Covance business units. * Acts as a coach and mentor to AE's within sphere of influence. * Proactively shares best practices with broader sales teams and assists in Zone meeting training. * Analyzes industry sources to identify business opportunities and leverage Covance relationships for prospective clients. * Manages strategic accounts and complex sales * Coaches staff on interpretation of a RFP/quote/protocol. * Performs quality control activities for peers and less experienced staff. * Develops and establishes long-term account plans. * Leads and negotiates business unit based MSA's and preferred provider agreements. Education/Qualifications: * Bachelor's degree in life sciences. Advanced scientific degree preferred * Advanced industry knowledge * Demonstrated client retention skills * Ability to manage difficult client and/or financial situations * Strong working relationship with internal Covance management and site leadership * Ability to differentiate Covance from competitors * Experience developing and executing strategic business plans * Ability to manage and motivate client facing teams * Negotiation skills: direct face to face negotiating experience with major clients * Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization * Extensive global collaboration experience * Highly consultative * Strong customer orientation * Demonstrated ability to acquire, grow and retain clients * Knowledge of the drug development process * Ability to influence disparate groups and individuals * Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting Experience: Minimum Required: * 4-5 years sales (or relevant) experience selling services directly to the pharmaceutical and biotech sectors with direct interaction with mid-level and executive level decision makers Employment Type: Full Time