Business Development Director
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Job Description
Business Development Director driving strategic pharmaceutical and biotech sales for Labcorp’s laboratory services. Managing key accounts, RWD/RWE solutions, revenue growth, proposals, and commercial negotiations.
Responsibilities:
- Achieve annual sales plans and revenue targets for assigned accounts through proactive sales activities and client engagement
- Develop, maintain, and expand relationships with existing and prospective pharmaceutical and biotechnology clients
- Develop and execute account plans for key accounts and strategic partners
- Provide weekly sales activity reports and business updates to management
- Develop and execute client call plans and sales strategies
- Follow up on leads and identify new business opportunities
- Gather and communicate market intelligence and competitive information
- Present and promote business unit capabilities and service offerings
- Identify and communicate cross-selling opportunities across business units
- Manage customer expectations and support customer satisfaction initiatives
- Collaborate with internal stakeholders to develop and deliver integrated client solutions
- Organize and host client visits and business meetings
- Review client quotations and provide feedback to support commercial objectives
- Utilize Salesforce (SFDC) for customer information, sales activities, opportunity management, and pipeline forecasting
- Manage sales opportunities and maintain accurate revenue forecasts
- Collaborate across business units to identify and secure multi-service opportunities
- Support proposal development and scope discussions
- Maintain regular client contact and relationship management activities
- Participate in strategic account teams and corporate account planning initiatives
- Lead client presentations, business reviews, and commercial discussions
- Identify client needs and develop new business opportunities
- Share best practices and contribute to sales training and development initiatives
- Analyze industry trends and market conditions to identify prospective business opportunities
- Manage strategic accounts and complex sales initiatives
- Provide guidance regarding RFPs, quotes, and protocol interpretation
- Develop long-term account growth strategies
- Lead negotiations for Master Service Agreements (MSAs) and preferred provider agreements
Requirements:
- Bachelor’s degree
- 5 or more years of experience selling Real World Data (RWD), Real World Evidence (RWE), RWD services, healthcare data solutions, or related offerings directly to pharmaceutical or biotechnology companies
- 5 or more years of experience interacting with mid-level decision makers, executive-level stakeholders, or both within pharmaceutical or biotechnology organizations
- 3 or more years of experience managing strategic accounts, complex sales opportunities, or both
- 3 or more years of experience utilizing customer relationship management (CRM) systems for opportunity management, account management, and pipeline forecasting
- Experience negotiating commercial agreements, contracts, statements of work, Master Service Agreements (MSAs), preferred provider agreements, or similar business arrangements
- Advanced industry knowledge
- Highly consultative approach to client engagement and solution development
- Ability to identify, develop, and expand strategic client relationships
- Ability to recognize opportunities across multiple business units
- Demonstrated leadership in client-facing environments
- Ability to present effectively to executive and senior-level stakeholders
- Ability to influence cross-functional teams and stakeholders
- Ability to manage and motivate client-facing teams
- Strong financial acumen, including budgeting, financial planning, forecasting, and business performance management
- Ability to evaluate commercial opportunities and support pricing decisions
- Ability to manage challenging client, operational, or financial situations
- Strong verbal, written, and presentation skills
- Strong customer orientation and relationship management skills
- Demonstrated negotiation skills in complex client environments
- Ability to differentiate service offerings from competitive alternatives
- Demonstrated ability to acquire, grow, and retain client relationships
- Strong client retention and customer satisfaction focus
- Ability to manage strategic, domestic, regional, and transatlantic client relationships
- Approximately 35% travel required, with approximately 50% of travel potentially involving overnight stays
- Flexibility to participate in meetings across multiple time zones
- Occasional extended work hours may be required
Benefits:
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- Short-term disability (STD)
- Long-term disability (LTD)
- 401(k)
- Paid Time Off (PTO) or Flexible Time Off (FTO)
- Tuition Reimbursement
- Employee Stock Purchase Plan
- Commissions under the applicable variable compensation plan
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