Business Development Director I - Central Laboratory (New England)

Labcorp•Boston, MA

8d•$85,000 - $125,000

About The Position

Labcorp has worked on all the top 50 best-selling drugs available today through its full spectrum of nonclinical, clinical and commercialization services with our clients from leading pharma and agile biotech. Our unique perspectives, built from decades of scientific expertise and precision delivery of the largest volume of drug development data in the world, along with our innovative technology solutions, help our clients identify new approaches and anticipate tomorrow’s challenges as they evolve. Together with our clients, Labcorp transforms today’s healthcare challenges into tomorrow’s solutions. Labcorp Central Laboratory Services is the largest and most comprehensive worldwide central laboratory provider, generating consistent and reliable testing across the globe. We have invested in the expertise, technologies and infrastructure that keep us —and you—at the leading edge of science and medicine. With a mission to improve health and improve lives, Labcorp delivers world-class diagnostic solutions, brings innovative medicines to patients faster and uses technology to improve the delivery of care. The territory for this position will cover Boston, Massachusetts. The ideal candidate will reside in the territory.

Requirements

2-4 year’s sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers.
Bachelor’s degree in life science or business field required.
Ability to travel up to 50% of the time
Moderate industry knowledge
Demonstrated client retention skills
Ability to manage difficult client and/or financial situations
Ability to differentiate Labcorp from competitors
Strong working relationship with internal Labcorp management and site leadership
Demonstrated ability to acquire and grow client base

Responsibilities

Achieves annual sales plan and sales targets for assigned accounts and/or territory.
Utilizes tools and available information to identify and prioritize clients in assigned accounts/territory.
Establishes, nurtures and grows client relationships at the appropriate levels.
Develops account plans and partnerships with key accounts.
Meets weekly with management to discuss sales activities, account and opportunity needs and strategy and provide requested reports.
Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
Provides general 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 client RFIs, RFPs, proposals, and budgets, and provides input to ensure client and company requirements are met.
Uses SFDC to document customer information, account plans, and decisions, as required for the business unit.
Responsible for Opportunity Management and accurate pipeline forecasting.
Collaborates effectively with sales team members, SME's, operational partners, and executives from other Labcorp units to bring potential opportunities to their attention and to identify and win multi-unit projects.
Provides pricing feedback and competitive intel to internal team to maximize margins and achieve appropriate win rates.
Participates in proposal scope development as appropriate.
Leads client meetings, including Bid Defense and capabilities presentations