Sr. Business Development Director - Early Drug Development

Labcorp•Trenton, NJ

1d•Onsite

About The Position

Labcorp is seeking a Senior Business Development Director, Early Drug Development to join their team. Labcorp is a global leader in diagnostic testing and drug development solutions, helping healthcare providers, researchers, and patients make informed decisions that advance care, with a mission to improve health and improve lives. Labcorp has contributed to the development of all top 50 best-selling drugs through its comprehensive nonclinical, clinical, and commercialization services. The company leverages decades of scientific expertise, extensive drug development data, and innovative technology to help clients identify new approaches and anticipate future challenges. This role involves leading sales efforts for New York, New Jersey, and Connecticut, focusing on Nonclinical Development Testing Capabilities, including Safety Assessment, Drug Metabolism, and Preclinical Bioanalytical Services, with a primary emphasis on the emerging biotech market segment. This is an opportunity to be part of a leading global life sciences company and contract research organization delivering best-in-class nonclinical testing services. The ideal candidate is a motivated, self-starter, competitive, collaborative, and possesses highly developed interpersonal and communication skills. The geographic territory for this position covers NY, NJ, and CT, and the ideal candidate would reside within this territory.

Requirements

Bachelor’s degree in Life Sciences.
5 or more years sales or customer management experience representing safety assessment services to the pharmaceutical or biotech segments.
Advanced industry knowledge.
Demonstrated client retention skills.
Ability to manage difficult client and/or financial situations.
Direct sales experience with mid-level and executive level decision makers.
Ability to differentiate Labcorp from competitors.
Strong working relationship with internal Labcorp management and site leadership.
Demonstrated ability to acquire and grow client base.

Nice To Haves

2 or more years experience selling safety assessment services directly to the pharmaceutical or biotech segments.

Responsibilities

Achieves annual sales plan and sales targets for assigned accounts.
Establishes, nurtures, and grows client relationships at the appropriate levels.
Maintains frequent personal contact with clients.
Develops and establishes long-term account plans.
Leads and negotiates business unit based MSA’s and preferred provider agreements.
Manages strategic accounts and complex sales.
Provides weekly sales activity reports to management.
Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
Sells the business unit’s capabilities and differentiation frameworks.
Sets and manages customer expectations.
Collaborates with companywide resources to achieve superior customer satisfaction.
Organizes and hosts client visits.
Leads client presentation.
Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
Assists in determining margins and pricing with Client Services.
Participates in proposal scope development as appropriate.
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.
Recognizes and communicates sales opportunities for other business units.
Participates in corporate teams to build relationships with key accounts.
Analyzes industry sources to identify business opportunities.
Leverage Labcorp relationships for prospective clients.
Provides general intelligence on key competitors.
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.
Coaches staff on interpretation of a RFP/quote/protocol.
Performs quality control activities for peers and less experienced staff.