Senior Global FSP Enterprise Development Director

LabConnect • Johnson City, TN

46d

About The Position

LabConnect improves lives by partnering with pharmaceutical and biotech companies, and clinical research organizations (CROs) to accelerate the development of new medicines around the world.

We are an independent, global, one-stop-shop focused on delivering Central Laboratory Services that are tailor-made, timely and flexible to meet the evolving study demands of traditional to increasingly complex trials. Additionally, we provide Functional Service Provider (FSP) Solutions, supporting our clients with scientific and technical expertise, acting as an extension of their team, coordinating all laboratory related needs, advising on strategies for lab data collection and providing end-to-end analytical and logistical solutions.
The Senior Global FSP Enterprise Development Director is responsible for advancing the global Enterprise Business Development strategy for FSP growth. The role collaborates with the global leaders and business development team and is responsible for accomplishing the organization’s global FSP growth goals in this segment. This position will ensure FSP customer satisfaction and Enterprise customer FSP sales growth year over year by working collaboratively with the Enterprise Business Development Team. Additionally, the expectation is to expand FSP relationships with existing Enterprise customer(s) as well as lead, along with the global Enterprise sales team, the acquisition of new Enterprise customer FSP sales/ accounts in line with LabConnect’s commercial strategy. The Senior Global Enterprise Director provides point of contact FSP leadership with existing customer accounts ensuring a high and consistent level of quality service, customer support and satisfaction, and drives the organization’s FSP sales budget for the Enterprise customer for the current year and into the future.

Requirements

• 10+ years of solid experience in various facets of FSP business development, including leading sales and business development teams as well as driving FSP revenue through partners, resellers, and/or consultants, with strong preference for laboratory or pharmaceutical industry.
• Demonstrated ability to meet and grow FSP revenue targets. Deep understanding of strategies to influence and speed FSP sales cycles while maximizing revenue growth.
• Extensive experience managing FSP sales pipeline and forecasting.
• Bachelor’s degree in finance, business administration, life sciences, or related field required. Graduate degree in business administration and/or related field highly desired.
• Executive presence and proven experience in sales and client relationship management.
• Executive level experience in market research and analysis. Strong business acumen.
• Excellent interpersonal skills, adept at effectively reading and managing diverse styles.
• Proven track record to manage multiple selling strategies and approaches to market.
• Action oriented and results driven - moves quickly and with purpose.
• Ability to recruit and lead high-performing teams.
• High level of honesty and integrity with a strong work ethic and proactive thought leadership
• Ability to maintain energy and entrepreneurial approach/thinking.
• Ability to thrive in a fast paced, agile environment.
• Excited and passionate about the company story/mission/values.
• Commitment to work collaboratively and cross functionally.

Nice To Haves

• Graduate degree in business administration and/or related field highly desired.

Responsibilities

• Work closely with the Executive Director, Business Development to build strategy and the business plan for FSP Business Development, inclusive of KPI’s and actions, to unleash scalable, repeatable enterprise FSP growth.
• Drives Identifying, prioritizing, and targeting prospective new business leads while working with our organizational team to drive success of current client’s business growth.
• Identify and develop new business relationships, creating pitch opportunities and obtaining new business wins and coaching Business Development team members to achieve annual new business income targets.
• Create a collaborative working environment between FSP operations and Business Development to create new FSP business opportunities with new accounts and existing accounts within the global Enterprise customer segment.
• Ensures that all activities are documented in customer relationships management system for management view and oversight.
• Provide regular, accurate FSP forecasts (monthly, quarterly, and yearly pipeline metrics to meet or exceed company FSP goals).
• Leads Sales activities that result in meeting or exceeding annual targets within existing assigned Enterprise customers and assists Global Enterprise client sales leads in assessing and engaging potential Enterprise customers.
• Conducts regular quarterly or semi-annual FSP customer business reviews focused on all relevant projects, objectives, accomplishments, and industry updates. Prepares FSP issue analysis, status updates, and special reporting for key client leaders.
• Understand industry changes that could potentially impact FSP business opportunities.
• Utilize insight from FSP market research to determine current business needs and opportunities for future FSP business growth.
• Leverage existing relationships and establish new ones to achieve ongoing FSP revenue.
• Position and communicate the vision and services of the organization to customers, business partners and employees by maintaining a high degree of external visibility to enhance the division's credibility and maintain competitive advantage.
• Adhere to company policies and guidelines HR, Administrative, Operations and Corporate.

Benefits

• Financial Security (Base Pay, 401k Match and Possible Annual Bonus Eligibility)
• Health Benefits beginning on date of hire
• PTO plan, plus 11 Paid Company Holidays, and 1 Day to Volunteer in your community
• Short and Long-Term Disability, Life Insurance, and AD&D
• We celebrate our differences, which enriches our culture!
• In addition to great perks and challenging work assignments, we invest in our people with career growth opportunities, globally. We believe in a friendly and collaborative environment with open lines of communication. While living out our values of People First, Quality Focused, Customer Centered, Technology Driven, and Accountability Always.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 101-250 employees