Senior Manager, Business Development

Lexitas

About The Position

Working with a wide variety of clients, this role mixes strategic and transactional relationships. This requires the ability and flexibility to adapt different strategies for different stakeholders – from business development with new clients through to developing solutions with more established customers. It also presents the opportunity to shape offerings that bring forth the full scope of services that the Lexitas offers. The Senior Manager, BD will be responsible for developing and fostering relationships with key decision-makers at biotechnological and pharmaceutical companies to secure business opportunities for the company.

Requirements

Education: Required: a bachelor’s degree required, and an MBA or other related advanced degree preferred.
Experience: A minimum of 2 years of increasing business development related position responsibility experience in a Clinical Research Organization and a thorough knowledge of medical and pharmaceutical industry, terminology, and practices. Ophthalmology experience preferred.
Skills: Previous experience with long cycle sales selling into bio-pharm or medical device customers and/or direct CRO sales experience in addition to demonstrated track record of national and/or global customer sales (Note: global accounts means a whole different thing than selling into customers outside the US.)
Established client relationships with key national and global bio-pharm decision makers History of achieving and exceeding sales quota targets
Excellent people skills including self-motivation, enthusiasm, and sense of urgency
Proven track record at mid and high-level contacts at national and global bio-pharm companies
Formal sales training such as SPIN Selling, Miller Heiman Strategic Selling
Must have exceptional writing skills and be diligent in follow-up practices
Demonstrated ability to identify, qualify and develop sales leads and professionally presentation capabilities
Strong facilitation and communication skills
Detail-oriented with demonstrated organizational skills
Strong business acumen including financial acumen
Proven leadership, problem solving, negotiation and decision-making abilities
Must be able to travel up to 50%

Nice To Haves

Ophthalmology experience preferred.
MBA or other related advanced degree preferred.

Responsibilities

Actively identify, pursue, and secure potential new business opportunities within an assigned territory, including new and existing customer accounts
Actively network in the industry, virtually and in person, to establish and maintain relationships and to identify potential new and expanded business opportunities
Work with sales management and sales operations to identify, prioritize, and pursue a list of target Account opportunities within an assigned territory
Collaborate with management in the development and implementation of an annual plan for targeted sales and marketing activities within an assigned territory
Continuously monitor and record in the CRM system the status of contacts, leads and opportunities in the assigned territory to ensure a requisite pipeline of opportunities is maintained
Actively pursue and achieve target sales and pipeline numbers for an assigned territory
Coordinate with proposals and contracts teams to pursue and formalize customer engagements and lead all new business and growing business activities, internally and externally, within the assigned territory
Provide senior management with a regular summaries of key deliverables and potential opportunities at their request and discretion
Recommend new opportunities for organizational investment, based on information gleaned from the market during sales activities, that lead to new bookings, service improvements, and increased revenue
Maintain and understand current industry trends and business developments that affect target markets, including independent desk research, conference attendance, and other activities when required or requested
Represent the Lexitas when requested at local, national and international meetings pertinent to public relations and future business development
Participate in interviewing candidates and selecting personnel, as well as training said individuals, if necessary, in order to support team and organizational goals