Sr Director Business Development & Client Management Lab Services

Join The CTI Team • Covington, KY

54d

About The Position

This role is responsible for developing and executing strategic territory plans to prioritize, pursue, and convert competitive customer accounts and leads. The position involves creating in-depth prospect profiles to present services, reviewing cost-effectiveness of in-house vs. outsourced testing, and building strong relationships with key business executives and stakeholders. The Sr Director will represent laboratory services, lead the business development process from initial due diligence to closing opportunities, and collaborate with internal teams on proposals and targeted opportunities. They will also handle client inquiries, support new accounts during onboarding, maintain a sales pipeline to achieve annual goals, attend client meetings, and support marketing initiatives. Additionally, this role involves establishing the NA Yearly Lab Services Sales Target, recruiting and hiring BD Lab Services Sales team members, establishing individual sales targets, and conducting weekly meetings with the sales team to monitor activities and opportunities. Attendance at CTI Global Corporate HQ meetings, including Quarterly BD Meetings, is also required. The role includes monitoring monthly time and activity versus productivity of the BD Sales Team for continuous improvement.

Requirements

• Excellent written and verbal communication skills
• Knowledge of CRO, moderate to high complexity laboratory services, and healthcare practices
• Proficient in computer technology including Microsoft Excel, PowerPoint, and Word
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
• Proven ability to manage multiple projects at a time, while maintaining sharp attention to detail
• Ability to work independently and be self-motivated
• Ability to identify client needs/opportunities and translate them into new projects
• Ability to interact and develop a rapport with clients
• Familiar with account management software (CRM) preferred
• BA/BS degree in Business Administration, Marketing, Sales or relevant field
• Documentation of exceptional performance in prior leadership role(s)
• 5 years of successful sales experience in laboratory or CRO industries

Nice To Haves

• Salesforce, Zoho CRM and HubSpot are commonly used software’s

Responsibilities

• Develop and execute strategic territory plans to prioritize, pursue, and convert competitive customer accounts and leads
• Create in-depth prospect profiles in order to present services available to client’s primary decision makers and review cost, timeliness, and effectiveness of in-house testing vs. outsourced testing
• Develop strong relationships with customers, connecting with key business executives and stakeholders and preparing sales reports
• Represent laboratory services to include assay development, safety testing, specimen and specimen kit management, biorepository, bioanalytical and specialty testing
• Lead the business development process from initial due diligence to early engagement meetings, to heading the RFP Process, to closing of opportunities
• Collaborate with CTI’s internal staff regarding the development and procurement of proposals
• Marketing, Business Development, Medical Affairs, and other teams to identify therapeutic, disease and/or product-specific targeted opportunities
• Participate in client bid defenses
• Answer client inquiries to identify areas of improvement and identify new business opportunities among existing customers
• Provide overall support to new accounts to ensure clients receive highest level of service during their on-boarding phase
• Maintain a sufficient pipeline of opportunities to ensure a close rate that achieves the annual sales goal
• Attend regularly scheduled client meetings to monitor service, give direction and feedback on performance
• Support marketing initiatives when necessary to better reach passive clients Tradeshows, symposium attendance etc
• Assist in establishing the overall NA Yearly Lab Services Sales Target
• Recruit and hire BD Lab Services Sales team members
• Assist in establishing individual sales targets for the Lab Services Sales team members
• Schedule and attend weekly meetings with each member of the BD Sales Team in order to remain aware of sales activities and future opportunities
• Attend regularly scheduled meetings in the CTI Global Corporate HQ in Covington, KY including each Quarterly BD Meeting
• Monitor monthly time and activity versus productivity of the BD Sales Team to assess and implement continuous improvement

Benefits

• Support career progression – 25% of our global staff is promoted annually and we have a structured mentoring program to provide the support you need to move forward
• Value education and training – We provide tuition reimbursement, partner with universities and colleges to create programs in our field, and have a dedicated training department
• Value our people - We have never had a layoff in our 20-year history, support a work-life balance with flexible schedules, and have provided cash bonuses every year for the past decade
• Our culture is unparalleled
• We think globally and act locally – We have a global philanthropic program supporting our team’s efforts to improve their local communities
• Tuition reimbursement
• Flexible schedules
• Cash bonuses every year for the past decade

What This Job Offers

• Job Type: Full-time
• Career Level: Director