Sr Director Business Development & Client Management Lab Services

CTI Clinical Trial and Consulting Services•Covington, KY

73d

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 to key decision-makers, analyzing cost, timeliness, and effectiveness of in-house versus outsourced testing. The Sr. Director will build strong customer relationships, represent laboratory services, and lead the business development process from initial due diligence to closing opportunities. Collaboration with internal teams for proposal development and identifying targeted opportunities is crucial. The role also includes client bid defenses, managing client inquiries, providing support to new accounts, maintaining a sales pipeline, attending client meetings, supporting marketing initiatives, establishing sales targets, recruiting and managing the BD Lab Services Sales team, and attending regular meetings at CTI's Global Corporate HQ.

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.
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

Familiar with account management software (CRM) preferred.
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 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.
Collaborate with 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.
Attend 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.