Responsible for selling highly scientific Translational Biomarker and Diagnostic Services to targeted accounts.
Engages external and internal stakeholders on a range of scientific testing services in the area of biomarkers, laboratory drug development testing, anatomic pathology and histology, and companion diagnostics.
Achieves annual sales plan and sales targets for assigned accounts.
Establishes, nurtures and grows client relationships at the appropriate levels.
Develops account plans and strategies to gain business in assigned accounts in collaboration and partnership with other Covance team members.
Provides weekly sales activity reports to management.
Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
Provides general intelligence on key competitors.
Sells the business unit’s capabilities and differentiation frameworks.
Recognizes and communicates sales opportunities for other business units.
Sets and manages customer expectations.
Collaborates with companywide resources to achieve superior customer satisfaction.
Organizes and hosts client visits.
Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
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.
Collaborates effectively with sales executives from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects.
Assists in determining margins and pricing with Client Services.
Participates in proposal scope development as appropriate.
Maintains frequent personal contact with clients.
Participates in corporate teams to build relationships with key accounts.
Leads client presentations.
Supports an established client base where appropriate.
Bachelor’s degree in life science or business field required. Prefer Master’s degree in life sciences, biology, or science-related field with particular focus on biomarkers, anatomic pathology & histology, translational medicine, or companion diagnostics.
Advanced industry knowledge
Demonstrated client retention skills
Ability to manage difficult client and/or financial situations
Ability to differentiate Covance from competitors
Strong working relationship with internal Covance management and site leadership
Demonstrated ability to acquire and grow client base
4-5 year’s sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers