Covance

  • Exec Dir Bus Development

    Job Location(s) US-NJ-Princeton
    Job Number
    2018-21747
    Job Category
    Business Development/Sales
    Position Type
    Full-Time
  • Job Overview

    We are currently in search of an experienced Executive Director Business Development to lead a team that generates business for Covance’s Clinical Development Commercial Services (CDCS). The Business Development Director will be able to present and promote services and solutions to potential clients including new accounts, new business opportunities at existing accounts, and new marketing opportunities with the objective of establishing long term, mutually beneficial business partnerships. Successful candidates will be self-starters, with responsibilities and talents not limited to the following:

     

    • Works closely with Senior/Executive Directors of Sales and/or Vice President of Sales and Client Services on client selection strategy, AE assignment, and account development plans.
    • Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving etc) to assigned AE’s.
    • Hires and develops diverse talent for open or new territories.
    • Assigns accounts, territories and forecasts individual territory sales goals.
    • Delivers order goals for the territory.
    • Assists sales team in developing internal and external relationships and identifying new market opportunities.
    • Conducts quarterly review of account plans.
    • Works closely with sales leaders in other Covance business units to develop joint opportunities and relationships with clients.
    • Facilitates negotiation of margin and pricing discussions both internally and externally.
    • Manages team performance and feedback providing guidance on development opportunities and action plans.
    • Monitors and controls team operating expenses.
    • Leads scheduled networking events.
    • Functions as an advisor to Account Executives, troubleshooting and resolving internal and external issues.
    • Facilitates strong internal relationships and communication with operational colleagues.
    • Identifies and executes process improvement opportunities.
    • Utilizes SFDC to manage team pipeline, forecast and analyze key sales metrics.
    • Develops AE coaching/actions plans as needed.
    • Gathers and shares market intelligence and competitive information with sales team, peers and marketing.
    • Assists with annual sales meeting planning.
    • Provides sales reports/updates to Senior Management.
    • Supports/assists in developing BU-based global MSAs and preferred provider agreements.

    Education/Qualifications

    - Bachelor’s degree in life science or business field preferred; advanced degree preferred

    - Advanced industry knowledge

    - Demonstrated client retention skills

    - Ability to manage difficult client and/or financial situations

    - Ability to differentiate Covance from competitors

    - Experience developing and executing strategic business plans

    - Ability to manage and motivate client facing teams

    - Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization

    - Extensive global collaboration experience

    - Highly consultative

    - Strong customer orientation

    - Excellent negotiation skills and demonstrated ability to influence sales decisions

    - Demonstrated ability to lead

    - Experience managing people

    Experience

    - 10+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers

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