Covance

  • Sr. Business Development Dir.

    Job Location(s) CN-Beijing | CN-Shanghai
    Job Number
    2019-36591
    Job Category
    Business Development/Sales
    Position Type
    Full-Time
  • Job Overview

     

    • Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts.
    • Establishes nurtures and grows client relationships at the appropriate levels.
    • Develops account plans and partnerships with key accounts and strategic partners.
    • Provides weekly sales activity reports to management.
    • Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
    • Provides comprehensive 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 company wide 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 Business Development Directors from other Covance units to bring potential opportunities to their attention and to identify and win enterprise projects.
    • Assists in determining margins and pricing with Enterprise Client Solutions team.
    • 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.
    • Identifies specific client needs that can be developed into new opportunities both within the business and for other Covance business units.
    • Acts as a coach and mentor to other BDD's within sphere of influence.
    • Proactively shares best practices with broader sales teams and assists in Zone meeting training.
    • Analyzes industry sources to identify business opportunities and leverage Covance relationships for prospective clients.
    • Manages strategic accounts and complex sales staff on interpretation of a RFP/quote/protocol
    - Performs quality control activities for peers and less experienced staff

    Education/Qualifications

    Required:
    - Bachelors degree in life science or business field preferred
    - 50-70% travel
    - Advanced industry knowledge
    - Demonstrated client retention skills
    - Ability to manage difficult client and/or financial situations
    - Strong working relationship with internal management/operations and site leadership
    - Ability to differentiate from competitors
    - Experience developing and executing strategic business plans
    - Ability to manage and motivate client facing teams
    - Negotiation skills: direct face to face negotiating experience with major clients
    - 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
    - Demonstrated ability to acquire, grow and retain clients

    Experience

    - 5+ 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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