Job Details
Labcorp (Drug Development)
Business Development Director I - Central Laboratory (New England)
Labcorp Drug Development, a global contract research organization, has worked on all of the top 50 best-selling drugs available today through its full spectrum of nonclinical, clinical and commercialization services with our clients from leading pharma and agile biotech. Our unique perspectives, built from decades of scientific expertise and precision delivery of the largest volume of drug development data in the world, along with our innovative technology solutions, help our clients identify new approaches and anticipate tomorrow’s challenges as they evolve. Together with our clients, Labcorp Drug Development transforms today’s healthcare challenges into tomorrow’s solutions.
We are a leading global life sciences company that is deeply integrated in guiding patient care, providing comprehensive clinical laboratory and end-to-end drug development services. With a mission to improve health and improve lives, LabCorp delivers world-class diagnostic solutions, brings innovative medicines to patients faster and uses technology to improve the delivery of care.
Essential Responsibilities
Responsible for selling central laboratory services, including Translational Biomarker, Vaccine Services and Genomic Testing to territory accounts.
Engages external and internal stakeholders on a range of testing services in the area of biomarkers, laboratory drug development testing, anatomic pathology and histology, companion diagnostics, Vaccine services and Genomic Testing.
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 Labcorp 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 Labcorp 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.
Education:
Bachelor’s degree in life science or business field preferred. 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 Labcorp from competitors
Strong working relationship with internal Labcorp management and site leadership
Demonstrated ability to acquire and grow client base
Experience:
2-4 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
Labcorp is proud to be an Equal Opportunity Employer:
As an EOE/AA employer, Labcorp strives for diversity and inclusion in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications of the individual and do not discriminate based upon race, religion, color, national origin, gender (including pregnancy or other medical conditions/needs), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. We encourage all to apply.
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