Note: The job is a remote job and is open to candidates in USA. Labcorp is a global leader in laboratory services that uses science, data, technology, and laboratory networks to improve healthcare outcomes. The Sr. Business Development Director drives strategic sales growth, manages pharmaceutical and biotechnology client relationships, identifies new business opportunities, develops integrated solutions, and negotiates commercial agreements.
Responsibilities
- Achieve annual sales plans and revenue targets for assigned accounts through proactive sales activities and client engagement
- Develop, maintain, and expand relationships with existing and prospective clients within assigned accounts
- Develop and execute account plans for key accounts and strategic partners
- Provide weekly sales activity reports and business updates to management
- Develop and execute client call plans and sales strategies to achieve business objectives
- Follow up on leads and identify new business opportunities
- Gather and communicate market intelligence and competitive information
- Present and promote the business unit's capabilities and service offerings
- Identify and communicate cross-selling opportunities across business units
- Manage customer expectations and support customer satisfaction initiatives
- Collaborate with internal stakeholders to develop and deliver integrated client solutions
- Organize and host client visits and business meetings
- Review client quotations and provide feedback to support commercial objectives
- Utilize Salesforce (SFDC) to maintain customer information, sales activities, opportunity management, and pipeline forecasting
- Manage sales opportunities and maintain accurate revenue forecasts
- Collaborate with sales representatives and business leaders across multiple business units to identify and secure multi-service opportunities
- Support proposal development and scope discussions
- Maintain regular client contact and relationship management activities
- Participate in strategic account teams and corporate account planning initiatives
- Lead client presentations, business reviews, and commercial discussions
- Identify client needs and develop new business opportunities
- Share best practices and contribute to training and development initiatives within the sales organization
- Analyze industry trends and market conditions to identify prospective business opportunities
- Manage strategic accounts and complex sales initiatives
- Provide guidance regarding requests for proposals (RFPs), quotes, and protocol interpretation
- Develop long-term account growth strategies
- Lead negotiations for Master Service Agreements (MSAs) and preferred provider agreements
Skills
- **Bachelor's degree**
- **5 or more years** of experience selling Real World Data (RWD), Real World Evidence (RWE), RWD services, healthcare data solutions, or related offerings directly to pharmaceutical or biotechnology companies
- **5 or more years** of experience interacting with mid-level decision makers, executive-level stakeholders, or both within pharmaceutical or biotechnology organizations
- **3 or more years** of experience managing strategic accounts, complex sales opportunities, or both
- **3 or more years** of experience utilizing customer relationship management (CRM) systems for opportunity management, account management, and pipeline forecasting
- Experience negotiating commercial agreements, contracts, statements of work, Master Service Agreements (MSAs), preferred provider agreements, or similar business arrangements
- Advanced industry knowledge
- Highly consultative approach to client engagement and solution development
- Ability to identify, develop, and expand strategic client relationships
- Ability to recognize opportunities across multiple business units
- Demonstrated leadership in client-facing environments
- Ability to present effectively to executive and senior-level stakeholders
- Ability to influence cross-functional teams and stakeholders
- Ability to manage and motivate client-facing teams
- Strong financial acumen, including budgeting, financial planning, forecasting, and business performance management
- Ability to evaluate commercial opportunities and support pricing decisions
- Ability to manage challenging client, operational, or financial situations
- Strong verbal, written, and presentation skills
- Strong customer orientation and relationship management skills
- Demonstrated negotiation skills in complex client environments
- Ability to differentiate service offerings from competitive alternatives
- Demonstrated ability to acquire, grow, and retain client relationships
- Strong client retention and customer satisfaction focus
- Ability to manage strategic, domestic, regional, and transatlantic client relationships
- Approximately 35% travel required
- Approximately 50% of travel may include overnight stays
- Travel primarily to client offices, sales meetings, and other Labcorp locations
- Flexibility to participate in meetings across multiple time zones
- Occasional extended work hours may be required to support client deliverables, business needs, or client meetings
- Responsibilities may support domestic, regional, and transatlantic client portfolios
- **Master's degree**
- **3 or more years** of experience developing and executing strategic business plans
- **3 or more years** of experience supporting drug development, pharmaceutical, biotechnology, or contract research organization (CRO) environments
- **2 or more years** of experience leading global or cross-regional commercial initiatives
- Experience supporting Real World Data (RWD), Real World Evidence (RWE), clinical development, observational research, or related healthcare data solutions
Benefits
- The position is also eligible for commissions under the applicable variable compensation plan. Commissions are earned based on achievement of performance metrics under the plan.
- Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan.
- Employees regularly scheduled to work less than 20 hours, Casual, Intern, and Temporary employees are only eligible to participate in the 401(k) Plan.
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