Covance

  • Sr. Business Development Dir.

    Job Location(s) DE-Munich | FR-Paris | UK-Maidenhead
    Job Number
    2018-24241
    Job Category
    Business Development/Sales
    Position Type
    Full-Time
  • Job Overview

    Covance global contract research organization is a leading provider of functional services clinical services and solutions in a variety of therapeutic areas with engagement models for biopharmaceutical industries. The Covance FSPx team of more than 4,000, located across 47 countries, provides comprehensive functional services in Clinical Development, Data & Analysis, Pharmacovigilance and Medical Writing using a collaborative approach for more efficient clinical trials. 

    Specialties

    Clinical Trials, Biopharma, Clinical Analytics, Recruitment, FSP/Resourcing, Oncology, Respiratory, Anti-infectives / Vaccines, Dermatology, Data Management, eClinical, Biostatistics, SAS Programming, eClinical and Clinical Monitoring.

    Duties/ responsibilities

    • Extensive experience within the pharmaceutical, CRO or eClinical market selling FSP and Unit based work
    • A strong network of clients in Europe or North America (depends on location of role)
    • Achieves annual sales plan and sales targets for assigned accounts.
    • Establishes, nurtures and grows client relationships at the appropriate levels.
    • Develops account plans and partnerships with key accounts.
    • 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.
    • 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.
    • Introduces and coordinates initial introductions and connections to operational teams
    • Participates in corporate teams to build relationships with key accounts.
    • Leads client presentations.
    • Supports an established client base where appropriate.
    • Ensures all post award follow-up related to the sale is expertly handled and supports the completion of all contractual documents
    • A strong network of clients in Europe or North America (depends on location of role)
    • Proven ability to communicate effectively with senior managers and professionals in client and sponsor organizations
    • Strong presentation, sales and negotiation skills 

    Education / Qualifications

    • University Degree in life sciences or related discipline

    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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