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Business Development Dir. II

Ockham San Diego, CA

Employment Type

: Full-Time

Industry

: Miscellaneous


Job Overview: * Responsible for selling highly scientific Translational Biomarker and Diagnostic Services, Vaccine Services and Genomic Testing to targeted accounts. * Engages external and internal stakeholders on a range of scientific 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 Covance 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 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. * Participates in corporate teams to build relationships with key accounts. * Leads client presentations. * Supports an established client base where appropriate. Education/Qualifications: * Bachelor's degree in life science or business field required. 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 Covance from competitors * Strong working relationship with internal Covance management and site leadership * Demonstrated ability to acquire and grow client base Experience: * 4-5 year's 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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