Exec Dir Bus Development I

Job Overview:Works closely with Senior/Executive Directors of Sales and/or Vice President of Sales and Client Services on client selection strategy, AE assignment, and account development plans.Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving etc) to assigned AE’s.Hires and develops diverse talent for open or new territories.Assigns accounts, territories and forecasts individual territory sales goals.Delivers order goals for the territory.Assists sales team in developing internal and external relationships and identifying new market opportunities.Conducts quarterly review of account plans.Works closely with sales leaders in other Covance business units to develop joint opportunities and relationships with clients.Facilitates negotiation of margin and pricing discussions both internally and externally.Manages team performance and feedback providing guidance on development opportunities and action plans.Monitors and controls team operating expenses. Leads scheduled networking events.Functions as an advisor to Account Executives, troubleshooting and resolving internal and external issues.Facilitates strong internal relationships and communication with operational colleagues.Identifies and executes process improvement opportunities.Utilizes SFDC to manage team pipeline, forecast and analyze key sales metrics.Develops AE coaching/actions plans as needed.Gathers and shares market intelligence and competitive information with sales team, peers and marketing.Assists with annual sales meeting planning.Provides sales reports/updates to Senior Management.Supports/assists in developing BU-based global MSAs and preferred provider agreements.Education/Qualifications:Bachelors degree in life science or business field preferred; advanced degree preferredAdvanced industry knowledgeDemonstrated client retention skillsAbility to manage difficult client and/or financial situationsAbility to differentiate Covance from competitorsExperience developing and executing strategic business plansAbility to manage and motivate client facing teamsDemonstrated leadership experience in leading and presenting to executives and senior levels of the client organizationExtensive global collaboration experienceHighly consultativeStrong customer orientationExcellent negotiation skills and demonstrated ability to influence sales decisionsDemonstrated ability to leadExperience managing peopleExperience:10+ 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