Sr. Business Development Director - CMC

<h2≥Job Overview:</h2≥<p style="margin: 0px;"≥<span≥If you want to accelerate your career, think about possibilities that we can offer you:</span≥</p≥<p style="margin: 0px;"≥<span≥ </span≥</p≥<p style="margin: 0px;"≥<span≥We have helped the pharmaceutical industry develop more medicines worldwide than any other company, including the top 50 best-selling drugs on the market today and 100% of all Oncology drugs approved in 2016. Covance has been named among the World’s Most Innovative Companies in Forbes’ 2017 Ranking, and more than 90% of the top 20 global pharmaceutical companies are repeat customers… we can offer you not only a job, but a stable, long-term career.</span≥</p≥<p style="margin: 0px;"≥<span≥ </span≥</p≥<ul≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Develops account plans and partnerships with key accounts and strategic partners.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Develops client call cycle to achieve objectives and sales plan; Follows up on leads.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Sells the business unit’s capabilities and differentiation frameworks.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Sets and manages customer expectations.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Organizes and hosts client visits.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Uses SFDC to manage internal communication and document territory and client information as required for the business unit.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Collaborates effectively with sales executives from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Participates in proposal scope development as appropriate.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Participates in corporate teams to build relationships with key accounts.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Identifies specific client needs that can be developed into new opportunities both within the business and for other Covance business units.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Proactively shares best practices with broader sales teams and assists in Zone meeting training.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Manages strategic accounts and complex sales</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Performs quality control activities for peers and less experienced staff.</span≥</li≥<li≥<span style="font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥<span style="color: black;"≥Leads and negotiates business unit based MSA’s and preferred provider agreements.</span≥<em≥      </em≥</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥ Develops and establishes long-term account plans.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Coaches staff on interpretation of a RFP/quote/protocol.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Analyzes industry sources to identify business opportunities and leverage Covance relationships for prospective clients.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Acts as a coach and mentor to AE’s within sphere of influence.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Leads client presentations.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Maintains frequent personal contact with clients. </span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Assists in determining margins and pricing with Client Services.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Responsible for Opportunity Management and accurate pipeline forecasting.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Collaborates with companywide resources to achieve superior customer satisfaction.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Recognizes and communicates sales opportunities for other business units.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Provides comprehensive intelligence on key competitors.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Provides weekly sales activity reports to management.</span≥</li≥<li≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥Establishes nurtures and grows client relationships at the appropriate levels.</span≥</li≥</ul≥<h2≥Education/Qualifications:</h2≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Bachelors degree in life science or business field preferred</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Advanced industry knowledge</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Demonstrated client retention skills</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Ability to manage difficult client and/or financial situations</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Strong working relationship with internal Covance management and site leadership</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Ability to differentiate Covance from competitors </span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Experience developing and executing strategic business plans</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Ability to manage and motivate client facing teams</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Negotiation skills: direct face to face negotiating experience with major clients</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Extensive global collaboration experience</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Highly consultative</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Strong customer orientation</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Demonstrated ability to acquire, grow and retain clients</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Knowledge of the drug development process</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Ability to influence disparate groups and individuals</span≥</p≥<p style="margin: 0cm 0cm 0pt;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting</span≥</p≥<h2≥Experience:</h2≥<p style="margin: 0px;"≥<span style="color: black; font-size: 10pt; font-family: arial, helvetica, sans-serif;"≥- 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</span≥</p≥