Covance

Business Development Dir. II

Company
Covance
Location
Germany
Salary
Competitive
Posted
10 Apr 2021
Closes
09 May 2021
Ref
10024_63321-germany
Hours
Full Time
Contract Type
Permanent
Experience Level
Experienced (non-manager)
  • Business Development lead for the Clinical Pharmacology business unit, covering the Scandinavia and BeNeLux territory
  • Responsible for broad range of accounts encompassing small biotech all the way through to large pharma strategic accounts
  • 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.
  • 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 proposals managers.
  • 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.
Education/Qualifications:
  • Bachelors degree in life science or business field preferred
  • 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 years sales (or relevant) experience selling services directly to the pharmaceutical and biotech sector, with direct interaction with mid-level and executive level decision makers

Similar jobs

Similar jobs