Covance

Executive Director of Business Development I

Company
Covance
Location
London, United Kingdom
Salary
Competitive
Posted
19 Apr 2021
Closes
10 May 2021
Ref
10024_62203-london
Hours
Full Time
Contract Type
Permanent
Experience Level
Experienced (non-manager)

• 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: Recommended:
  • Bachelors degree in life science or business field preferred; advance degree preferred
  • Advanced industry knowledge
  • Demonstrated client retention skills
  • Ability to manage difficult client and/or financial situations
  • Ability to differentiate Covance from competitors
  • Experience developing and executing strategic business plans
  • Ability to manage and motivate client facing teams
  • Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization
  • Extensive global collaboration experience
  • Highly consultative
  • Strong customer orientation
  • Excellent negotiation skills and demonstrated ability to influence sales decisions
  • Demonstrated ability to lead
  • Experience managing people


Experience:
Required:

10+ years sales (or relevant) experience selling services directly to medical device and diagnostics clients with direct interaction with mid-level and executive level decision makers

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