Senior Business Development Director, Early Development

Labcorp, a leading global contract research organization is recognized as one of Forbes 2022 World’s Best Employers and named to Fast Company magazine’s list of 2021 Most Innovative Companies. We have worked on all of the top 50 best-selling drugs available today through our full spectrum of nonclinical, clinical and commercialization services with our clients from leading pharma and agile biotech. Our unique perspectives, built from decades of scientific expertise and precision delivery of the largest volume of drug development data in the world, along with our innovative technology solutions, help our clients identify new approaches and anticipate tomorrow’s challenges as they evolve. Together with our clients, Labcorp transforms today’s healthcare challenges into tomorrow’s solutions.

Our Opportunity

Come join Labcorp’s industry leading Early Development commercial team! We are hiring a Business Development Director to sell Early Development Nonclinical Services within Belgium, Netherlands and Luxemburg (BeNeLux). Within your assigned territory you will be responsible for the development of new relationships with potential clients, nurturing these relationships and understand their requirements in relation to all Early Development solutions.  You will also be responsible for carrying out all activities required to ensure a pipeline of orders and client base in line with agreed overall business and personal targets.  As the successful candidate, you will be tasked with generating a broad opportunity pipeline by initiating conversations and nurturing relationships with clients. You will also work closely with our Global Central Laboratory BDDs to drive strategic opportunities into further phases of research and in doing so grow our market share.   

We are seeking a motivated, self-starter who is both competitive and collaborative. As well, the successful candidate will have highly developed interpersonal and communication skills.

This position is home based, and we offer a flexible approach to enable a good work/life balance.

In addition, the ideal candidate should be able to offer:

Essential Responsibilities

• Responsible for selling highly scientific service capabilities to small, mid and large pharma/biotech accounts

• Engages external and internal stakeholders on a range of scientific services in the area of toxicology

• Have a good understanding of pharmaceutical/biotechnology industries and the drug development process, coupled with an in depth knowledge of the outsourcing market for Early Development services

• Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing 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 Labcorp team members

• Provides sales activity reports to management

• Develops client call cycle to achieve objectives and sales plan; Follows up on leads

• Provides comprehensive 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 Labcorp 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

• Identifies specific client needs that can be developed into new opportunities both within the business and for other Labcorp business units

• Acts as a coach and mentor to BDD’s within sphere of influence

• Proactively shares best practices with broader sales teams and assists in Zone meeting training

• Analyzes industry sources to identify business opportunities and leverage Labcorp relationships for prospective clients

• Coaches staff on interpretation of a RFP/quote/protocol

• Develops and establishes long-term account plans

• Leads and negotiates business unit based MSA’s and preferred provider agreements

• Experience developing and executing strategic business plans

• Negotiation skills: direct face to face negotiating experience with major clients

• Highly consultative

• Strong customer orientation

• Demonstrated ability to acquire, grow and retain clients

• Knowledge of the drug development process

• Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting

Education/Qualifications:

• Bachelor’s degree in the life science or business field (required)

• Understanding of Nonclinical drug development

• Advanced industry knowledge

• Demonstrated client retention skills

• Ability to manage difficult client and/or financial situations

• Ability to differentiate Labcorp from competitors

• Strong working relationship with internal Labcorp management and site leadership

• Demonstrated ability to acquire and grow client base

Experience:

• Sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers

• Strong preference for individual with Early Development Nonclinical solutions selling experience

Labcorp is proud to be an Equal Opportunity Employer:

Labcorp strives for inclusion and belonging in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications and merit of the individual. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. Additionally, all qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law. 

We encourage all to apply

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