Job Description

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 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 Pre-clinical oncology commercial team! We are hiring a Business Development Director to sell Pre-clinical oncology across Europe. 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 Pre-clinical oncology 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 Early Development (pre-clinical), Bioanalytical and 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 Pre-clinical oncology/Discovery 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)

Skills / 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

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

Strong preference for individual with Pre-clinical oncology/Discovery solutions selling experience

Labcorp is proud to be an Equal Opportunity Employer:

As an EOE/AA employer, Labcorp strives for diversity and inclusion 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 of the individual and do not discriminate based upon race, religion, color, national origin, gender (including pregnancy or other medical conditions/needs), 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. We encourage all to apply.

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Labcorp