We're currently in search of an experienced Executive Director of Business Development for our Functional Solution Provider (FSPx) sales team to provide consultative advice to potential and existing clients. The Executive Director will be able to lead a team of talented individuals with a blend of charisma and accountability. The Covance FSPx team of more than 4,400 employees are located across 60+ countries provides comprehensive functional services in Clinical Development, Data & Analysis, Pharmacovigilance and Medical Writing using a collaborative approach for efficient clinical trials.
Clinical Trials, Biopharma, Clinical Analytics, Recruitment, FSP/Resourcing, Oncology, Respiratory, Anti-infectives / Vaccines, Dermatology, Data Management, eClinical, Biostatistics, SAS Programming, eClinical and Clinical Monitoring.
Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving etc) to assigned AE's.
Strategic business awareness and analytical skills
Actively network in the industry to establish relationships and to identify potential opportunities
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.
Bachelor's degree in life science or business field preferred; advanced 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
Strong customer orientation
Excellent negotiation skills and demonstrated ability to influence sales decisions
Demonstrated ability to lead
Experience managing people
10+ 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
Experience either selling FSP services or managing FSP sales team