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Executive Director Global Business Development, Fspx

Expired Job

Covance Princeton , NJ 08544

Posted 4 months ago

Job Overview

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.

Specialties

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.

Education/Qualifications

  • 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

  • Highly consultative

  • Strong customer orientation

  • Excellent negotiation skills and demonstrated ability to influence sales decisions

  • Demonstrated ability to lead

  • Experience managing people

Experience

  • 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

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Executive Director Global Business Development, Fspx

Expired Job

Covance