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Exec Dir Bus Development

Covance 5/4/2018 5:47:31 PM
JOB ID: 17229 Category: Business Development Sales
Regional, Nationwide



Job Overview

We are currently in search of an Experience d Executive Director Business Development to lead a team that generates business for Covance's Global Specimen Solutions (GSS) offering. The Business Development Director will be able to present and promote services and solutions to potential clients including new accounts, new business opportunities at existing accounts, and new marketing opportunities with the objective of establishing long term, mutually beneficial business partnerships. Successful candidates will be self-starters, with responsibilities and talents not limited to the following:

* Works closely with Senior/Executive Directors of Sales and/or Vice President of Sales on strategy, Business Development Director (BDD) assignments and account development plans.
* Manages trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving etc.) to assigned BDD'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 in identifying new market opportunities for the GSS service offering.
* 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 BDD's, 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 BDD 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 (Clinical Research, IT, Data Mgmt, Specimen Mgmt)
* - 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


- 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 selling SaaS (Software as a Service) offerings

Position Type: Full-Time

Location: Regional, NAT - Nationwide


Covance Recruiting Process

Below is a general Overview of Our Recruiting Process

If you’d like to work for us, please submit your resume/CV online. If your ability to use or access our electronic application is limited due to a disability, please visit or call 1-800-978-4473 for help.

We consider applications from everyone who is interested in a position with us and who meets the required criteria and qualifications.

If your application is selected, someone from our recruiting team will contact you to arrange an initial screen. We may carry this out over the phone or at a face-to-face meeting. You must complete the screen to be considered for the position.

Based on the results of the initial screen, we may invite you to an interview. One of our recruiting team members will contact you to arrange this. The process may involve several interviews, initially over the phone, and then face-to-face with different members of the hiring team.

Our interviews follow a behavioral-based format. This means we’ll ask you to give us information that’s specific to your professional and educational experiences.

Hiring team members will share and discuss their input and then make their decision.

If you’re the person who best meets the requirements of the position, a member of the hiring team will get in touch to make you an offer of employment. Covance is an eVerify employer (United States only).