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Sr. Business Development Dir.

Covance 10/9/2018 12:18:01 PM
JOB ID: 24335 Category: Business Development Sales
Princeton, New Jersey



Job Overview

Covance global contract research organization is a leading provider of functional services clinical services and solutions in a variety of therapeutic areas with engagement models for biopharmaceutical industries. The Covance FSPx team of more than 4,000, located across 47 countries, provides comprehensive functional services in Clinical Development, Data & Analysis, Pharmacovigilance and Medical Writing using a collaborative approach for more 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.

Duties/ responsibilities

* Extensive Experience within the pharmaceutical, CRO or eClinical market selling FSP and Unit based work
* A strong network of clients in Europe or North America (depends on location of role)
* Achieves annual sales plan and sales targets for assigned accounts.
* Establishes, nurtures and grows client relationships at the appropriate levels.
* Develops account plans and partnerships with key accounts.
* Provides weekly sales activity reports to management.
* Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
* Provides general intelligence on key competitors.
* Sells the business unit's capabilities and differentiation frameworks.
* 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 Covance 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.
* Introduces and coordinates initial introductions and connections to operational teams
* Participates in corporate teams to build relationships with key accounts.
* Leads client presentations.
* Supports an established client base where appropriate.
* Ensures all post award follow-up related to the sale is expertly handled and supports the completion of all contractual documents

* A strong network of clients in Europe or North America (depends on location of role)
* Proven ability to communicate effectively with senior managers and professionals in client and sponsor organizations
* Strong presentation, sales and negotiation skills


* University Degree in life sciences or related discipline


5+ 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

Position Type: Full-Time

Location: Princeton, NJ - New Jersey


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).