Business Relationship Director- Precision Oncology and Specialty (West Coast)

Labcorp is currently seeking an experienced Business Development Director - Precision Oncology and Specialty - to join our Central Labs team on the West Coast. This represents an exciting opportunity for the right person to join a very successful team. The Business Development Director will be tasked with generating business from leading pharmaceutical companies with the support and extensive portfolio of capabilities within Labcorp Central labs and LabCorp specialty labs.

The successful candidate will work with cutting edge, technical and analytical capabilities whilst enabling and facilitating discussions internally and externally with key scientists and decision makers in our industry.

Primary Job Duties:

• Responsible for selling highly scientific Precision Oncology and Specialty to targeted accounts.
• Engage external and internal stakeholders on a range of scientific testing services in the area of oncology precision medicine, biomarkers, anatomic pathology and histology, flow cytometry, vaccine services, genomic testing and companion diagnostics.
• Initiate/participate in proposal scope development.
• Establish, nurture and grow client relationships at the appropriate levels.
• Achieve annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts.
• Develop specific account plans and strategies to gain business in assigned accounts in collaboration and partnership with other Labcorp team members.
• Master technical and market knowledge related to biomarker driven oncology drug development, including the competitive landscape, industry practices and trends, including marketplace strategies and tactics
• Develop client call cycle to achieve objectives and sales plan; Follows up on leads.
• Sell the business unit's capabilities and differentiation frameworks.
• Recognize and communicate sales opportunities for other business units.
• Ability to develop new and existing business through all stages of the drug development continuum, from early development and biomarker discovery, clinical development and through peri- and post-approval; including experience with CDx and IVD co-development.
• Set and manage customer expectations.
• Collaborate with companywide resources to achieve superior customer satisfaction.
• Evaluate quotations and provide inputs to ensure client and company requirements are met.
• Use 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.
• Collaborate effectively with other Labcorp sales executives from other units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Lead client presentations.
• Develop partnerships with key accounts and strategic partners

• Strong scientific background: Bachelor's Degree required, PhD preferred in life sciences
• 5+ years of successful sales in oncology (diagnostics or pharma) with a deep understanding of tumor profiling, oncology practices, pathology practices and strong prospecting skills
• 5+ years of commercial expertise, ideally in Laboratory, CRO or other Life Sciences environment
• Industry experience in molecular biology, genomics, molecular diagnostics with NGS (Next Generation Sequencing) technology experience required
• Deep domain expertise of biomarker driven drug discovery and development, including clinical research, clinical development and IVD/CDx development
• Excellent knowledge of oncology, hematology, chemotherapeutics, immunoncology and targeted agent
• Advanced industry knowledge
• Demonstrated client retention skills
• Ability to manage difficult client and/or financial situations
• Ability to manage and motivate client facing teams
• Negotiation skills: direct face to face negotiating experience with major clients
• Strong customer orientation
• Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting
• Excellent understanding of the drug development continuum.
• Strong team player: ability to work very closely with colleagues, share leads and form highly effective collaborations.
• Highly developed interpersonal skills, ability to form strong and effective relationships internally and externally
• Experience of presenting to executives and/or senior levels within a client organization
• Able to work autonomously and effectively, managing your own priorities in conjunction with those of your colleagues and your clients
• Ability to travel, up to 50% of the time throughout the West Coast.