We're on a mission to change the future of
clinical research. At Perceptive, we help the
biopharmaceutical industry bring medical
treatments to the market, faster.
Our mission is to change the world
but to do this, we need people like you.
What can we offer you?
Apart from job satisfaction, we can offer you:
YOURSELF
• 25 days' holiday (with the option to buy more)
HEALTH
• Health Cash Plan
• Optional private health, dental insurance, and health screens
• Cycle to work scheme
WEALTH
• Generous pension scheme with up to 10% employer contribution
• Life assurance
• Season ticket loan
About the role
As Business Development Director (BDD) you are responsible for growing sales and profitability with a focus on CRO's in Europe. As BDD, you will work closely with Lead Generation to target and strategically approach new business. Working closely with internal stakeholders as well as with clients directly you will also build mutually beneficial business relationships to meet commercial goals and objectives.
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Key Accountabilities:
Goal Attainment
- Meet and exceed sales goals set by the Commercial management team on an annual basis.
Territory/Account Strategy
- Initiate the development of sales strategies on a territory/account basis which meet the needs of the company strategic plan, consistently growing sales in specific territory/account(s).
- Provide well thought out territory/account plans which ultimately contribute to the overall company understanding of the strategy to build revenue of the territory.
Pipeline Management
- Actively engage in the creation and close management of a sales pipeline ensuring the quality and timeliness of data.
- Proactively manage the pipeline ensuring the development of sufficient pipeline to deliver on sales goals.
Launch new offerings
- In collaboration with the Strategic Marketing team introduce new products and services to clients in territory/account(s) ensuring positive outcomes against the strategic plan.
- Work with internal stakeholders to execute.
New Account Identification and Acquisition/Account expansion
- Collaborate with Lead Generation and VP BD to identify target opportunities.
- Strategize on best way to approach existing as well as new client accounts.
Customer engagement
- Ownership of proposal strategy including narrative and executive summaries.
- Lead, create and execute well organized and structured bid pursuit and governance meetings, as necessary. This includes gathering all internal and external resources necessary for a successful engagement.
- Building long term client relationships to gain preferred supplier status is the goal.
Account Management
- Create strategic account plans to identify opportunities within existing territories/accounts. These plans should include the strategic corporate initiatives with the goal of continued current engagement while simultaneously identifying new opportunities to increase wallet share.
Other
- Carryout any other reasonable duties as requested.
Skills:
- The ability to build 'new business' or expand 'existing business' is essential
- A flexible attitude with respect to work assignments and new learning
- Ability to manage multiple and varied tasks with enthusiasm and prioritize workload with attention to detail
- Must have the ability to work methodically in a fast-paced, time-sensitive environment
- Demonstratable ability to apply critical thinking to problems and tasks
- Ability to identify and implement process improvements
- Proactively participates in skills improvement training and encourages their teams to participate
- A self-starter and able to work under own initiative
- Ability to influence and negotiate with internal/external stakeholders
- High level of competence with Microsoft Office suite (especially Excel and PowerPoint) is essential
- Expertise in CRM and collaboration tools with a specific emphasis on Salesforce.com
- Ability to operate collaboratively within a team environment
- Strong business acumen and analytical skills, with the ability to present clear and concise information
- Strong understanding of developing long term high value client relationships
Knowledge and Experience:
- Demonstrable relevant experience in sales to Life Science companies
- Specific and demonstrable success in developing a sales territory and account plans showing consistent year over year growth
- Proven track record in delivering sales results against a plan
- Demonstrable experience, identifying sales pipeline risks and developing mitigation plans
- Preferred experience in sales and delivery roles
Education:
- Bachelor's degree in business, marketing, physical sciences, or related field. MBA preferred
- English: Fluent
Come as you are.
We're proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, colour, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.