About Perceptive
Our mission is to shape the future of clinical research. With decades of experience and the brightest minds in the industry, we help the global biopharmaceutical industry bring new, advanced medical treatments to market, faster.
We seek to change the world, and with the support of our teams across the globe, we flourish together. At Perceptive, we are one team. We learn, grow and win together.
Are you ready to help change the world?
Apart from job satisfaction, we can offer you:
HEALTH:
- Medical, Dental and Vision benefits for you and your family, including Flexible Spending Accounts (FSA) and Health Savings Accounts (HSAs)
YOURSELF:
- Paid time off policy including holidays and sick time
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- Internal growth and development programs & trainings
WEALTH:
401(k) program, life & accident insurance and disability insurance
About the role
As Business Development Director, Channel Sales (BD, CS), you are responsible for growing sales and profitability from the CRO sector, with a primary focus on established accounts, with a secondary focus on new accounts. In this role, you will work closely with Lead Generation in an effort to target and strategically approach new business within those accounts. Working closely with internal stakeholders as well as with CROs directly, you will build mutually beneficial business relationships which will serve to meet specific sales goals and objectives.
Key Accountabilities:
Goal Attainment
- Meet and exceed sales goals set by the Commercial management team on an annual basis.
Sales Strategy
- Execute the Partner Program and provide mentorship of Associate Directors, in their execution of the same.
- Initiate the development of sales strategies on an account and territory basis which meet the needs of the company strategic plan, consistently growing sales in the specified sector.
- Provide well thought out account and territory plans which ultimately contribute to the overall company understanding of the territory and market sector.
Partner Enablement
- Have as many CRO partners as possible, enroll onto and complete enablement in one or more products (as enablement programs become available).
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.
- Maintain timely and accurate data in Sales Force.
New Account Identification and Acquisition
- Collaborate with Lead Generation and VP Channel Sales to identify target opportunities.
- Strategize on best way to approach existing as well as new CRO accounts.
- Create opportunities in pipeline that align with pricing and strategic initiatives.
Launch new offerings
- In collaboration with the Strategic Marketing team introduce new products and services to clients in the territory ensuring positive outcomes against the strategic plan.
- Work with internal stakeholders to execute.
Customer engagement
- Ownership of proposal strategy including narrative and executive summaries.
- Lead, create and execute well organized and structured bid defence and governance meetings, as necessary. This includes gathering all internal and external resources necessary for a successful engagement.
- Building long term CRO relationships to gain preferred supplier status is the goal.
Other
- Carry out any other reasonable duties as requested.
Skills:
- The ability to develop and strengthen existing relationships and build 'new business' is essential
- Excellent interpersonal, verbal and written communication skills
- 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
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.