Sr. Business Development Mgr, Clinical Services, Avantor Clinical Services

The Opportunity:

What we’re looking for : 

Education:

• Bachelor’s degree or equivalent/applicable experience

Experience:

• 5+ years of business development or similar experience where multiple people are involved in the purchasing decision and there is a solution based selling approach

• A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach

• Business-to-business sales experience, with preference given to those with clinical trials and logistics experience and a clinical background and/or having work in a CRO, laboratory or a similar service environment

• Knowledge of effective business development approaches in the Biopharma industry is preferred

• Demonstrated capability to effectively utilize best in class selling processes and technology platforms

Qualifications:

• Excellent listening and communication skills, both verbal and written

• Excellent team interaction skills, routinely interacting with customers and internal staff

• Ability to communicate efficiently and effectively with business owners and decision makers, over the phone, through email and in person

• Ability to work in a fast-paced environment, prioritizing multiple and conflicting tasks

• Ability to handle difficult situations and interactions with a focus on providing solutions

• Ability to work independently and successfully manage time and assigned business accounts

• Ability to understand individual customer operations

• Excellent analytical skills and ability to sell strategically within an account

• Ability to carry on a business conversation with business owners and decision makers

• Demonstrates a high level of attention to detail

• Willingness to travel to customer locations as needed

• Excellent Microsoft Office skills (Word, Excel, etc.)

• Previous work with salesforce.com an advantage

How you will thrive and create an impact:

We offer a full range of clinical trial services that cover every step, from discovery to delivery. Our portfolio of custom kitting, equipment and ancillary solutions, and biorepository and archiving services stands at the ready - to serve any trial, of any size, anywhere in the world. In this role you will: 

• Create, submit for management approval, and implement a written Business Development plan. 

• Develop attractive customer propositions across the range of Clinical Services based on their current and future needs as uncovered during the sales process

• Close and win business from both existing and new customers and business segments

• Generate sales leads using multiple methods including, but not exclusively, outbound sales calls, trade show attendance and follow up, digital inbound leads, market intelligence data and knowledge, Avantor cross-functional relationships and face to face meetings

• Be responsible for the submission of commercially viable proposals and quotations that are in line with or above company growth expectations, with the support of your line manager

• Prepare, draw insight and present within key accounts at face to face Quarterly Business Reviews to support current and future growth plans

• Track and report progress against assigned objectives weekly to designated management personnel using salesforce.com or other systems/documents as needed

• Timely and consistent updating of information in salesforce.com to ensure information is never more than a week old

• Forecast monthly projected BD wins and business impact based on current pipeline analysis

• Follow up with customers post sale in order to ensure customer satisfaction and appropriately transfer to post-sale customer service and project management teams

• Build, maintain, expand and grow key customer relationships so that future growth opportunities can be closely aligned with customer requirements

• Capture and document competitive sales tactics and submit relevant expanded service and/or program ideas that could generate new areas of interest for the Clinical Services business.