Business Development Director II, Antibody Reagents & Vaccines Services

Recognized as one of Forbes 2024 “America's Best Large Employers” and named to the Forbes 2024 "Best Employers for Diversity", Labcorp is seeking to hire Business Development Director II, Early Drug Development, focused on Antibody Reagents and Vaccines Services.

Labcorp is a global leader in laboratory testing and has worked on all the top 50 best-selling drugs available today with our clients from leading pharma and biotech. Together with our clients, Labcorp transforms today’s healthcare challenges into tomorrow’s solutions.

This field-based role will focus on the Antibody Reagents and Vaccines division within the pharmaceutical and emerging biotech market segments.

The ideal candidate would reside in PA, NJ, MD, VA, NC, GA, or FL.

Job Responsibilities:

• Sells vaccine discovery and development services, such as:

  • In vitro capabilities included in these services - ELISA, neutralization assays, HAI, ELISpot, etc.

  • In vivo capabilities included in these services - Immunogenicity studies and Efficacy/challenge in custom-developed or standard research models

• Sells of Custom Antibody Reagents, both Critical and Tool Reagents. Supporting both Monoclonal and Polyclonal Antibody Production services.

• Engages external and internal stakeholders on a range of scientific testing services in laboratory drug development testing, anatomic pathology and histology, antibody reagents and vaccine services, etc.

• Achieves annual sales plan and sales targets for assigned accounts.

• Establishes nurtures and grows client relationships at the appropriate levels.

• Develops account plans and strategies to gain business in assigned accounts in collaboration and partnership with other Labcorp team members.

• 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 Salesforce.com 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 Labcorp 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.

• Participates in corporate teams to build relationships with key accounts.

• Leads client presentations.

• Supports an established client base where appropriate.

Education/Qualifications: 

• Bachelor’s degree in the life sciences field, required. Master’s degree in the life sciences, biology, or science-related field, preferred.

• Advanced industry knowledge.

• Demonstrated client retention skills.

• Ability to manage difficult client and/or financial situations.

• Ability to differentiate Labcorp from competitors.

• Strong working relationship with internal Labcorp management and site leadership.

• Demonstrated ability to acquire and grow client base.

Experience: 

• 4-5 years’ sales (or relevant) experience selling services directly to the pharmaceutical and biotech segments with direct interaction with mid-level and executive level decision makers.

• Demonstrated client retention skills and strong knowledge of client engagement techniques.

• Effectively leverages market/industry knowledge to identify opportunities to grow sales.

• Shows a good to moderate understanding of the regulatory environment and standards of the segment to which they are applying.

• Knowledge and understanding of Preclinical/Nonclinical Antibody Reagents and Vaccines services, strongly preferred.

Application Window: Application window will close on August 17, 202