Business Development Manager

Company Description

SGS is the world’s leading Inspection, Verification, Testing and Certification company, with over 98,000 employees in 2,650 locations around the world. We deliver solutions to a wide range of key sectors and industries in Ireland; our solutions support Government agencies and enterprises in dynamic sectors such as Transport, Trade and Life Sciences, to help organisations and consumers to stay compliant and safe.

Established in 1998, ISL is a centre of excellence for all aspects of pharmaceutical testing including method development & transfer, reference standard testing, stability management and QC Release & Stability testing. ISLs’ main focus is to ensure the safety of the medicine, for the millions of patients who take the products we test. This is achieved through a strong quality focus and an excellent Health Authority audit history and reputation. ISL has a dynamic team culture, committed to employee development. Since April 2021, ISL has transitioned from a service laboratory within a large Pharma company, to an independent laboratory as part of the SGS network., with multiple customers. ISL is part of the broader SGS Health Sciences network, which includes Quay Pharma a CDMO in England, SGS Vitrology a Biosafety Lab in Scotland and many other facilities within and outside Europe

Job Description

Main Purpose of Role

Develop Health Sciences services and business development strategy for SGS International Service Laboratory, Cork, Ireland and other related SGS Drug Development Operations. Develop market knowledge and effective network within pharma research, development and commercialization sectors. Sell Health Science Drug Development Services of the SGS Laboratory network within Ireland, with a focus on new business sales in GMP Analytical Services and Contract Formulation Development and Manufacturing. Work with Commercial Operations to develop lead creation activities within target market. Support Strategic Account Development Initiatives within the Region, leading key accounts as required. This role reports to the ISL Client Services Manager, with a dotted line to  Regional Head of Business Development

• Develop market knowledge and effective network within region of pharma and biopharma research, development and commercialisation sectors
• To sell Health Science Drug Development Services of the SGS Laboratory network within assigned region
• To enhance worldwide revenue, profit and market share within Sector through both existing and new business, with proactive focus on value-added solutions and services.
• Support Strategic Account Development Initiatives within the Region
• Lead focus/key account initiatives within Region
• Provide Market Analysis and competitive intelligence to support corporate development activities.

Key Accountabilities

• Acquire new business for ISL within territory and identify cross selling opportunities for adjacent SGS businesses, with particular focus on Irish and UK based operations.
• Maintain a current knowledge of service capabilities of ISL, the Drug Development Network
• Maintain relationship network of stakeholder throughout the SGS Health Sciences Organization
• Develop regional sales strategy to achieve defined sales targets.
• Develop and prioritize a list of target accounts for specific service sales
• Plan and execute account development strategies for key accounts
• Support regional promotional marketing plan for region with Marketing function to support selling activity
• Work effectively with commercial operations and service delivery teams within network to develop accurate and timely quotations and proposals to target
• Actively follow up on all proposals and conduct client presentations whenever required.
• Record results of all activities on an on-going basis into relevant information management systems (e.g. CRM)
• Assume regional responsibility for strategic accounts as assigned. Facilitate appropriate contractual negotiations with these accounts.
• Ensure proposals, quotations and contracts are renewed or amended as necessary
• Ensure appropriate project handover to client delivery teams as required

Qualifications

• Experience in selling Life Sciences services and solutions to bio/pharmaceutical  clients in a fast paced, dynamic organisation
• Knowledge of GMP analytical testing and the drug Development and Commercialisation process
• Experience in a Contract Services Organization (CSO/CRO/CDMO) an advantage
• Demonstrated ability in prospecting and experienced accessing new accounts/business opportunities
• Highly committed to achieving time frame previously defined and agreed with customer.
• Precise and accurate when coordinating prop