Manager, Account Development - Business Development

Overview

LabConnect improves lives by partnering with pharmaceutical and biotech companies, and clinical research organizations (CROs) to accelerate the development of new medicines around the world.

We are an independent, global, one-stop-shop focused on delivering Central Laboratory Services that are tailor-made, timely and flexible to meet the evolving study demands of traditional to increasingly complex trials. Additionally, we provide Functional Service Provider (FSP) Solutions, supporting our clients with scientific and technical expertise, acting as an extension of their team, coordinating all laboratory related needs, advising on strategies for lab data collection and providing end-to-end analytical and logistical solutions.


Summary
The Manager, Account Development leads a team of Account Development Specialists (Inside Sales) who prospect leads in new business markets, complete lead entry into the database, and procure new RFPs. This role manages the team who works collaboratively with Business Development Directors to supply information on prospective clients and markets. Specifically, this team is responsible for bringing unique RFP volume into the organization.

Responsibilities:
• Primary focus of the Account Development Specialist team is driving meeting generation.
◦ Prospect> lead input> outreach email/LinkedIn campaigns> setup client meetings for the outside sales team
• Using Inside Sales strategy; managing the day-to-day business including (but not limited to) pipeline development, forecasting, sales cycle management, collaboration, teamwork, and best practice sharing.
• Responsible for developing potential solutions and implementing forward looking plans that will enable sales leadership teams to deliver sales strategies, build engagement, build customer trust, and optimize sales force effectiveness and competitiveness.
• Engages and influences sales leadership teams (EBD/RBDs) to support decision making in their organizations.
• Plays an integral role on leadership team to develop implementation plans based on brand and sales strategy, customer and competitor understanding, market dynamics and competitive understanding.
• Manages interdependencies with cross matrix functions and ensures aligned execution of business strategies.
• Works closely with marketing, sales analytics, sales leadership, enterprise operations, human resources, IT, and across other sales teams and operations directors across the enterprise to identify opportunities and challenges to drive business success, ensure sales needs are being met, to proactively remove barriers to field execution.
• Establishes credibility as trusted consultant and business partner for the sales EBDs and RBDs in their aligned Regions.
• Drives performance of the Account Development Specialist teams to meet or exceed proposal volume goals for the organization.
• Demonstrate consistent exercise of independent judgment and discretion.
• Ensure that all daily, monthly, and annual reports and forecasts are completed.
• Influence and gain alignment with both external and internal key decision makers and influencers at all levels of an organization.
• Ensure the team and individual employees either meet or exceed monthly, quarterly and annual targets.
• Identify, develop and close new business using tools such as LinkedIn, to include cold calling, market research and lead sourcing.
Education and Qualifications:
• Bachelor’s degree in business or related field.
• 5+ years of progress experience in inside sales, sales management, brand marketing, sales operations, sales training, sales analytics, or project management.

Required Skills
• Strong leadership and influencing skills with senior leaders in sales.
• Demonstrated Project Management experience.
• Strong verbal and written communication/ presentation skills
• Adept problem solver who supports a test-and-learn and data driven decision making culture.
• Ability to influence and change mindsets at all levels of the organization.
• Proficient in leading the development of a narrative using data and insights to drive action, mindful of adapting messaging to audience at hand.
• Makes sound business decisions by combining several factors to achieve the best outcome for a given situation.
• Able to identify, scope, and deliver strategic projects working with stakeholders of all levels.
• Excellent communication skills, including written, oral and effective listening to communicate with all levels of the organization.
• Previous supervisory experience required.
• Demonstrated leadership experience required.
• Proficiency in Microsoft Office (Outlook, Excel, Word, Power Point).
Language Ability
Must possess the ability to re