Exec Dir Bus Development - Clinical
Princeton, NJ 
Posted 15 days ago
Job Description
Job Overview:
  • Works closely with Senior/Executive Directors of Sales and/or Vice President of Sales and Client Services on client selection strategy, AE assignment, and account development plans.
  • Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving etc) to assigned AE's.
  • Hires and develops diverse talent for open or new territories.
  • Assigns accounts, territories and forecasts individual territory sales goals.
  • Delivers order goals for the territory.
  • Assists sales team in developing internal and external relationships and identifying new market opportunities.
  • Conducts quarterly review of account plans.
  • Works closely with sales leaders in other Covance business units to develop joint opportunities and relationships with clients.
  • Facilitates negotiation of margin and pricing discussions both internally and externally.
  • Manages team performance and feedback providing guidance on development opportunities and action plans.
  • Monitors and controls team operating expenses.
  • Leads scheduled networking events.
  • Functions as an advisor to Account Executives, troubleshooting and resolving internal and external issues.
  • Facilitates strong internal relationships and communication with operational colleagues.
  • Identifies and executes process improvement opportunities.
  • Utilizes SFDC to manage team pipeline, forecast and analyze key sales metrics.
  • Develops AE coaching/actions plans as needed.
  • Gathers and shares market intelligence and competitive information with sales team, peers and marketing.
  • Assists with annual sales meeting planning.
  • Provides sales reports/updates to Senior Management.
  • Supports/assists in developing BU-based global MSAs and preferred provider agreements.
  • Bachelors degree in life science or business field preferred; advanced degree preferred
  • Advanced industry knowledge
  • Demonstrated client retention skills
  • Ability to manage difficult client and/or financial situations
  • Ability to differentiate Covance from competitors
  • Experience developing and executing strategic business plans
  • Ability to manage and motivate client facing teams
  • Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization
  • Extensive global collaboration experience
  • Highly consultative
  • Strong customer orientation
  • Excellent negotiation skills and demonstrated ability to influence sales decisions
  • Demonstrated ability to lead
  • Experience managing people
  • 10+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers

Covance is committed to diversity in the workplace and is an equal opportunity employer (Minority/Female/Individual with Disability/Veteran). Your confidentiality and privacy are important to us.


Job Summary
Start Date
As soon as possible
Employment Term and Type
Regular, Full Time
Required Education
Bachelor's Degree
Required Experience
10+ years
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