Job Description Summary
Accountable for all business development activities for the entire Resonant Clinical Solutions portfolio, from lead generation to close in an assigned territory using a defined sales approach.
This role will be responsible to manage accounts and generate opportunities for customized kitting solutions, equipment & ancillary supply management, biorepository services, and other services that may be carried out in the future by Resonant Clinical Solutions. Business development manager will need to effectively manage assigned accounts and pursue new target customers that will allow them to achieve their assigned pipeline creation and close-win targets, while helping the organization deliver on the established annual revenue and profitability plans.
How will you make an impact & Requirement
MAJOR JOB DUTIES AND RESPONSIBILITIES
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, industry networking, cross-functional relationships and face to face meetings.
- Track close-win and pipeline creation targets and report on a monthly basis or as needed to track progress towards targets.
- Manage assigned existing accounts by regular customer meetings (Virtual & FTF) to help create new opportunities and maintain good customer relationships.
- Engage new target accounts and manage the qualification process.
- Support customer contract negotiations and liaise with legal to coordinate the negotiation process.
- Work with the customer to learn about their project needs, and liaise with the proposals teams to establish customer specific scope of work proposal.
- Manage the proposal negotiation process through completion.
- Capture opportunities in Salesforce and update regularly.
- Close and win business from both existing and new customers and business segments across all Resonant Clinical Solutions portfolio of offerings.
- Prepare, draw insight and present within key accounts at FTF Quarterly Business Review meetings to support current and future growth plans
- 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 success 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.
- Capture competitor intelligence in the market place and submit into the marketing team
- Follow establish best practice guidelines
- Travel to visit customers, host customer visits and represent the company at trade shows
- Represent the company and present a professional image to customer to supply an outstanding image and impression of the company
- Perform other duties as assigned
QUALIFICATIONS (Education/Training, Experience and Certifications)
- Bachelor’s degree or equivalent/applicable experience
- 5+ years of business development or experience where multiple people are involved in the purchasing decision and there is a customized 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 competitor or CRO industry experience and a scientific background and/or having work in a laboratory or research 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
KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)
- 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 professionally with a focus on providing solutions
- Ability to work independently, and effectively manage assigned accounts
- Ability to understand individual customer operations, and maintaining a consultative solution-based approach
- 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 and industry conferences for networking
- Excellent Microsoft Office skills (Word, Excel, etc.)
- Previous work with salesforce.com an advantage
