Labcorp Drug Development Job - 39282210 | CareerArc
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Company: Labcorp Drug Development
Location: Princeton, NJ
Career Level: Mid-Senior Level
Industries: Healthcare, Pharmaceutical, Biotech


Job Overview:

Labcorp Market Access, a leading provider of Patient Support Solutions, is seeking an experienced Business Development Director. Ideally, this individual will have experience selling or operating patient support services (reimbursement hub, PAP, co-pay, adherence, etc.) to/for large, mid and emerging pharmaceutical clients.


  • Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts.
  • Establishes nurtures and grows client relationships at the appropriate levels.
  • Develops account plans and partnerships with key accounts and strategic partners.
  • Provides weekly sales activity reports to management.
  • Develops client call cycle to achieve objectives and sales plan; Follows up on leads.
  • Provides comprehensive intelligence on key competitors.
  • Sells the business unit's capabilities and differentiation frameworks.
  • Recognizes and communicates sales opportunities for other business units.
  • 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 SFDC 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.
  • Identifies specific client needs that can be developed into new opportunities both within the business and for other Labcorp business units.
  • Acts as a coach and mentor to BDD's within sphere of influence.
  • Proactively shares best practices with broader sales teams and assists in Zone meeting training.
  • Analyzes industry sources to identify business opportunities and leverage Labcorp relationships for prospective clients.
  • Manages strategic accounts and complex sales
  • Coaches staff on interpretation of a RFP/quote/protocol.
  • Performs quality control activities for peers and less experienced staff.
  • Develops and establishes long-term account plans.
  • Leads and negotiates business unit based MSA's and preferred provider agreements.
Education/Qualifications: Recommended:

- Bachelors degree in life science or business field preferred

- Advanced market access industry knowledge

- Demonstrated client retention skills

- Ability to manage difficult client and/or financial situations

- Strong working relationship with internal Covance management and site leadership

- Ability to differentiate Labcorp Drug Development from competitors

- Experience developing and executing strategic business plans

- Ability to manage and motivate client facing teams

- Negotiation skills: direct face to face negotiating experience with major clients

- 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

- Demonstrated ability to acquire, grow and retain clients

- Knowledge of the drug development process

- Ability to influence disparate groups and individuals

- Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting


- 5+ 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. Strong preference for individual with market access/patient support solutions selling experience

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