The Business Development role is a territory-based position, within the company's Commercial Operations Department. The primary objective for the BDD is to consistently meet and exceed the territory's commercial target(s) for growth of project pipeline bookings. The position reports directly to the Vice President of Business Development and interacts collaboratively with other territory sales leaders and Operations Management to secure bookings/revenue targets and customer retention.
Responsibilities
The focus for this role is driving new revenues by developing and retaining clientele. Other duties include development of qualified leads, generation of qualified opportunities, account penetration, establishing customer relationships, and securing a targeted book of quarterly and annual business within the assigned territory. In support of this overall focus, the BDD is responsible for the following activities:
Calling on prospective customers to develop and close/win new business for all company BUs
Leading participation by other commercial and/or operations staff to support closing new project engagements within the territory
Leading and supporting marketing activities including networking events, trade shows, meetings of professional organizations, and other technical-promotional activities
Entering and maintaining "accurate" and "current" data in the company's CRM tool
Participating in market and commercial development planning by offering relevant, territory
information (intel) from the customer's perspective
Performing in accordance with brand and corporate ethics guidelines.
Planning and performing on target and within budget
Providing feedback and closely collaborating with Inside Sales to drive lead(s) generation and lead(s) qualification to actuate effective actions for securing territory booking targets for all BUs
Developing, educating, managing, and closing/winning opportunities via effective translation of customer needs in alignment with the company's (all BU's) services
Consistently developing opportunities with new clients (new logos)
Managing and penetrating existing Accounts to achieve customer loyalty, return business, and new business
Supporting implementation of commercial strategies for the territory
Leading the successful expansion of existing and new services within the territory
Collaborating with Operations and Commercial staff to support and continuously improve closing new project engagements
Supporting marketing content development and implementation by providing qualified information and qualified feed-back from the customer perspective
Qualifications
- Willingness and ability to influence external customers and prospective customers to purchase the Company's services
- Typical minimum 2-5 years' experience in life sciences, drug development with preference for bioanalytical mass spectrometry operations and/or CRO sales
- Prior customer service experience, preferably within the life sciences industry with preference for bioanalytical mass spectrometry operations and/or CRO sales
- Excellent interpersonal effectiveness and human interactions skills
- Demonstrated ability and willingness to influence and lead outside of hierarchical designations
- Strong understanding or willingness and ability to learn mass spectrometry, laboratory automation, and contract research organization operations as applicable to the sales process
- Strong understanding or willingness and ability to learn GxP regulatory and experimental design experience, as applicable to the sales process
- Strong orientation toward integrating the commercial and technical aspects of the company's operations
- Demonstrated ability to establish and develop long-term client relationships
- Excellent written and oral communication, as well as organizational skills
- Effective prioritization and time management skills
Critical Success Factors and Metrics
A substantial or even overwhelming portion of compensation for this role originates from commissions. Consequently, rewards including salary are strongly correlated with performance.
Metrics-based measures of performance include:
- Consistently meets or exceeds numerical objectives (primarily, the bookings targets)
- Consistently performs on time for all customer interactions (external and internal)
- Provides accurate forecasts and projections to the Senior BU Advisors and the VP of Sales
Other performance measures include ongoing career development progress and quality of sales systems such as the customer relationships management database, CRM.
Benefits offered to full-time Aliri Bioanalysis employees:
- Medical and Dental Insurance through Cigna
- $3,200 Qualified High Deductible Health Plan with an employer HSA contribution
- $1,500 PPO Copay Plan, with choice of FSA
- Dental PPO Plan
- Vision insurance through VSP
- Additional life insurance options
- Employer Paid Basic Life & Accidental Death & Dismemberment (AD&D)
- Accident and Critical Illness and hospital indemnity plan
- Health savings and Flexible spending accounts
- Bonus Plans and rewards and recognition programs
- 401K with matching
- Fitness and Warehouse Club reimbursements
Aliri Bioanalysis provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.