Business Development Director- Mid-West/West Coast
Scope/Role/Description
The Business Development/Director will be responsible for driving sales through account development, client management and new customer acquisition.
As part of these objectives, the Business Development Director will generate new sales leads, negotiate contracts, shepherd deals to closure and forecast sales revenue to support Sequoia's top line revenue and profit growth. The ideal candidate is self-motivated, goal-oriented, and driven by sourcing and closing new business opportunities.
Key Responsibilities
- Accountable for developing and executing strategic territory sales plans to achieve sales growth objectives, including building and maintaining a growing pipeline/backlog of business for assigned territory. These account plans will outline a proactive strategy for further business development of strategic accounts and will be reviewed on a monthly basis to evaluate, measure and determine where adjustments may be required.
- Qualify, sell, and close deals that are cross-functional and/or multi-service through consultative sales process.
- Proactively focus on developing a strong, reliable pipeline of work and utilizing internal resources and tools to maximize this pipeline.
- Maintain up to date / accurate records, such as account profiles, individual contact details, opportunities and communications / outreach within the CRM database.
- Lead the client engagement strategy, identifying and engaging key stakeholders and subject matter experts at the right point in client discussions to ensure the successful closure of an integrated product offering. Identify and build value with key decision-makers, clearly articulating Sequoia's compelling value proposition and provide technical and administrative information on Sequoia's service offerings.
- Collaborate and coordinate with appropriate technical resources to staff opportunities and projects.
- Responsible for oversight and delivery, through support of respective teams, of proposals, bid defenses, MSAs and works orders
- Manage successful transition of new opportunities/awards to the delivery team.
Required skills and experience
- Strong communication (oral and written) skills with proven track record of selling complex, high-value solutions in the life science (biotech/pharmaceutical) space
- Experience providing strategic direction and customer insights into proposal development process and leveraging the right internal stakeholders across the enterprise to influence the right strategy and approach for bids, pricing /deal structure, etc.
- Applies an account management mindset to all assigned customer accounts and actively engages with customers creating deep relationships.
- Ability to assume additional responsibilities and take the initiative to perform the necessary analysis, and seek out opportunities to identify and solve problems.
- Ability to work on assignments in the form of objectives and establishes goals to meet objectives.
- Networks, shares knowledge, and keeps up-to-date with peers inside and outside the company.
- Solves problems in complicated situations through the application and integration of analytical skills, creativity and judgment.
- Provides imaginative, thorough and practical solutions to a wide range of difficult problems.
Experience
- Bachelor's degree required, Masters/MBA preferred
- Minimum of 5+ years managing complex clients and sales cycles in the life science industry with preference to biotechnology and pharmaceutical companies.
- Track record and expertise in account development, meeting and exceeding targets, demonstrated ability to build relationships with decision-makers at the highest levels in the client organization.
Physical Demands and Conditions
- Frequent domestic overnight travel by automobile, rail, or air - approx 50%.
- Visits a variety of customers in a variety of locations and settings.
- Must follow laboratory safety practices when working at customer sites.
- Regularly use telephone.
- Regularly walks, stands, and sits.
- Regularly works on a computer for up to 8 hours a day
- The position will work in a team environment, interacting with all related cross functional groups throughout the organization, including executive management, manufacturing operations, research and development, business development and marketing, finance, legal, and external consultants where applicable.
Additional Information
The above statements are intended to describe the general nature and level of work assigned with this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required.