Job Detail

Job Overview:

COVANCE is a leading global drug development services company and we provide support to the Pharmaceutical and Biotechnology industries. You can make a difference by helping to deliver life-saving and life-enhancing medicines to people around the world. Our commitment to this mission has resulted in Covance’s impressive history of company stability and growth. We’ve achieved these results by fostering a work environment that encourages, develops and leverages our team’s capabilities. This is your chance to become part of a team that helps to bring miracle of medicine to market sooner.

ABOUT THE ROLE:

• 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 Covance 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 Covance business units.


• Acts as a coach and mentor to AE’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 Covance 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:

• Bachelor’s degree in life sciences.  Advanced scientific degree preferred


• Advanced 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 Covance 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

Experience:

Minimum Required:

• 4-5 years sales (or relevant) experience selling services directly to the pharmaceutical and biotech sectors with direct interaction with mid-level and executive level decision makers