Description:
As a Business Development Manager (BDM) in Lab Services, you will play a strategic role in expanding our services within Laboratory Services verticals. Your mission will be to identify and secure new business opportunities, develop account strategies, and provide a consultative approach to meet client needs. You will work closely with technical teams and corporate functions to scope solutions and ensure project and account health. Your goal will be to drive revenue growth by nurturing existing relationships and forging new ones, ensuring alignment with our strategic focus.
Essential Functions
- Identify new Clinical and/or Lab Services opportunities within target accounts aligned to Actalent’s Services strategic focus
- Provide subject-matter-expertise by understanding competitive landscape in scientific services for pharmaceutical and biotechnology companies.
- Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain
- Partner with Actalent’s technical lab and/or clinical practice teams to provide analysis, scoping and solutioning to ensure appropriate business targets are defined to sustain growth and health within Life Science verticals.
- Partner internally with Actalent selling partners to meet strategic needs and vision of national clients
- Engage corporate functions (i.e. Legal, Finance, Marketing, Professional Development, Talent Acquisition) to ensure appropriate functioning in large-account setup including contractual agreements, processes, systems, and regulatory requirements.
- Report and effectively manage account plans and perform root cause analysis to address gaps between performance or evolving account strategy as necessary.
- Continuously build effective relationships with Actalent operations and local sales support to align all new business needs to the strategy and needs of a national client
- Achieve growth goals by upselling/expanding current account relationships and winning new accounts
- Consistently interface with customers to build relationships with executive sponsors and key decision makers.
- Strong business acumen to navigate sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.
- Facilitate effective partnership between Actalent Service pillars (Strategic Client Development, Solutions, Delivery, Finance and Talent Acquisition) to maximize opportunities and efficiency acquiring new business.
- Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources) to ensure compliance and appropriate functioning in large account set-up including contractual requirements and regulatory requirements.
REFCR2023
Hard Skills
- 10+ years of sales/business development experience
- Experience in validation/quality assurance solutions
- Proficiency in Salesforce and Microsoft Office suite
Soft Skills
- Excellent communication and presentation skills
- Strong business acumen
- Ability to collaborate effectively with internal teams
- Proven relationship-building skills with executive stakeholders