Account Director, Business Development (Central Labs) US - Boston

Overview

Field-based business development role within an assigned geographic territory, focused on acquiring and retaining high-value clients among small and mid-sized pharmaceutical companies for Central Laboratory.

What you'll do

• Own assigned territory and drive performance through well-thought territory account plans, acquiring and retaining high-value clients within the small and mid-sized pharma market
• Partner with CDSD to win joint accounts
• Develop relationships as needed to foster growth at established accounts within territory
• Develop a territory leads funnel to achieve annual sales targets and meet new client acquisition targets
• Qualify prospective clients in accordance with sales process, determine project timeframe, key contacts and funding sources
• Convert qualified leads into opportunities
• Drive awards within assigned territory to meet GCL sales targets and objectives
• Knock on doors and develop relationships with new accounts in territory leveraging standard value prop to win and grow
• Develop and implement effective client strategies to optimize sales, results and overcome competitive risks
• Provide input and oversee the proposal/opportunity process, in concert with the proposals & contracts team and Scientific Affairs team
• Act as a client advocate and provider of market and competitive information to direct and enable PPD GCL capability and process improvements and meet client capability requirements
• Represent PPD GCL at client presentations, client bid defenses, and industry conferences/events on an as-needed basis
• Partner with Scientific Affairs, Proposals and Contracts, Project Management and other key stakeholders through the organization to meet and exceed client expectations
• Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations
• Partner with Account Development to grow pipeline and leverage lead generation tools such as Salesforce.com and Global Data

What you'll need

• Bachelor's degree or equivalent and relevant formal academic / vocational qualification, or an equivalency combining appropriate education, training and/or directly related experience
• Previous experience that provides the knowledge, skills, and abilities to perform the job (comparable to 2 years)
• Intensity and hunger to win
• Ability and willingness to build from scratch with accounts
• Ability to clearly present and articulate value prop
• Pipeline management and strong organizational skills
• Must be physically based in assigned territory
• Strong interpersonal skills to build relationships, communicate and influence across all levels of the organization, and act as a liaison for internal/external customers
• Effective team leader and player
• Advanced process improvement/implementation skills
• Extensive analytical skills and data interpretation/tracking/trending skills
• Excellent verbal and written communication/interpersonal skills
• Extensive MS Office skills including Word, Excel, Visio, Access, PowerPoint
• High level of PC competence and understanding of computer logic
• Excellent business and financial acumen
• Proven executive presence

Details

• Standard work schedule, Monday to Friday
• Office environment with occasional drives to site locations
• Travel 25-50%, both domestic and international
• No management responsibility
• Frequently stationary for 6-8 hours per day; light to moderate lifting up to 15-20 lbs
• Regular and consistent attendance
• Salary range for Massachusetts: $95,000.00–$158,300.00; may be eligible for a variable annual bonus per company policy