Director, Business Development, Perceptive Discovery

<p style="text-align:left"><b><i>What can we offer you?</i></b></p><p style="text-align:left"><i>Apart from job satisfaction, we can offer you:</i></p><p style="text-align:inherit"></p><p style="text-align:left"><b><i>YOURSELF</i></b></p><ul><li><p style="text-align:left"><i>25 days’ holiday (with the option to buy more)</i></p></li></ul><p style="text-align:inherit"></p><p style="text-align:left"><b><i>HEALTH</i></b></p><ul><li><p style="text-align:left"><i>Private Healthcare</i></p></li><li><p style="text-align:left"><i>Optional dental insurance, health assessments and health cash plans</i></p></li><li><p style="text-align:left"><i>Cycle to Work scheme</i></p></li></ul><p style="text-align:inherit"></p><p style="text-align:left"><b><i>WEALTH</i></b></p><ul><li><p style="text-align:left"><i>Company Pension Scheme, matching contributions up to 5% of salary</i></p></li><li><p style="text-align:left"><i>Life assurance</i></p></li><li><p style="text-align:left"><i>Annual staff bonus scheme</i></p></li><li><p style="text-align:left"><i>Season ticket loans</i></p></li></ul><p></p><h1><b>Job Purpose</b></h1><p></p><p>As Director, Business Development aligned with our UK Perceptive Discovery business, you&#39;ll be responsible for growing sales and profitability across a broad range of prospective clients across the pharma, biotech and clinical research sectors.</p><p></p><p>Collaborating closely with scientific and operations stakeholders across the business - as well as US Business Development colleagues, your focus will be on leveraging these relationships to maximise opportunities for on-selling with existing clients and, critically, to generate new leads as part of a strategic approach to targeting new business within the territory/specific accounts.  </p><p></p><h1><b>Key Accountabilities</b></h1><p></p><p><b>Goal Attainment</b></p><ul><li><p>Meet and exceed sales goals set by the Commercial management team on an annual basis.</p></li></ul><p></p><p><b>Territory/Account Strategy</b></p><ul><li><p>Initiate the development of sales strategies on a territory/account basis which meet the needs of the company strategic plan, consistently growing sales in specific territory/account(s).</p></li><li><p>Provide well thought out territory/account plans which ultimately contribute to the overall company understanding of the strategy to build revenue of the territory.</p></li></ul><p></p><p><b>Pipeline Management</b></p><ul><li><p>Actively engage in the creation and close management of a sales pipeline ensuring the quality and timeliness of data.</p></li><li><p>Proactively manage the pipeline ensuring the development of sufficient pipeline to deliver on sales goals.</p></li></ul><p></p><p><b>Launch new offerings</b></p><ul><li><p>In collaboration with the Strategic Marketing team introduce new products and services to clients in territory/account(s) ensuring positive outcomes against the strategic plan.</p></li><li><p>Work with internal stakeholders to execute.</p></li></ul><p></p><p><b>New Account Identification and Acquisition/Account expansion</b></p><ul><li><p>Collaborate with Lead Generation and VP BD to identify target opportunities.</p></li><li><p>Strategize on best way to approach existing as well as new client accounts.</p></li></ul><p></p><p><b>Customer engagement</b></p><ul><li><p>Ownership of proposal strategy including narrative and executive summaries.</p></li><li><p>Lead, create and execute well organized and structured bid pursuit and governance meetings, as necessary. This includes gathering all internal and external resources necessary for a successful engagement.</p></li><li><p>Building long term client relationships to gain preferred supplier status is the goal.</p></li></ul><p></p><p><b>Account Management</b></p><ul><li><p>Create strategic account plans to identify opportunities within existing territories/accounts. These plans should include the strategic corporate initiatives with the goal of continued current engagement while simultaneously identifying new opportunities to increase wallet share.</p></li></ul><p></p><h1><b>Functional Competencies (Technical knowledge/Skills)</b></h1><ul><li><p>The ability to build ‘new business’ or expand ‘existing business’ is essential</p></li><li><p>A flexible attitude with respect to work assignments and new learning</p></li><li><p>Ability to manage multiple and varied tasks with enthusiasm and prioritize workload with attention to detail</p></li><li><p>Must have the ability to work methodically in a fast-paced, time-sensitive environment</p></li><li><p>Demonstratable ability to apply critical thinking to problems and tasks</p></li><li><p>Ability to identify and implement process improvements</p></li><li><p>Proactively participates in skills improvement training and encourages their teams to participate</p></li><li><p>A self-starter and able to work under own initiative</p></li><li><p>Ability to influence and negotiate with internal/external stakeholders</p></li><li><p>High level of competence with Microsoft Office suite (especially Excel and PowerPoint) is essential</p></li><li><p>Expertise in CRM and collaboration tools with a specific emphasis on Salesforce.com</p></li><li><p>Ability to operate collaboratively within a team environment</p></li><li><p>Strong business acumen and analytical skills, with the ability to present clear and concise information</p></li><li><p>Strong understanding of developing long term high value client relationships</p></li></ul><p></p><h1><b>Experience, Education, and Certifications</b></h1><p></p><ul><li><p>Demonstrable experience in sales to relevant Life Science sectors</p></li><li><p>Specific and demonstrable success in developing a sales territory and account plans showing consistent year over year growth</p></li><li><p>Proven track record in delivering sales results against a plan</p></li><li><p>Demonstrable experience, identifying sales pipeline risks and developing mitigation plans</p></li><li><p>Preferred experience in sales and delivery roles</p></li><li><p>Bachelor&#39;s degree in a relevant scientific discipline or QBE. MBA preferred</p></li><li><p>English: Fluent</p></li></ul>