Business Development Manager

Description:

The Business Development Manager (BDM) is responsible for hunting new business within the vertical and segments assigned, along with bringing an effective services approach to our clients by understanding and selling Actalent’s services capabilities. The BDM will develop an account strategy and quarterly game plan for their target clients, outlining and communicating specific activities, as well as forecasting new business opportunities. The BDM will be a goal-oriented "hunter" who has demonstrated proven results in contract business and/or service industry and is accountable for revenue generation and growth of the net new business to Actalent on large national accounts.

Essential Functions

• Forecast target account new business by building a game plan with key clients that includes understanding the trends, competitive landscape, and client business needs.

• Focus areas are Medical Device and Diagnostic companies with Clinical Operations, Auditing, Quality, and Medical Affairs business opportunities

• Qualify high value and high potential business to pull into pipeline aligned to core capabilities.

• Develops, drives, and owns target account strategy and can speak to and sell all lines of business with Actalent portfolio.

• Report on the effectiveness and outcomes of the account plan by performing root cause analysis when there is a gap between performance and potential and/or goal, evolving the account strategy as necessary, and communicating the account status.

• Provide subject matter expertise in the vertical industry to target and win new business in the assigned account(s) as well as possibly support other similar account expansions.

• Partner with our Technical Practices Team to drive solutions and opportunities

• Partner with Actalent regional operations and another national account vertical leadership by providing analysis to ensure appropriate targets are defined to sustain the growth and health of the respective vertical

• Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources, etc.) to ensure appropriate functioning in large account set-ups including contractual requirements, processes, systems, regulatory requirements, etc.

• Upsells within current accounts by hunting and selling additional lines of business and recruiting methods to satisfy clients' full needs.

• Develop and execute specific activities designed to achieve the company's target annual growth projections.

• Build effective relationships with operations and the field to pair all local business needs with the strategic needs and vision of a national client.

• Build effective relationships with the local sales organization and counterparts across the operating companies to capitalize on the potential of the national sales program

• Build effective relationships at multiple levels of the client organization to leverage the sales strategy and expand the relationship

• Must be skilled in the Actalent large account sales process as well as a consultative approach to sales and relationship management with the ability to effectively align customer goals with differentiated Actalent solutions.

Additional Skills & Qualifications:

• Clinical Services sales experience

• Strong collaboration skills along with the ability to drive deals to a close

• Prefer to have proven successful and experienced in initiating, cultivating, and managing large accounts (Fortune 500+)

• Demonstrate competence with the Microsoft Office suite of products

• Strong usage of Salesforce / Connected

• Strong ability to follow sales systems, documentation, and organization skills

• Must be high-energy and a self-starter

• Demonstrates the highest levels of personal character and integrity

• Team player who works well with others, collaborates and can build excitement around the organization

• Proven ability to effectively align customer goals with company solution offerings

• Person will be a goal-oriented individual who can demonstrate proven results in the staffing or professional services industry

• Must be willing and open to traveling nationally