Job Title: Business Development Manager - Lab Services

Job Description

The Business Development Manager is a strategic sales leader responsible for acquiring new business within assigned verticals and segments. This role involves providing consultative services by understanding and communicating services capabilities, developing account strategies, and forecasting business opportunities. Success requires a goal-oriented individual with proven experience in laboratory services, accountable for revenue generation and growth in national accounts.

Responsibilities

• Identify new lab services opportunities within target accounts aligned with strategic focus.
• Provide subject-matter expertise by understanding the competitive landscape in laboratory services for life sciences, food & beverage, and chemical companies.
• Utilize consultative selling techniques to increase deal size and elevate deals within the services value chain.
• Collaborate with technical teams to define business targets for sustained growth and project health.
• Engage with internal selling partners to meet strategic needs and vision of national clients.
• Coordinate with corporate functions including legal, finance, marketing, and talent acquisition to ensure smooth functioning in large-account setup.
• Perform root cause analysis to address performance gaps or evolving account strategies.
• Build effective relationships with operations and local sales support to align business needs with national client strategies.
• Achieve growth goals by upselling/expanding current account relationships and winning new accounts.
• Interface consistently with customers to build relationships with executive sponsors and key decision makers.
• Navigate sales processes including RFXs, presentations, contracts, negotiations, and communications.
• Facilitate partnerships between service pillars to maximize opportunities and efficiency in acquiring new business.
• Ensure compliance with contractual and regulatory requirements in large account setups.

Essential Skills

• Minimum 10 years of sales/business development experience managing customer portfolios.
• Minimum 5 years of sales experience in laboratory services with proven success in developing outsourced technical projects.
• Proven experience selling lab service offerings; experience in validation/quality assurance solutions preferred.
• Ability to collaborate with internal partners and subject-matter experts to close prospective deals.
• Excellent communication skills with the ability to present to executive stakeholders.
• Ability to identify customer goals and pain points and align solutions accordingly.
• Proficient in sales/CRM systems; prior experience with Salesforce preferred.
• Bachelor’s Degree required.
• Ability to travel regionally and nationally as required, up to 50%.
• Proficient with Microsoft Office suite.

Additional Skills & Qualifications

• Biotechnology and/or pharmaceutical professional services sales experience.
• Proven success in initiating, cultivating, and managing large accounts (Fortune 500+).
• Strong collaboration skills with the ability to drive deals to a close.
• Demonstrates high levels of personal character and integrity.
• Team player who collaborates effectively and builds excitement around the organization.
• Goal-oriented individual with proven results in the staffing or professional services industry.
• Willingness to travel nationally.

*REFCR2023