Business Development Manager
Casa Meta, Lda
full-time
Posted on:
Location: North Carolina • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
SFDC
About the role
- Accountable for all business development activities for the entire Resonant Clinical Solutions portfolio, from lead generation to close in an assigned territory using a defined sales approach.
- This role will be responsible to manage accounts and generate opportunities for customized kitting solutions, equipment & ancillary supply management, biorepository services, and other services that may be carried out in the future by Resonant Clinical Solutions.
- Business development manager will need to effectively manage assigned accounts and pursue new target customers that will allow them to achieve their assigned pipeline creation and close-win targets, while helping the organization deliver on the established annual revenue and profitability plans.
- Generate sales leads using multiple methods including, but not exclusively, outbound sales calls, trade show attendance and follow up, digital inbound leads, market intelligence data and knowledge, industry networking, cross-functional relationships and face to face meetings.
- Track close-win and pipeline creation targets and report on a monthly basis or as needed to track progress towards targets.
- Manage assigned existing accounts by regular customer meetings (Virtual & FTF) to help create new opportunities and maintain good customer relationships.
- Engage new target accounts and manage the qualification process.
- Support customer contract negotiations and liaise with legal to coordinate the negotiation process.
- Work with the customer to learn about their project needs, and liaise with the proposals teams to establish customer specific scope of work proposal.
- Manage the proposal negotiation process through completion.
- Capture opportunities in Salesforce and update regularly.
- Close and win business from both existing and new customers and business segments across all Resonant Clinical Solutions portfolio of offerings.
- Prepare, draw insight and present within key accounts at FTF Quarterly Business Review meetings to support current and future growth plans
- Forecast monthly projected BD wins and business impact based on current pipeline analysis
- Follow up with customers post sale in order to ensure customer satisfaction and appropriately transfer to post-sale customer success teams
- Build, maintain, expand and grow key customer relationships so that future growth opportunities can be closely aligned with customer requirements
- Capture and document competitive sales tactics and submit relevant expanded service and/or program ideas that could generate new areas of interest for the Clinical Services business.
- Capture competitor intelligence in the market place and submit into the marketing team
- Follow establish best practice guidelines
- Travel to visit customers, host customer visits and represent the company at trade shows
- Represent the company and present a professional image to customer to supply an outstanding image and impression of the company
- Perform other duties as assigned
Requirements
- Bachelor’s degree or equivalent/applicable experience
- 5+ years of business development or experience where multiple people are involved in the purchasing decision and there is a customized solution based selling approach
- A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach
- Business-to-business sales experience, with preference given to those with competitor or CRO industry experience and a scientific background and/or having work in a laboratory or research environment
- Knowledge of effective business development approaches in the Biopharma industry is preferred
- Demonstrated capability to effectively utilize best in class selling processes and technology platforms