Director of Business Development- Central Lab Australia

Director of Business Development- Central Lab, Australia

Reports to: Global Director of Client Engagement and Marketing

Why you’re here

With your commercial experiences with central laboratory services and networks in the industry, the Director of Business Development’s primary responsibility is to drive sales for a revenue goal attainment, both quarterly and annually. You will develop new business relationships and expand existing relationships by analysing account potential; initiating, developing and closing sales that drive profitable revenue growth.  You will be directly responsible for achieving the annual company revenue quota, and targeting lab sales and gross profit growth within various market segments such as Pharmaceutical, Biotechnology, Vaccine and Academic R&D.

What you’ll deliver

• Commercial growth of the laboratory services
• Targeted Regional sales revenue and market share
• Pipeline opportunity generation
• Growth through converting identified opportunities into business
• Expanding client base, contacts and demonstrating Teamwork
• Customer awareness of GreenLight Clinical Lab capability
• Territory plans for strategic local implementation, including managed costs and investment plans
• Balanced customer activity patterns as determined by the Business Development Global Head

How we’ll measure it

• Sales target met or exceeded within agreed budgets/costs
• Success will be measured monthly and quarterly via on target sales and activities achievements
• Sales Analysis reports and RFPs reviewed quarterly
• Target & non target customer activity; contact rate / frequency / coverage
• Up to date and accurate ZOHO database -weekly reports will be reviewed, quarterly will be required, and placed on calendars
• Therapy area, competitor, customer and product knowledge

What you’re responsible for

• Partnering with operational senior leadership to drive strategy, and decision-making for new and existing products & services with the appropriate analysis to support the additional testing
• Developing an in-depth understanding of customer needs, buying behaviour, purchasing and decision-making and recommend creative solutions, methods, and procedures to meet customer expectations.
• Fostering collaborative and innovative strategic relationships with scientific, clinical and laboratory teams
• Developing and obtaining short and long-term for GLC Laboratory and objectives with GLC senior leadership to achieve revenue goals
• Providing input on sales objectives, opportunities and competition to senior leadership
• Developing annual sales plans and supporting sales programs for all sectors
• Developing strong relationships with Phase 1 units across Australia and other CRO’s for Central Laboratory business
• Developing partnerships with other global central laboratory-based businesses to collaborate with GLC Labs
• Researching, analysing and monitoring financial, technological, and demographic factors to capitalize on market opportunities and minimize the effects of competitive activity
• Supporting and negotiating contract terms and conditions for major services, strategic alliances, and collaboration agreements as necessary
• Partners with Market Research and adjusts commercial strategy to meet changing market and competitive conditions
• Collaborates effectively with CRO and Logistics verticals
• Cross-selling into CRO and Logistics verticals

Qualifications

• B.S. is required; Ph.D. or M.S degree in life science discipline is preferred
• Proficient use of Microsoft Office products including Word, Excel, Outlook, and PowerPoint
• Proficient use of Customer Relationship Management (CRM) software such as ZOHO. The business development director will be required to complete all activities in the CRM, inclusive of opportunities and meetings held

Work experience

• Minimum of 5 years previous experience in a similar sales role, preferably in selling to academic, biotechnology, and/or pharmaceutical researchers and organizations
• Familiar with central labs services and their function in clinical research
• Experience selling to and building relationships with various scientific customers within biotechnology, and/or pharmaceutical organizations

Technical knowledge & skills or other requirements

• Experience in the central lab services area is key, in addition to diagnostic pathology, methodologies and testing services, track records in commercial growth of laboratory services through collaboration internally and externally
• Confident and persuasive communicator and collaborator.
• The aptitude and contacts to build a sales pipeline
• Must demonstrate a high level of enthusiasm, passion, natural competitiveness, and a strong desire to succeed
• Understanding of therapeutic categories/disease states in GreenLight’s strengths is a plus
• Excellent presentation, interpersonal skills, strong leadership skills with track records of managing stakeholders
• Experience with developing and executing successful sales & prospecting strategies
• Must have a strategic mindset along with being a thought leader and a strategic partner with clients
• Must possess excellent perception & problem-solving skills and the ability to quickly recognize opportunities