Accountable for all selling activities for the entire Clinical Services portfolio, from lead generation through close in an assigned territory using a defined sales approach. This role creates, submits for approval, and executes an agreed upon Sales Plan which will meet assigned goals and objectives related to revenue and gross margin growth outlined in our Internal Operating Plan (IOP). The Senior Rep, Business Development will work closely within their respective sales and support teams to ensure delivery of responsive service that meets client requirements, revenue and gross margin growth targets, and long-term client relationship development goals in line with the Clinical Services IOP.
MAJOR JOB DUTIES AND RESPONSIBILITIES (List in order of importance)
Create, submit for management approval, and implement a written Business Development plan.
Develop attractive customer propositions across the range of Clinical Services based on their current and future needs as uncovered during the sales process
Close and win business from both existing and new customers and business segments
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, Avantor cross-functional relationships and face to face meetings
Be responsible for the submission of commercially viable quotations that are in line with or above company growth expectations, with the support of your line manager
Prepare, draw insight and present within key accounts at face to face Quarterly Business Reviews to support current and future growth plans
Track and report progress against assigned objectives weekly to designated management personnel using salesforce.com or other systems/documents as needed
Timely and consistent updating of information in salesforce.com to ensure information is never more than a week old
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 service 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
Overall expectation is that 40% of time is spent on pro-active prospecting, 40% time is spent on developing solutions and closing out opportunities, 20% time to be spent on forecasting, reporting and other administrative duties
Be a subject matter expert and key contributor in large or global RFPs
Understand and work within key sales and operations processes within Clinical Services
Be proactive in increasing your stakeholder network in the business to support the Clinical Services and wider Avantor growth targets
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
QUALIFICATIONS (Education/Training, Experience and Certifications)
Bachelors 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 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 distribution 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
KNOWLEDGE SKILLS AND ABILITIES
Excellent listening and communication skills, both verbal and written
Excellent team interaction skills, routinely interacting with customers and internal staff
Ability to communicate efficiently and effectively with business owners and decision makers, over the phone, through email and in person
Ability to work in a fast-paced environment; prioritizing multiple and conflicting tasks
Ability to handle difficult situations and interactions with a focus on providing solutions
Ability to work independently and successfully manage time and assigned business accounts
Ability to understand individual customer operations
Excellent analytical skills and ability to sell strategically within an account
Ability to carry on a business conversation with business owners and decision makers
Demonstrates a high level of attention to detail
Willingness to travel to customer locations as needed
Excellent Microsoft Office skills (Word, Excel, etc.)
Previous work with salesforce.com an advantage
ENVIRONMENTAL WORKING CONDITIONS & PHYSICAL EFFORT
Typically works in an office environment with adequate lighting and ventilation and a normal range of temperature and noise level.
Travel approximately up to 75% of the time with some overnight travel likely.
Work assignments are diversified. Examples of past precedent are used to resolve work problems. New alternatives may be developed to resolve problems.
A frequent volume of work and deadlines impose strain on routine basis.
Minimal physical effort is required. Work is mostly sedentary but does require walking, standing, bending, reaching, lifting or carrying objects that typically weigh less than 10 lbs.
DISCLAIMER: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position. Avantor is proud to be an equal opportunity employer.
We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law.
If you need a reasonable accommodation for any part of the employment process, please contact us by email at ...@vwr.comand let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.