Avantor
Sr-Business-Development-Mgr-Clinical-Services-Avantor-Clinical-Services
Avantor, Grizzly Flats, California, United States, 95636
The Opportunity:In this role, you will report to the Clinical Services Business Development Regional Director and will work closely with the Avantor's Clinical Services professionals to serve our customers by performing customized, mission-based lab work and research protocols that help return time back to science.
What we're looking for :Education:Bachelor's degree or equivalent/applicable experience
Experience:5+ years of business development or similar 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 clinical trials and logistics experience and a clinical background and/or having work in a CRO, laboratory or a similar service 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
Qualifications: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
How you will thrive and create an impact:We offer a full range of clinical trial services that cover every step, from discovery to delivery. Our portfolio of custom kitting, equipment and ancillary solutions, and biorepository and archiving services stands at the ready - to serve any trial, of any size, anywhere in the world. In this role you will: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 proposals and 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 and project management 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
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
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.Why Avantor?Dare to go further in your career.
Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science.
The work we do changes people's lives for the better.
It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor.
We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world.
Apply today!Pay Transparency:The expected pre-tax pay for this position is$0.00 - $0.00
Actual pay may differ depending on relevant factors such as prior experience and geographic location.EEO Statement:We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. 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 recruiting@avantorsciences.com and 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.For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision.3rd Party Non-Solicitation Policy:By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions. Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation.
What we're looking for :Education:Bachelor's degree or equivalent/applicable experience
Experience:5+ years of business development or similar 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 clinical trials and logistics experience and a clinical background and/or having work in a CRO, laboratory or a similar service 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
Qualifications: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
How you will thrive and create an impact:We offer a full range of clinical trial services that cover every step, from discovery to delivery. Our portfolio of custom kitting, equipment and ancillary solutions, and biorepository and archiving services stands at the ready - to serve any trial, of any size, anywhere in the world. In this role you will: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 proposals and 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 and project management 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
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
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.Why Avantor?Dare to go further in your career.
Join our global team of 14,000+ associates whose passion for discovery and determination to overcome challenges relentlessly advances life-changing science.
The work we do changes people's lives for the better.
It brings new patient treatments and therapies to market, giving a cancer survivor the chance to walk his daughter down the aisle. It enables medical devices that help a little boy hear his mom's voice for the first time. Outcomes such as these create unlimited opportunities for you to contribute your talents, learn new skills and grow your career at Avantor.
We are committed to helping you on this journey through our diverse, equitable and inclusive culture which includes learning experiences to support your career growth and success. At Avantor, dare to go further and see how the impact of your contributions set science in motion to create a better world.
Apply today!Pay Transparency:The expected pre-tax pay for this position is$0.00 - $0.00
Actual pay may differ depending on relevant factors such as prior experience and geographic location.EEO Statement:We are an Equal Employment/Affirmative Action employer and VEVRAA Federal Contractor. 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 recruiting@avantorsciences.com and 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.For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision.3rd Party Non-Solicitation Policy:By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions. Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation.