Description
Mackinnon Bruce International is partnered with a global Contract Research Organisation, supporting the delivery of life-changing medicines, through decades of experience in cross-species and cross-therapeutic area translational biology, with both small and large animal preclinical services.
Our client are currently looking for a Business Development Manager, based on the East Coast, to grow their client base in North America, achieving sales and ensuring client opportunities and priorities are communicated and considered in study schedule plans across their sites.
This is a key role within the business, focusing on maximising pre-clinical sales capability and performance across the large and small animal departments. This role will involve strong collaboration across other internal departments including Marketing, Finance, Large Animal, Small Animal and Operations, to ensure the sales activity & pipeline is understood, studies are scheduled effectively, resulting in the alignment of lab capacity and resourcing plans.
Key Responsibilities
- Responsible for driving sales to meet Company targets within the jurisdiction of responsibility
- Building, managing, and maintaining client relationships, within pharma, biotech, and academia, to ensure long-term success and repeat business
- Support the Scoping and pricing of opportunities by navigating through complex negotiations, agreeing pricing and contractual agreements to close the sales and secure new studies.
- Accurately forecast sales opportunities, by likelihood and date of closing and value.
- Liaising with the Finance team to ensure invoicing milestones are understood and payment schedules are achieved.
- Work within pricing parameters set by the Head of Sales and Finance teams when negotiating with clients.
- Liaising with appropriate scientific and operations personnel to ensure the flow of the sales pipeline to study schedule results in optimal site and capacity usage.
- Anticipate and give feedback industry trends to the scientific and operational teams to future-proof the relevance of services
Key Qualifications and Skills
- Minimum of 5 years of relevant sales management experience and track record for owning and exceeding sales targets within the drug discovery or CRO industry
- Strong existing network within the pharma industry
- Extensive knowledge of sales principles and practices, and an ability to coach and develop others
- Have a good understanding of the preclinical research process as well as the regulatory environment
- Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, and recommendations, and drive actions.
