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As a Business Development Manager you are 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.
This job can be organized in any location in partial or full home office in one of the following countries: UK, Belgium, France, Germany, The Netherlands, Ireland, Spain, Switzerland
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. Build, maintain, expand and grow key customer relationships so that future growth opportunities can be closely aligned with customer requirements
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
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
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 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
Able to communicate and partner with different stakeholders
Able to work in a fast-paced environment; prioritizing multiple and conflicting tasks
Excellent Microsoft Office skills (Word, Excel, etc.)
Previous work with salesforce.com an advantage
Willing and able to travel for your job (up to 75%)
We will use the personal information that you have submitted to us in order to consider your application for the relevant role.
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