Covance BUSINESS DEVELOPMENT DIRECTOR, MARKET ACCESS, EUROPE in Brussels, Belgium
Business Development Director job, Europe. Global Market Patient Access, Patient Reported Outcomes, Strategic Market Access, Health Economics, Outcomes Research, HEOR, Real World Evidence, Strategic Pricing
Covance, a global contract research organization, we have worked on all of the top 50 best-selling drugs available today through its full spectrum of nonclinical, clinical and commercialization services with our clients from leading pharma and agile biotech. Our unique perspectives, built from decades of scientific expertise and precision delivery of the largest volume of drug development data in the world, along with our innovative technology solutions, help our clients identify new approaches and anticipate tomorrow’s challenges as they evolve. Together with our clients, Covance transforms today’s healthcare challenges into tomorrow’s solutions.
Covance Market Access has the experience and forward thinking to help our clients to optimize the clinical and commercial value of their brand: no matter where their product is in its life span, we closely work with our clients to maximize their commercial value. Our expertise assessing market landscape, conducting research and communicating findings to help demonstrate value enable us to develop customized solutions in:
Access & Strategy
Our employees make a difference in the lives of millions of people… and you will too. We are strongly positioned for organic and inorganic expansion over the coming years: would you like to be part of it?
Covance is currently looking for a Business Development Director to join the rapidly expanding Covance Market Access (CMA) team. This is a home based job and we are open to consider applicants with relevant experience who currently reside anywhere Europe (strong links with rail and air transport hubs are essential to support European travel and some US travel requirements).
The primary remit of the job is to develop and expand relationships within emerging Biotech and Pharmaceutical companies. Ideal candidates will have knowledge/expertise in Drug Development and Product Commercialisation, including an understanding of the importance and impact of developing sound Health Economics & Economic Modelling , Value Communications and Patient Reported Outcomes used in examining safety and economic endpoints.
We are looking for a commercially aware, experienced Business Development Director with a comprehensive understanding of drug development and commercialisation, coupled with strong customer focus and relationship building skills. Extensive travel across Europe (up to 50%) to meet with clients is essential for the role.
Reporting to our CMA Global Vice President, you will be directly accountable for:
Network (and cold call) to develop new business and achieve annual sales plan and sales targets.
Selling the business unit’s capabilities and differentiation framework.
Developing account plans and partnerships with key accounts, establishing and growing client relationships.
Developing client call cycle to achieve objectives and sales plan; following up on leads derived from marketing and other sources.
Providing general intelligence on key competitors.
Recognizing and communicating sales opportunities for other Covance business units.
Setting and managing customer expectations.
Collaborating with companywide resources to achieve superior customer satisfaction.
Organizing and hosting client visits.
Evaluating quotations for territory and providing inputs to ensure client and company requirements are met.
Using SFDC to manage internal communication and document territory and client information as required for the business unit.
Opportunity Management and accurate pipeline forecasting.
Collaborating effectively with sales executives from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects
Assisting in determining margins and pricing with Client Services.
Participating in proposal scope development as appropriate.
Maintaining frequent personal contact with clients.
Participating in corporate teams to build relationships with key accounts.
Leading client presentations.
Join us and see why Covance has been named among the World´s Most Innovative Companies in Forbes´ 2017 Ranking, and more than 90% of the top 20 global pharmaceutical companies are repeat customers… we can offer you not only a job, but a stable, long-term international career.
Education / Qualifications
Bachelor’s degree, life science or business field preferred
Advanced industry knowledge: functional understanding of drug development and experience in product commercialisation
Extensive experience selling services directly to the pharmaceutical and biotech section, including direct interaction with mid-level and executive level decision makers, and/or experience in product sales and marketing within a biotech/pharmaceutical company
Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting
Experience developing and executing strategic business plans
Ability to differentiate Covance from competitors
Demonstrated ability to acquire, grow and retain clients
Negotiation skills: direct face to face negotiating experience with major clients
Job Number 2018-23771
Job Category Business Development/Sales
Position Type Full-Time
Covance is committed to diversity in the workplace and is an equal opportunity employer (Minority/Female/Individual with Disability/Veteran/Sexual Orientation/Gender Identity). Your confidentiality and privacy are important to us.