Covance Business Development Director in Shanghai, China

Job Overview

Achieves annual sales plan and sales targets for assigned accounts.

• Establishes, nurtures and grows client relationships at the appropriate levels.

• Develops account plans and partnerships with key accounts.

• Provides weekly sales activity reports to management.

• Develops client call cycle to achieve objectives and sales plan; Follows up on leads.

• Provides general intelligence on key competitors.

• Sells the business unit’s capabilities and differentiation frameworks.

• Recognizes and communicates sales opportunities for other business units.

• Sets and manages customer expectations.

• Collaborates with companywide resources to achieve superior customer satisfaction.

• Organizes and hosts client visits.

• Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.

• Uses SFDC to manage internal communication and document territory and client information as required for the business unit.

• Responsible for Opportunity Management and accurate pipeline forecasting.

• Collaborates effectively with sales executives from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects.

• Assists in determining margins and pricing with Client Services.

• Participates in proposal scope development as appropriate.

• Maintains frequent personal contact with clients.

• Participates in corporate teams to build relationships with key accounts.

• Leads client presentations.

• Supports an established client base where appropriate.

Education/Qualifications

  • Bachelor’s degree in life science or business field preferred

Experience

  • Advanced industry knowledge

  • Demonstrated client retention skills

  • Ability to manage difficult client and/or financial situations

  • Ability to differentiate Covance from competitors

  • Strong working relationship with internal Covance management and site leadership

  • Demonstrated ability to acquire and grow client base

Job Number 2019-26967

Job Category Business Development/Sales

Position Type Full-Time

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