Job Description

Overview:

From development of companion diagnostics and clinical trial testing to successful commercialization of innovative solutions, Quest Diagnostics Biopharma Services is making a positive impact to clients and patients. There are 4,000+ tests run 500+ million times annually, and 58 billion lab results, leveraging our world-leading staff of MDs and PhDs and relationships with leading In Vitro Diagnostics (IVD) partners around the world to offer a smarter approach to accelerating the path to market.

The Senior Director, Business Development – Biopharma Services will lead the Quest Diagnostics Biopharma Services sales lifecycle from prospecting to implementation. This role develops and leads the business development vision, strategy, plans, and processes that will drive sales, increase revenue, expand markets, and accomplish financial objectives. The successful candidate will lead and direct a team of sales directors, account managers, and proposal developers that sell Quest capabilities and services to biopharmaceutical and diagnostic companies.

Responsibilities:

Create and execute the business development strategy for the Biopharma Services Business Development team to achieve or exceed annual sales targets. This includes prospecting, introductory meetings, proposal development, pricing recommendations, closing proposals, and addressing and presenting change orders.
Work with senior team members to identify and manage risks that may prevent growth.
Foster a collaborative environment within the business as a whole, creating strategies to improve internal and external relationships. This includes collaboration with operations, medical and scientific, and regulatory teams.
Develop rapport with internal and external key decision makers, including providing input into solution and product development.
Lead and develop a high-performing team of business development professionals in support of driving sales, increasing revenue, and expanding markets with a focus on biopharma, CROs, Research Institutions, and diagnostic services companies.
Maintain deep understanding of the market including competitors, clients/leads, industry trends to appropriately sell Pharma Services, including connecting with clients to solicit feedback.
Address escalated client issues.
Pipeline management, including ongoing communication with business leadership.

Qualifications:

A Bachelor’s Degree in a Business or related field of study is required. An MBA is preferred.
A minimum of 15 years of experience selling biopharma services into the pharmaceutical industry, with a proven track record of success in developing and leading a high-performing sales team.
Contract Research (biopharmaceutical and/or diagnostic product development) sales/sales leadership experience is required.
At least 10 years of biopharmaceutical R&D and/or reference lab experience, and knowledge of the biopharmaceutical and diagnostic product development lifecycle, including the global regulatory environment, is strongly preferred.
The ability to travel 25-50%.

Desired Skills & Competencies

Intellectually curiosity and a continuous learning mindset
High level of integrity – a strong moral compass
A strategic growth mindset
Agile and creative decision-making
Exceptional networking skills, partnered with strong presentation and influencing skills
Strong communication and interpersonal skills, and the ability to build/grow meaningful relationships
Advanced problem-solving and decision-making ability
Sound business and financial acumen
Ability to mentor and develop others
Fluency with modern CRM tools, internet, and other industry research tools
Ability to shape presentation and communication style to diverse audiences

EEO:

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets

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