Senior Director of Strategic Accounts

Conteúdo do emprego

• Reports to Executive Director, Business Development.
• Able to work in a collaboration with multiple groups: Proposal Management, Commercial Development, Business Unit Leaders, Global Scientific Leadership, Strategic Partnering Leadership and local operational leaders to develop and execute global account strategy within targeted alliance, strategic and key accounts.
• Directly accountable for:
• achieving account portfolio financial goals
• achieving account portfolio relationship building goals
• growing market share of existing BU service lines & expansion into new areas
• optimizing new BU service line launch financial goals
• liaising with BD counterparts across Business units & Alliance Management to identify, develop and execute integrated One Labcorp Drug Development opportunities
• Awareness of competitive landscape & changes in the Industry.
• Build high-level relationships
• Manages portfolio of defined alliance, strategic and key accounts; responsible for growing orders and profit share in selected accounts.
• Builds relationships with functional client decision makers critical to the business unit.
• May represent multiple BU service lines to client base.
• Provides comprehensive intelligence on key competitors.
• Sells the business unit’s capabilities and differentiation frameworks.
• Principal account interface and commercial negotiator for all BU sites.
• Liaises with Scientific Leadership, SME’s and Marketing to target scientific input that adds value to account strategy and deepens Labcorp scientific perception within accounts.
• Collaborates & works effectively with Business Development colleagues across BU’s to enhance opportunities for cross-selling opportunities & pull through
• Leads and negotiates business unit based MSA’s and preferred provider agreements.
• Responsible for creating and communicating Account Plans, updating regularly and account activity through Salesforce.com.
• Effective Salesforce.com utilisation and management.
• Works with Proposal Management in generating proposals and determining pricing.
• Liaises with operational leaders, scheduling & Proposal management & where appropriate, alliance management to ensure high quality delivery of services to account portfolio
• Maintains frequent personal contact with clients.
• Participates in corporate teams to build relationships with key accounts.
• Leads client presentations.
  

• Bachelors degree in life science or business field preferred
• Advanced industry knowledge
• Demonstrated client retention skills
• Ability to manage challenging conversations and/or financial situations
• Ability to differentiate Labcorp from competitors
• Experience developing and executing strategic business plans
• Ability to manage and motivate client facing teams
• Negotiation skills: direct face to face negotiating experience with major clients
• Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization.
• Extensive global collaboration experience
• Highly consultative
• Strong customer orientation
• Experience managing strategic accounts
• Knowledge of the drug development process
• Ability to influence disparate groups and individuals
• Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting
• Demonstrated ability to acquire, grow and retain clients