Title: Business Development Director
Job Purpose:
The Business Development Director works to improve Marken’s market position within the Pharmaceutical Logistics, Clinical Supply Chain, and/or Home HealthCare Services and Logistics industries while achieving financial growth. This person defines long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates, and closes business deals and maintains extensive knowledge of current market conditions. Business Development Directors work in a senior sales position within the company. It is their job to work with their internal team, marketing staff, and other Directors and Managers to increase sales opportunities and thereby maximize revenue for Marken.
To achieve this, they need to find potential new customers, present to them, ultimately convert them into clients, and continue to grow business in the future. The Business Development Director will also help manage existing clients and ensure they stay satisfied and positive. They call on clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs.
Main Duties and Responsibilities:
Business Development Directors work with mid and senior level management, marketing, and technical staff. He/she may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop the pipeline of new business coming into the company. This requires a thorough knowledge of the clinical supply chain market, the solutions/services the company can provide, and of the company’s competitors.
- New Business Development
- Prospect for potential new clients and turn this into increased business.
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
- Meet potential clients by growing, maintaining, and leveraging your network.
- Identify potential clients and build relationships with the decision makers within the client organization.
- Set up meetings between client decision makers and company’s practice leaders/Principals.
- Work with team to develop proposals that speak to the client’s needs, concerns, and objectives.
- Client Retention
- Present new products and services and enhance existing relationships.
- Work with technical staff and other internal colleagues to meet customer needs.
- Arrange and participate in internal and external client debriefs.
- Business Development Planning
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
- Management and Research
- Ensure that data is accurately entered and managed within SalesForce.
- Track and record activity on accounts and help to close deals to meet these targets.
- Research and develop a thorough understanding of the company’s people and capabilities.
- Understand the company’s goal and purpose so that will continually enhance the company’s performance.
Requirements:
- Bachelor’s Degree or 7+ years of equivalent business development experience
- 5 – 7+ years of sales or marketing experience within the Pharmaceutical Logistics, Clinical Supply Chain, and/or Home HealthCare Services and Logistics industries
- High Level of business acumen in both administration and business strategies
- Demonstrated ability to network, prospect, persuade and develop rapport leading to successful deal closure
- Excellent interpersonal and communications skills surrounding clients
- Strong organizational and time management skills
- Demonstrate strong problem-solving skills and exercises good judgment and appropriate discretion when reaching conclusions.
- Familiarity with Customer Relationship Management Systems (Saleforce)
- Proficiencies with MS Office (Excel, Word, Outlook)
Marken is a wholly owned subsidiary of UPS and is a critical part of UPS Healthcare. Marken offers a state-of-the-art GMP-compliant depot network and logistic hubs for clinical drug product storage and distribution worldwide, and supports cell and gene therapy logistics services from clinical to commercial, while maintaining the leading position for Direct-to-Patient and Home Healthcare services, biological sample shipments and biological kit production.
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