Senior Business Development Director

In this new, highly strategic position, the primary responsibility of the role is to act as the central point of contact for territory-based Venture Capital (VC) strategic relationships within Labcorp Biopharma, in doing so they ensure alignment with agreements, client need, ED strategy and operational focus areas. The incumbent will drive the execution of partnership agreements with VC firms in order to drive growth in orders from partner portfolio companies. In addition lead and coach commercial colleagues who interface with VC's and their portfolio companies towards a culture of accountability for dependable delivery, commitment to quality, science, innovation and driving growth. The position is home based in UK or Europe, and we offer a flexible approach to enable a good work/life balance. Role specifics: You will be responsible for the success in developing, sustaining, and driving Venture Capital (VC) and Innovation Centres strategic relationships within Europe to drive increased business flow from partner Portfolio Companies. Also serving as the strategic liaison for Biotech incubator hubs, investor networking, and investor meetings such as the JP Morgan conference and Bio partnering meetings. Acting as the primary point of contact for Venture Capital (VC) strategic relationships within Labcorp Biopharma, in doing so ensure alignment with agreements, client need, ED strategy and operational focus areas. Replicating the successful commercial model established in the US to target European based VC entities to establish base business relationships to enable access to VC funded Biotech companies at the point of funding. This position provides a dedicated commercial resource to build on the successful US model and will provide direct business relationship management at the VC level establishing clear terms of business and access to early stage development companies. This position also provides resource to facilitate a global approach for the proactive engagement of VC institutions and their respective Portfolio companies through the foundation of dependable delivery, connected insight, data enabled solutions, inspiring science, and innovation. Additionally you will:

• Achieve annual sales plan and sales targets for assigned accounts. Establish, nurture, and grow client relationships at the appropriate levels. Maintain frequent personal contact with clients
• Develop and establish long-term account plans. Lead and negotiate business unit based MSA's and Preferred Provider agreements. Manage strategic accounts and complex sales. Provide weekly sales activity reports to management
• Be accountable for the success in developing, sustaining, and driving strategic relationships with Venture Capital (VC) and Innovation Centres within Labcorp to drive increased business flow from partner Portfolio Companies
• Evaluate quotations and provide input to ensure that client and company requirements are met. Assist in determining margins and pricing with Commercial Development. Participate in proposal scope development as appropriate.
• Utilise SFDC to manage internal communication and document territory and client information as required. Responsible for Opportunity Management and accurate pipeline forecasting
• Recognise and communicate sales opportunities for other business units. Collaborate with corporate teams to build relationships with key accounts
• Analyse industry sources to identify business opportunities. Leverage Labcorp relationships for prospective clients. Provide general intelligence on key competitors
• Act as a coach and mentor to BDDs within sphere of influence. Coach colleagues on interpretation of a RFP/quote/protocol. Performs quality control activities for peers and less experienced staff
• Proactively share best practices with broader sales teams and assist in relevant training programmes
• Have a willingness to travel up to 50% of the time where required
  
  Bachelor's degree in life science preferred, or related business qualification, 5-7 years of experience preferred selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers
• Demonstrated ability to acquire, grow and retain clients
• Knowledge of the drug development process
• Highly consultative
• Strong customer orientation with the ability to build and maintain strong working relationships with both internal and external stakeholders
• Knowledge of VC/investor ecosystem and funding cycles
• Ability to manage difficult client and/or financial situations
• Ability to influence disparate groups and individuals
• Negotiation skills: direct face-to-face negotiating experience with major clients and Venture Capital firms
• Experience developing and executing strategic business plans
• Ability to differentiate Labcorp from competitors
• Ability to manage and motivate client-facing teams
• Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization
• Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting
• Extensive global collaboration experience
  
  Labcorp is a world-leading, life science contract research organization with a mission to improve health and lives!
Recognized as one of Forbes' World's Best Employers and named one of The World's Most Admired Companies 2024 by Fortune, Labcorp is seeking to hire a Senior Business Development Director to join our commercial Early Development (ED) team.