Business Development Specialist

As a part of the Global Business Development team for Clinical Trials, the Business Development Specialist (BDS) supports new business development within particular territories/regions, EMEA & APAC. Partnering with the Global Business Development (GBD) team and Marketing, the BDS creates awareness in key markets, develops and implements effective sales campaigns to convert qualified leads for the GBD team.

RESPONSIBILITIES

• Manage the lead generation funnel to achieve the annual sales targets for ACM Global Laboratories’ Clinical Trials business spanning central laboratory and bioanalytical services.
• Develop and implement effective sales campaigns to move prospective clients from attention to action for each territory/region they support.
• Target prospective clients including biotechnology, pharmaceutical and clinical research organizations; points of contact range from clinical operations/management, vendor management, outsourcing, etc.
• Qualify prospective clients in accordance with sales process, determining project timeframe, key contacts and funding sources.
• Convert qualified leads into meetings to achieve monthly/annual Key Performance Indicators (KPIs); provide warm hand-off of qualified leads to Business Development Directors (BDD) for capability presentations and/or request for proposals.
• Manage all Requests for Information (RFI’s). Collaborate and gather input from cross functional team, consolidate responses and ensure timely client submissions.
• Partner with GBD team and marketing to implement marketing campaigns to drive potential customers into the lead generation funnel; support other marketing related activities as required.
• Partner with GBD team and marketing to develop and execute pre/post trade show/event campaigns to drive activities and maximize return on investment.
• Leverage lead generation tools such as Salesforce.com, our Client Relationship Management (CRM) system, industry leading tools such as Zymewire, Biopharma Insight, Sales Navigator, LinkedIn, publications and other relevant sources.
• Maintain timely client management documentation in Salesforce.com; provide required reports on sales activities, achievements, key issues and strategies on a regular basis.
• Participate with Clinical Trials Sales Analysis in developing sales and forecasting models, metrics, and processes for measuring sales pipeline performance.
• Represent ACM Global Laboratories at client presentations, client bid defenses, and industry conferences/events on an as needed basis.
• Support GBD team when BDD are traveling for business related activities as required.
• Adhere to ACM Global Laboratories’ selling processes, practices and rules of engagement.

REQUIRED QUALIFICATIONS

• A minimum of 3 years of demonstrated success in sales required.

PREFERRED QUALIFICATIONS

• Sales experience in biotech, pharma, central laboratory preferred.
• Experience in telemarketing, tele sales, or marketing support experience in a medical service, life sciences or clinical trial selling environment preferred.
• Proven ability to collaborate cross-functionally and manage multiple tasks and stakeholders effectively.
• Strong organizational and communication skills, with strong attention to detail.
• Demonstrated experience in managing Requests for Information (RFI’s) including gathering input from cross functional teams, consolidating responses and ensuring timely accurate and client tailored submissions.
• Experience with Salesforce.com preferred.
• Experience with industry leading tools such as Zymewire, Sales Navigator, and/or LinkedIn preferred.
• Willingness to work flexible hours, as needed, to support clients across EMEA and APAC regions.

PHYSICAL REQUIREMENTS:

• S - Sedentary Work - Exerting up to 10 pounds of force occasionally. Sedentary work involves sitting most of the time, but may involve walking or standing for brief periods of time. Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.