Senior Director of Strategic Accounts

Labcorp, a global Laboratory Network and Clinical Research Organization, has worked on all top 50 best-selling drugs available today through its full spectrum of nonclinical and clinical laboratory solutions and data services with our clients from leading pharma and agile biotech. We are proud to be recognized as one of America's 2024 Best Large Employers by Forbes and named one of the World's Most Admired Companies by FORTUNE® Magazine. Through our unparalleled science, data and global laboratory network, we accelerate and advance innovations in testing and treatments to create a healthier and more sustainable world. Together with our clients, Labcorp transforms today’s healthcare challenges into tomorrow’s solutions.

Labcorp Central Laboratory Services is the largest and most comprehensive worldwide central laboratory provider, generating consistent and reliable testing across the globe. We've invested in the expertise, technologies and infrastructure that keep us —and you—at the leading edge of science and medicine. With a mission to improve health and improve lives, Labcorp delivers world-class diagnostic solutions, brings innovative medicines to patients faster and uses technology to improve the delivery of care.

**About the Role**:
This position is home based with approximately 50% travel and successful applicants will ideally be based in Europe.

**Essential Job Duties**:

- Works with Global Vice President of Sales and Client Services, Business Unit Presidents, Global Scientific Leadership, Strategic Partner Leadership and local operational leaders to develop and execute global account strategy within targeted 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
- optimizing new BU service line launch financial goals
- Build high-level relationships
- Manages portfolio of defined strategic accounts; responsible for growing orders and profit share in selected accounts
- Builds relationships with functional client decision makers critical to the business unit
- Provides comprehensive intelligence on key competitors
- Sells the business unit’s capabilities and differentiation frameworks
- Liaises with Scientific Leadership and Marketing to target scientific input that adds value to account strategy and deepens Labcorp’s scientific perception within accounts
- Collaborates effectively with sales staff from other Labcorp units to bring potential opportunities to their attention and to identify and win multi-unit projects
- Develops and establishes long-term account plans
- Leads and negotiates business unit based MSA’s and preferred provider agreements.
- Uses SFDC to manage internal communication and document territory and client information as required
- Participates in proposal scope development as appropriate
- Maintains frequent personal contact with clients
- Leads client presentations

**About You**:
We are seeking an experienced Business Development Director, with at least ten years of sales experience in a CRO, Central Lab, ideally with lab services selling experience, with strong account management skills and experience of clinical trials. As a minimum you should have demonstrable experience selling services directly to the pharmaceutical and biotech sectors with direct interaction with mid-level and executive level decision makers.
- Excellent understanding of the drug development continuum
- Experience developing and executing strategic business plans
- Strong team player: ability to work very closely with colleagues, share leads and form highly effective collaborations
- Ability to collaborate with companywide resources to achieve superior customer satisfaction
- Demonstrable client retention skills
- Ability to manage difficult client and/or financial situations
- Significant (at least 10 years) commercial expertise, in a CRO or other Life Sciences environment
- Ability to differentiate Labcorp from competitors
- Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts
- Highly developed interpersonal skills, ability to form strong and effective relationships internally and externally
- 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
- Ability to work autonomously and effectively, managing your own priorities in conjunction with those of your colleagues and your clients
- Proven ability to identify, develop and implement creative and innovative strategies that lead to effective long term client relationships
- A highly consultative approach with strong customer focus
- Experience of developing a ‘large’ account by effective n