BDD Player Coach

Labcorp is seeking a BDD Player Coach to join our team in Shanghai,China.

Job Responsibilities:

• Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving etc) to assigned sales. Hires and develops diverse talent for open or new territories. Assigns accounts, territories and forecasts individual territory sales goals. Conducts quarterly review of account plans. Manages team performance and feedback providing guidance on development opportunities and action plans. Monitors and controls team operating expenses. Functions as an advisor to Business Development Directors, troubleshooting and resolving internal and external issues. Facilitates strong internal relationships and communication with operational colleagues. Utilizes SFDC to manage team pipeline, forecast and analyze key sales metrics. Develops Business Development coaching/actions plans as needed.
• Achieves sales in defined accounts or territory. Sells all assigned services lines, partnering effectively with operational and strategic partnership teams. Develops presentations and leads client meetings, including Bid Defense, capabilities, strategic partnership, or lab refresh presentations. Evaluates client RFIs, RFPs, proposals, and budgets, and provides input to ensure client and company requirements are met. Participates in proposal scope development as appropriate. Uses SFDC to document customer information, account plans, contacts, and decisions, as required for the BU.
• Builds and establishes high-level account relationships. Actively utilizes executive leadership, SMEs, and BU partners to identify services that add value, improve market share, and build retention within assigned accounts or territory. Supports and leads cross-BU alignment, facilitating relationship building with other BU BDDs, SMEs, executive team, and clients. Collaborates with sales staff in other Labcorp BUs to bring potential opportunities to their attention and to identify and win multi-BU projects.
• Principal account interface and commercial negotiator for designated BU. Leads and negotiates business unit MSAs and strategic/preferred provider agreements. Provides pricing feedback and competitive intel to internal teams to maximize margins and achieve maximum Win Rates.
• Actively supports and leads development of account plans in SFDC for multi-BU accounts. Leads or participates on internal projects, as assigned. Serves as a field mentor/partner for other BDDs in use of SFDC. Serves as field mentor/partner for other BDDs seeking guidance on the Labcorp selling process, services, processes, and internal contacts.
• Builds and maintains a superior knowledge of the market and industry. Maintains an elite knowledge of the competitive landscape, including current trends and competitor activities. Attends conferences and builds network of contacts within the industry, including clients and competitors. Leads discussions and facilitates scientific engagement with SMEs across the Labcorp organization to add value to the account strategy, and to expand the market perception of Labcorp’s scientific expertise within customer accounts.

Minimum Qualifications:

• 8 years or more of sales or relevant experience selling to pharmaceutical/biotech, biological sciences, or life sciences customers, with direct interaction with mid-level and executive-level decision-makers.

Preferred Qualifications:

• Exceptional presentation skills, with demonstrated ability to develop and lead Bid Defense, capabilities, or Strategic/Preferred Provider discussions.
• Strong customer advocacy and orientation.
• Exceptional negotiation skills, with proven ability to negotiate and successfully complete MSAs and Strategic/Preferred Provider agreements.
• Extensive knowledge of the drug development market, including personal contacts and influences within the industry.

Additional Job Standards:

• Demonstrated ability to acquire, grow, and retain clients.
• Ability to differentiate Labcorp from competitors.
• Experience developing and executing strategic business plans.
• Ability to navigate and motivate internal SME’s and teams.
• Demonstrated experience leading and presenting to executives and senior-level leaders of the client organization.
• Extensive global collaboration experience.
• Highly consultative.
• Superior understanding of budgets, including the ability to explain, teach and coach others, including customers and BDDs.

At Labcorp we have a passion for helping people live happy and healthy lives. Every day we provide vital information that helps our clients and patients understand their health. If you are passionate about helping people and have a drive for service, then Labcorp could be a great next career step!

Labcorp is proud to be an Equal Opportunity Employer:

Labcorp strives for inclusion and belonging in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications and merit of the individual. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. Additionally, all qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law.

We encourage all to apply

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