Business Development Manager

United States - Therapak LLC; Georgia; Hybrid; USD 90,000 - 130,000; Full time

Job summary

Resonant Clinical Solutions seeks a proactive Business Development Manager to drive the full sales cycle across our portfolio, from lead generation to close. You will manage accounts, identify opportunities for customized kitting solutions, equipment and ancillary supply management, biorepository services, and related offerings.

You will build strong relationships with target customers, qualify opportunities, coordinate with proposals and legal teams, and use Salesforce to track pipeline.

Qualifications

• Excellent listening and communication skills, both verbal and written.
• Excellent team interaction skills, regularly interacting with customers and internal staff.
• Ability to communicate with business owners and decision makers over the phone, email and in person.
• Ability to work in a fast-paced environment, prioritizing multiple tasks.
• Ability to travel to customer locations and industry conferences.

Responsibilities

• Generate sales leads using multiple methods including outbound calls, trade shows, digital inbound leads and networking.
• Track close-win and pipeline targets and report progress monthly.
• Manage assigned accounts with regular meetings to create new opportunities and maintain relationships.
• Qualify new target accounts and coordinate with proposals and legal teams.
• Lead proposal negotiations and manage the negotiation process through completion.
• Capture opportunities in Salesforce and update regularly.
• Close business across Resonant Clinical Solutions portfolio and report growth.

Skills

Listening & communication

Team collaboration

Consultative selling

Account management

Business development

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Microsoft Office

Job description

Job Description Summary Accountable for all business development activities for the entire Resonant Clinical Solutions portfolio, from lead generation to close in an assigned territory using a defined sales approach. This role will be responsible to manage accounts and generate opportunities for customized kitting solutions, equipment & ancillary supply management, biorepository services, and other services that may be carried out in the future by Resonant Clinical Solutions. Business development manager will need to effectively manage assigned accounts and pursue new target customers that will allow them to achieve their assigned pipeline creation and close-win targets, while helping the organization deliver on the established annual revenue and profitability plans.

MAJOR JOB DUTIES AND RESPONSIBILITIES

• Generate sales leads using multiple methods including, but not exclusively, outbound sales calls, trade show attendance and follow up, digital inbound leads, market intelligence data and knowledge, industry networking, cross-functional relationships and face to face meetings.
• Track close-win and pipeline creation targets and report on a monthly basis or as needed to track progress towards targets.
• Manage assigned existing accounts by regular customer meetings (Virtual & FTF) to help create new opportunities and maintain good customer relationships.
• Engage new target accounts and manage the qualification process.
• Support customer contract negotiations and liaise with legal to coordinate the negotiation process.
• Work with the customer to learn about their project needs, and liaise with the proposals teams to establish customer specific scope of work proposal.
• Manage the proposal negotiation process through completion.
• Capture opportunities in Salesforce and update regularly.
• Close and win business from both existing and new customers and business segments across all Resonant Clinical Solutions portfolio of offerings.
• Prepare, draw insight and present within key accounts at FTF Quarterly Business Review meetings to support current and future growth plans.
• Forecast monthly projected BD wins and business impact based on current pipeline analysis
• Follow up with customers post sale in order to ensure customer satisfaction and appropriately transfer to post-sale customer success teams
• Build, maintain, expand and grow key customer relationships so that future growth opportunities can be closely aligned with customer requirements
• Capture and document competitive sales tactics and submit relevant expanded service and/or program ideas that could generate new areas of interest for the Clinical Services business.
• Capture competitor intelligence in the market place and submit into the marketing team
• Follow establish best practice guidelines
• Travel to visit customers, host customer visits and represent the company at trade shows
• Represent the company and present a professional image to customer to supply an outstanding image and impression of the company.
• Perform other duties as assigned.

QUALIFICATIONS (Education/Training, Experience and Certifications)

• Bachelor’s degree or equivalent/applicable experience.
• 5+ years of business development or experience where multiple people are involved in the purchasing decision and there is a customized solution based selling approach.
• A proven track record of verifiable sales success driving growth with a consultative, strategic selling approach.
• Business-to-business sales experience, with preference given to those with competitor or CRO industry experience and a scientific background and/or having work in a laboratory or research environment.
• Knowledge of effective business development approaches in the Biopharma industry is preferred.
• Demonstrated capability to effectively utilize best in class selling processes and technology platforms.

KNOWLEDGE SKILLS AND ABILITIES (Those necessary to perform the job competently)

• Excellent listening and communication skills, both verbal and written.
• Excellent team interaction skills, routinely interacting with customers and internal staff.
• Ability to communicate efficiently and effectively with business owners and decision makers, over the phone, through email and in person.
• Ability to work in a fast-paced environment, prioritizing multiple and conflicting tasks.
• Ability to handle difficult situations professionally with a focus on providing solutions.
• Ability to work independently, and effectively manage assigned accounts.
• Ability to understand individual customer operations, and maintaining a consultative solution-based approach.
• Excellent analytical skills and ability to sell strategically within an account.
• Ability to carry on a business conversation with business owners and decision makers.
• Demonstrates a high level of attention to detail.
• Willingness to travel to customer locations and industry conferences for networking.
• Excellent Microsoft Office skills (Word, Excel, etc.).
• Previous work with salesforce.com an advantage.

At Resonant, we’re more than a leading life sciences company. We’re a global team dedicated to the uncompromising pursuit of quality to help our customers deliver on their mission: moving science forward. With touch points and products across clinical trial and diagnostic services - sourcing, supply chain and storage - we collaborate to solve our customers’ most complex challenges.

Want to join more than 850 dedicated Resonant team members (and growing) worldwide? Whether you bring the life sciences background or proven operations know-how, consider advancing your career with Resonant in one of our available roles. Join us in our mission: to help clients move their life science programs forward with clarity and purpose.