National Sales Director Lab Solutions

CBRE; United States; On-site; USD 140,000 - 220,000; Full time

Job summary

CBRE is seeking an experienced sales leader to grow its life sciences lab services division. The role centers on developing client relationships, driving business development programs, and leading a team to win and expand lab services engagements.

The candidate will oversee pursuit strategies, proposals, and client meetings, while guiding deal underwriting and executive-facing materials. A deep understanding of lab services and strong leadership is essential.

Qualifications

• Experience in selling to laboratory stakeholders and life sciences clients.
• Strong proposal and contract comprehension and negotiation abilities.
• Excellent written and verbal communication with executive audiences.
• Ability to cultivate client relationships and drive growth in a competitive market.
• Strong analytical and financial modeling abilities with data-driven decision making.
• Proficiency in presenting to senior leadership and stakeholders.

Responsibilities

• Lead and mentor a team of sales professionals to achieve sales targets.
• Drive client relationships and pursue opportunities in lab operations, including buildouts and asset management.
• Coordinate the pursuit lifecycle: qualification, discovery, proposal, pricing, presentation and negotiation.
• Stay informed on industry trends and adapt strategies to meet business goals.
• Set and monitor financial objectives for client accounts and provide budgeting oversight.
• Negotiate with partners to align diverse interests and close deals.
• Create compelling proposals and client-facing materials for executive audiences.

Skills

Sales leadership

Lab operations

Executive communication

Client relationships

Networking

Contracts & RFPs

Financial analytics

Leadership

MS Office

Mathematical skills

Education

Bachelor's degree

Tools

MS Office

Job description

CBRE Full Spectrum Lab Services provides end to end scientific support for clients across life sciences, manufacturing, and other industries. We partner with pharmaceutical and biotech companies, healthcare, food and beverage producers, automotive and tooling innovators, and both contract research organizations (CROs) and contract manufacturing organizations (CMOs) to keep their operations running at peak performance.

About the role!

We are hiring an experienced leader with responsibility to grow laboratory services division. This individual will own developing client relationships and at the frontline of business pursuit opportunities, leading business development programs and initiatives and driving life science business growth outcomes.

This key role will lead a team and must have sales experience.

Responsible for supporting the growth of the life science business and operations, including winning, sustaining and growing activities in the sector, lab corporate accounts, lab asset, and facilities/scientific services outsourcing. Identifies opportunities and is responsible for the cultivation, pursuit strategy, and pursuit execution to include the client pipeline, leading efforts around proposals, and presentations, supervising deal underwriting, and leading other client-facing meetings and materials. Establishes strong corporate client relationships with key decision-makers across various company levels.

Holds strong understanding of the lab services industry, client needs and priorities, and the value proposition for the associated services from a service provider.

Role is posted in Philadelphia, PA, but we can consider other locations base on candidate experience

What you’ll do

• Responsible for leading, mentoring, and developing a team of sales professionals to achieve sales targets.
• Leads interactions in a client-facing role and sees opportunities to drive value for clients in lab operations, including but not limited to buildouts, asset management programs, and optimization strategies.
• Coordinates the governance of pursuit activity throughout the process including qualification, discovery, proposal, pricing presentation and negotiation.
• Stays abreast of industry dynamics; evaluates industry and business trends and analyzes performance and responds with necessary business change.
• Achieves financial, operational and other objectives as established in company or client goals.
• Establish and maintain relationships with key partners.
• Partner with clients to gain an understanding of their business goals and objectives.
• Provide strategic direction toward the creation of proposals, presentations, and other client-facing materials.
• Set and measure operational and financial goals for client accounts.
• Provide oversight on profit and loss for accounts including budget and forecast development, monthly business reviews, and achievement of sales targets.
• Review financial reports and develop cases for budgets and reserve investments while prioritizing key initiatives. Provide recommendations to business leaders that impact a line of business.
• Negotiate with external partners, vendors, and customers of divergent interests to reach a common goal.
• Identify and solve multi-dimensional, complex, operational, and organizational problems using the appropriate resources within or outside the department.

What you’ll need

Individuals must be capable of performing each duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Expertise in selling to laboratory stakeholders
• Knowledge of lab operations and lab asset management within life sciences companies are highly desired.
• Strong writing, presentation, and interpersonal skills with the ability to tailor communication style based on the audience and simplify complex technical topics for executive consumption
• Strong client relationship cultivation and presentation skills with ability to learn new things quickly and adapt to new situations
• Must demonstrate strong networking skills with relevant professional licenses and organization ties.
• Ability to comprehend, analyze, and interpret complex business and legal documents including contracts and request for proposal documents.
• Executive presence required; ability to make effective and persuasive presentations on sophisticated topics to employees, clients, top management and/or public groups. Ability to influence and negotiate effectively with key employees, top management, and client groups to take desired action.
• Requires advanced financial and analytics skills to review commercial models and pricing.
• Ability to lead the exchange of sensitive, complicated, and difficult information, convey performance expectations, and handle problems
• Leadership skills to set and achieve targets with a direct impact on multiple department results within a function.
• In-depth knowledge of Microsoft Office products. Examples include Word, Excel, Outlook, etc.
• Sophisticated math skills. Ability to calculate mildly complex figures such as percentages, fractions, and other financial-related calculations.
• Bachelor's Degree preferred with 8-12 years of relevant experience. In lieu of a degree, a combination of experience and education will be considered.

Why CBRE?

When you join CBRE, you become part of the global leader in commercial real estate services and investment that helps businesses and people thrive. We are dynamic problem solvers and forward-thinking professionals who create significant impact. Our collaborative culture is built on our shared values - respect, integrity, service and excellence - and we value the diverse perspectives, backgrounds and skillsets of our people. At CBRE, you have the opportunity to chart your own course and realize your potential. We welcome all applicants.

Applicant AI Use Disclosure

We value human interaction to understand each candidate's unique experience, skills, and aspirations. We do not use artificial intelligence (AI) tools to make hiring decisions, and we ask that candidates disclose any use of AI in the application and interview process.

Disclaimers

Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future.