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Business Development Manager

Job Title: Business Development Manager
Location: Bridgend
Department: Business Development
Reporting to: Director, Clinical Business Development
Responsible for (staff): None

General Purpose of Role:

  • To deliver the corporate business strategies including specific territory and client plans in order to achieve agreed Company, departmental and individual objectives and within agreed budgets.
  • To actively position the Company within the European and global pharmaceutical industry to win projects from assigned client(s) and territories across all service capabilities.
  • Proactively generate new business opportunities from existing clients and attain business from new clients to achieve or exceed the annual sales forecast.

Main Responsibilities:

  • Actively manage the sales process – lead generation, appointment setting, credentials pitch, asking questions, solution pitch, and negotiation, close.
  • Managing and maintaining the sales pipeline and ensuring all sales administration is current using CRM software.
  • Actively seeking and developing value added solutions and partnerships with new and existing clients to maintain/exceed the agreed sales forecasts.
  • Create and be accountable for all client proposals, contract negotiation, closure of proposals and any further documentation, following PCI Pharma Services procedures.
  • Facilitate the handover of won business in a timely and documented manner to the Project, Operational and Quality teams.
  • Contribute to the development and use of an accurate costing template to determine project and service area profitability.
  • Key account development, management and delivery of plans in line with business targets.
  • Development and implementation of:
    • Business development and marketing strategies.
    • Territory and specific service plans.
    • Departmental Key Performance Indicators.
    • Sales forecasts and re-forecasting process.
    • Departmental budgets.
  • Development, updating and maintaining the Company presentation to reflect PCI Pharma Services service offerings.
  • Acquisition and maintenance of in-depth knowledge of PCI Pharma Services areas of expertise and services for appropriate cross sell opportunities to existing clients.
  • Selection of and representation at relevant conferences and events in accordance with the agreed departmental budgets.
  • To agree and work towards personal development goals
  • Where required, undertake major tasks and responsibilities outside the job holder’s area of responsibility
  • Reporting departmental metrics to the Executive Team and Board as required.
    Conform with and abide by all regulations, policies, work procedures, and instructions.

Outcomes of Role:

  • Achieving and exceeding the agreed annual sales forecast.
  • Achieving the agreed Company, departmental and individual objectives and KPIs.
  • A documented key account plan with periodic reviews of each key account.
  • The use of the costing template to determine profitability on service areas and individual studies.

Specific Qualifications:

  • Undergraduate degree or equivalent in any discipline

Previous Work Experience:

  • 5 years sales experience in Pharma organisation or Clinical Research Organisation (CRO).

Specific Knowledge / Skills Competence:

  • Experience in the clinical supply field, preferably in a contract environment
  • An excellent understanding of Quality Standards including GMP, GCP and GDP. Familiar with concepts of risk management
  • Broad knowledge of Sage 200 or similar enterprise management systems
  • Excellent people management skill and experience
  • Experience in managing change and growth
  • Strategic thinking skills
  • Ability to operate at senior management level
  • IT literate in standard packages
  • Excellent written and communication skills.
  • IT literate with good knowldege of Sage, excel, word and internet funtionality
  • Attention to detail.
  • Awareness of GMP documentation.
  • Experience of MS Office and Sage applications.

Behavioural Competencies:

  • Attitude embracing company vision and values.
  • Analytical thinking and Problem Solving.
  • Customer Service.
  • Team player.
  • Judgement and decision making.
  • Self Confidence.
  • Excellent written and verbal communication.
  • Self Motivation/ achievement drive.
  • Trustworthiness.
  • Conscientiousness.
  • Willingness to travel on company business.
Posted on Categories EU, EU Tredegar, Vacancies

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