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Senior Director Business Development, Biopharma Central & Specialty Lab Services - Drug development, Clinical & Translational - West Coast US


Pharma-Cruiting Life Sciences Executive Searc

Job Location

Remote based West Coast US
San Francisco, CA 94080
United States

Job Description

Senior Director, Business Development, Biopharma Central & Specialty Lab Services - Drug development, Clinical & Translational

Territory: West Coast US & Canada



The Senior Director Business Development Director will be responsible for selling Biopharma Central & Specialty Lab Services - Drug development, Clinical & Translational into Pharmaceutical & biotechnology companies for their clinical trial needs.

The successful candidate must have experience selling clinical trial services into pharma/biotech companies on the West Coast US.




  • Direct customer responsibility for pharma/biotech business development across the West Coast US and Canada
  • Work closely with the inside sales & marketing teams, identifying high growth potential clients, sell new services and win business in new functional areas
  • Develop and foster relationships with key-decision makers to secure business opportunities
  • Analyze industry activity, develop annual business plan for specific market segments and assigned accounts
  • Perform business performance analysis, market and competitive analyses, consumer behavior analysis across the business
  • Participate with management in the development and implementation of the sales plan which will include forecasting territory sales and activity objectives
  • Plan and implement monthly objectives of the sales action plan, including budgeting of time and resources, and communicate with staff, as appropriate, to achieve sales action goals and objectives
  • Develop account strategies and ensure appropriate strategy/solution is proposed. Anticipate and identify client challenges, real and perceived. Draw practical and actionable insights that promote strategy-formulation and decision-making
  • Adapt successful strategies and tactics to meet market demands and financial targets
  • Pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards
  • Work closely together with internal leadership in overall strategy formulation and in ensuring business strategies are aligned with the industry trends.
  • Educate internal teams in customer needs and values to close the sale
  • Manage and prioritize the business’ pipelines and future investment needs, focusing on high value and addressable business
  • Support the development and evolution of the existing businesses into new markets and evolve our value proposition to become the lab of choice for this market.






  • Experience selling clinical trial services into pharma/biotech companies on the West Coast US
  • Broad and comprehensive knowledge of all matters related to the business with an eye towards identifying new sales prospects and developing existing markets.
  • Solid knowledge of drug development and understand challenges inherent to the outsourcing paradigm across this customer base.
  • Solid understanding how to develop and engage in profitable relationships that span central and specialty lab services across drug development.
  • Ability to navigate the various stakeholders across biopharma and be comfortable engaging directly with scientific teams to demonstrate value and not just a budget.
  • Competent as a hunter, focusing on the correct balance of potential value and ability to achieve success. Be creative to position our broad array of capabilities and expertise to the right customer in the right way.
  • Energetic with a proven track record of driving business results by combining strategic thinking and sharp execution
  • Relentless ambition and a ‘get things done’ attitude.
  • Proven leadership skills, while effectively influencing senior management on key decisions and direction relative to contribution to client deliverables
  • Must possess the ability to clearly convey ideas & information, both orally and in writing, to business sponsors and partners, technical resources and executives
  • Effective coaching, persuasion and mentoring skills
  • Excellent customer relationship management skills and strong commercial acumen
  • Strong skills in eliciting cooperation from senior management and other departments
  • Excellent business awareness and a thorough understanding of industry trends and impact on the business

How to Apply

Email [email protected] or reach out to Ruth Frazer on Linkedin.