Account Director, Business Development – Central Labs

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Take ownership of the designated territory and enhance performance through tailored territory account plans.

• Acquire and retain valuable clients within small to mid-sized pharmaceutical companies.

• Collaborate with CDSD to secure joint accounts.

• Cultivate relationships to stimulate growth within established accounts.

• Create a leads funnel for the territory to meet annual sales and new-client acquisition goals.

• Assess prospective clients, establish project timelines, identify key contacts, and determine funding sources.

• Transform qualified leads into viable opportunities.

• Drive awards in the assigned territory to achieve GCL sales targets and objectives.

• Forge relationships with new accounts by utilizing the standard value proposition.

• Formulate and execute client strategies to enhance sales and mitigate competitive risks.

• Provide insights and oversee the proposal and opportunity processes in collaboration with Proposals & Contracts and Scientific Affairs.

• Act as an advocate for clients, delivering market and competitive insights for capability and process enhancements.

• Represent PPD GCL during client presentations, bid defenses, and industry conferences/events.

• Collaborate with Scientific Affairs, Proposals & Contracts, Project Management, and other stakeholders to surpass client expectations.

• Update opportunities and record activities in Salesforce to align with KPI expectations.

• Work together with Account Development to expand the pipeline using Salesforce.com and Global Data.

• Occasional travel to site locations and both domestic and international travel required.

⛳️ Requirements

• Bachelor's degree or equivalent relevant formal academic/vocational qualification.

• Prior experience providing the necessary knowledge, skills, and abilities to perform the role, typically equivalent to 2 years.

• A combination of relevant education, training, and/or directly related experience may be deemed acceptable.

• A strong drive and determination to succeed.

• Capability and readiness to build accounts from the ground up.

• Proficient in clearly presenting and articulating the value proposition.

• Strong pipeline management and organizational skills.

• Must be based physically within the assigned territory.

• Willingness to travel 25-50%.

• Exceptional interpersonal skills to cultivate relationships, communicate, and influence at all levels.

• Advanced skills in process improvement and implementation.

• Comprehensive analytical and data interpretation, tracking, and trending abilities.

• Outstanding verbal and written communication/interpersonal skills.

• Proficient in MS Office applications including Word, Excel, Visio, Access, and PowerPoint.

• High level of PC proficiency and understanding of computer logic.

• Strong business and financial acumen.

• Demonstrated executive presence.

• Ability to access and utilize both in-house and off-the-shelf software.

• Capable of working independently, multitasking, performing under pressure, and maintaining regular attendance.

• Ability to lift and carry weights between 15-20 lbs.

• Must be able to frequently move and occasionally crouch, stoop, bend, and twist.

🏝️ Benefits

• Variable annual bonus based on company, team, and/or individual performance outcomes.

• A selection of national medical and dental plans, along with a national vision plan, including health incentive programs.

• Access to employee assistance and family support programs, including commuter benefits and tuition reimbursement.

• Minimum of 120 hours of paid time off (PTO).

• 10 paid holidays each year.

• Paid parental leave: 3 weeks for bonding and 8 weeks for caregiver leave.

• Accident and life insurance coverage.

• Short- and long-term disability insurance provided per company policy.

• Competitive 401(k) U.S. retirement savings plan.

• Employees’ Stock Purchase Plan (ESPP) offering discounted company stock.

• Opportunities for domestic and international travel.