Executive Account Director – Business Development, Key Accounts, Bioanalytical Labs

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

📋 Description

• Implement a strategic sales initiative to optimize global key accounts for the Bioanalytical Labs sector.

• Formulate account strategies for each designated account.

• Attain year-over-year growth and achieve or surpass sales objectives for each account.

• Propel account growth through cross-selling ASD and collaborating with CDSD.

• Discover business development prospects and cultivate relationships with stakeholders across clinical teams, therapeutic areas, and service sectors.

• Build connections with prospective biopharma accounts and present unique value propositions to secure and expand business.

• Establish and maintain preferred vendor status through proactive management of accounts.

• Coordinate quarterly strategic planning sessions with PPD Alliance Leads.

• Manage RFP/proposal processes, engage in bid defense and contract negotiations, and propose profitable solutions.

• Oversee RFI strategy from initiation to completion, including client meetings, stakeholder alignment, presentation materials, and response quality.

• Provide insights to senior leadership regarding global key account performance and relationship trends.

• Work in partnership with other KAMs and the VP of Business Development for Bioanalytical Labs to secure and retain key accounts.

• Collaborate with Alliance Leads to enhance client satisfaction and relationship management.

• Team up with Scientific Affairs to expand market niches and develop new services and line extensions.

• Offer opportunity updates and log activities in Salesforce to fulfill KPI expectations.

• Collaborate with subject matter experts and other Bioanalytical Labs departments to address key account requirements.

⛳️ Requirements

• Bachelor's degree or equivalent with relevant formal academic or vocational qualifications.

• Over 8 years of prior experience supplying the knowledge, skills, and abilities necessary for the role.

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

• Experience in consultative selling within large accounts.

• Strong relationship-building skills with the capability to expand beyond existing contacts.

• Ability to effectively present and communicate value propositions.

• Ownership of account management while balancing competing needs and objections.

• Adequate knowledge of Labs to thrive in the role.

• Excellent interpersonal abilities for building relationships, communicating, and influencing across all organizational levels.

• Advanced skills in process improvement and implementation.

• Extensive analytical skills, including data interpretation, tracking, and trending.

• Outstanding verbal and written communication and interpersonal skills.

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

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

• Strong business and financial acumen.

• Demonstrated executive presence.

• Ability to access and utilize both in-house and commercial software.

• Capability to work independently with minimal guidance and effectively schedule work to meet objectives.

• Ability to perform under pressure and manage multiple tasks simultaneously.

• Consistent and regular attendance is required.

• Willingness to travel 50%-75%, including occasional domestic and international travel.

• Ability to meet the specified physical requirements, which include frequent stationary work, mobility, repetitive hand movements, occasional bending or stooping, and lifting 15-20 lbs.

🏝️ Benefits

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

• Employee assistance and family support initiatives, including commuter benefits and tuition reimbursement.

• A minimum of 120 hours of paid time off (PTO).

• Ten paid holidays each year.

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

• Accident and life insurance coverage.

• Short-term and long-term disability in accordance with company policy.

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

• Employee Stock Purchase Plan (ESPP) that allows purchasing company stock at a discount.

• Variable annual bonus based on company, team, and/or individual performance in line with company policy.