Director, Business Development - Northeast

Key Responsibilities:

• Successfully prospect and sell solutions and services via a consultative selling approach within assigned territory, developing account strategies and preparing client presentations to the standards of the company.
• Coordinate and work collaboratively with leaders and SMEs across the organization to create compelling and goal-driven solutions for clients and prospects and ensure tactical and strategic company goals are achieved.
• Direct and execute a strategic sales plan that supports the growth of Emerald Cloud Lab’s business along with developing and maintaining in-depth relations with client decision makers and influencers.
• Provide Territory Account Plan overviews on a quarterly basis for review.
• Target and acquire new business by maintaining keen awareness of industry trends and tools, attending meetings/conferences/events within the industry, and aggressively seeking out opportunities to develop a strategic relationship with pharmaceutical, biotechnology, startups, chemical and academic organizations.
• Provide routine input on status, progress, and results into appropriate Client Relationship Management (CRM) platforms.
• Manage sales processes from initial prospect interaction through contract execution.
•  Act as a client advocate and provider of market and competitive information to direct and enable ECL to direct capability and process improvements.
• Achieve organizationally defined Key Performance Indicators (KPI) to support the development of a robust sales pipeline to achieve goals.
• Adhere, respond, and/or maintain various administrative processes and tasks such as expense reporting, employee requirements, travel planning and training.
• Partner with GBD team and marketing to develop and execute pre/post trade show/event campaigns to drive activities and maximize return on investment.
• Partner and mentor with assigned Business Development Specialist (BDS) to maximize growth of territory and career growth of BDS.
• Leverage lead generation tools such as Client Relationship Management systems and industry leading tools such as Zymewire, Sales Navigator, LinkedIn, publications, and other relevant sources.
• Represent ECL at client presentations and industry conferences/events on an as needed basis.
• Maintain timely client management documentation in Client Resource Management system, provide required reports on sales activities, achievements, key issues, and strategies on a regular basis.
• Adhere to ECL’s selling processes, practices, and rules of engagement.

Minimum Qualifications:

• Bachelor of Arts or Bachelor of Science degree, or equivalent tenure and experience within the relevant sales field is required.
• An advanced degree, MBA, MS in relevant scientific/technical field preferred
• 5-7 years of relevant experience withing the sales, sales support, clinical trials, drug development domains is required.