Senior, Business Development Executive - DSA (MA territory)

Charles River Laboratories is a contract research organization that has been assisting in the discovery and development of new drug therapies for 75 years. The Senior, Business Development Executive is responsible for achieving sales targets in the Massachusetts region, focusing on new business capture and expanding the existing client base.

Responsibilities:

• Identify and develop opportunities primarily new business to DSA followed by rapidly progressing them to close awards for earliest possible revenue impacts
• Focus on share gain within existing client base in assigned territory by effectively communicating the differentiated value of the DSA portfolio
• Rapidly establish new customer contacts and influence them for share gain potential
• Collaborate with Client Services & Managers for rapid turnaround times on proposals/agreements, participate in the negotiation process as appropriate and follow through on sales execution
• Manage all initial inquiries and qualify prospective opportunities
• Effectively utilize CRM (SFDC) to capture customer information to included but not limited to accurate pipelines and effective opportunity management and activity documentation
• Work closely with the relevant subject-matter-expert to ensure that the customer has a cohesive and responsive experience throughout the buying journey
• Proficient in knowledge of competitor profiles and is able to develop positioning to influence potential new customers
• Take a lead Business Development role in relevant conference events and trade shows
• Effectively communicated customer challenges/concerns with all appropriate departments for quality resolution
• Prepare and implement a comprehensive territory management plan to indicate target opportunities, potential new accounts, expansion of existing accounts and an analysis of competitor share within existing accounts
• Complete all sales, commercial and portfolio trainings as required to be fluent in DSA portfolio and ready to present to range of customer personas
• Perform all other related duties as assigned

Requirements:

• Bachelor's degree (B.A. /B.S.) or equivalent in life sciences, sales or related discipline
• Minimum of 10+ years' experience, preferably in commercial role(s) within life science industry
• Excellent communication, negotiation, and presentation skills
• Proficient in the use of standard office computer applications (word processing, spreadsheets, presentations, e-mail)