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Covance Sr. Business Development Director - CMC in Boston, Massachusetts

Job Overview:

Covance is currently seeking experienced Business Development professionals to join our team on the West Coast.

If you want to accelerate your career, think about possibilities that we can offer you:

We have helped the pharmaceutical industry develop more medicines worldwide than any other company, including the top 50 best-selling drugs on the market today and 100% of all Oncology drugs approved in 2016. Covance has been named among the World’s Most Innovative Companies in Forbes’ 2017 Ranking, and more than 90% of the top 20 global pharmaceutical companies are repeat customers… we can offer you not only a job, but a stable, long-term career.

  • Achieves annual sales plan and sales targets for assigned accounts through proactive sales activity and networking with assigned potential and existing accounts.

  • Develops account plans and partnerships with key accounts and strategic partners.

  • Develops client call cycle to achieve objectives and sales plan; Follows up on leads.

  • Sells the business unit’s capabilities and differentiation frameworks.

  • Sets and manages customer expectations.

  • Organizes and hosts client visits.

  • Uses SFDC to manage internal communication and document territory and client information as required for the business unit.

  • Collaborates effectively with sales executives from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects.

  • Participates in proposal scope development as appropriate.

  • Participates in corporate teams to build relationships with key accounts.

  • Identifies specific client needs that can be developed into new opportunities both within the business and for other Covance business units.

  • Proactively shares best practices with broader sales teams and assists in Zone meeting training.

  • Manages strategic accounts and complex sales

  • Performs quality control activities for peers and less experienced staff.

  • Leads and negotiates business unit based MSA’s and preferred provider agreements.

  • Develops and establishes long-term account plans.

  • Coaches staff on interpretation of a RFP/quote/protocol.

  • Analyzes industry sources to identify business opportunities and leverage Covance relationships for prospective clients.

  • Acts as a coach and mentor to AE’s within sphere of influence.

  • Leads client presentations.

  • Maintains frequent personal contact with clients.

  • Assists in determining margins and pricing with Client Services.

  • Responsible for Opportunity Management and accurate pipeline forecasting.

  • Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.

  • Collaborates with companywide resources to achieve superior customer satisfaction.

  • Recognizes and communicates sales opportunities for other business units.

  • Provides comprehensive intelligence on key competitors.

  • Provides weekly sales activity reports to management.

  • Establishes nurtures and grows client relationships at the appropriate levels.


  • Bachelors degree in life science or business field preferred

  • Advanced industry knowledge

  • Demonstrated client retention skills

  • Ability to manage difficult client and/or financial situations

  • Strong working relationship with internal Covance management and site leadership

  • Ability to differentiate Covance from competitors

  • Experience developing and executing strategic business plans

  • Ability to manage and motivate client facing teams

  • Negotiation skills: direct face to face negotiating experience with major clients

  • Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization

  • Extensive global collaboration experience

  • Highly consultative

  • Strong customer orientation

  • Demonstrated ability to acquire, grow and retain clients

  • Knowledge of the drug development process

  • Ability to influence disparate groups and individuals

  • Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting


  • 5+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers

Covance is committed to diversity in the workplace and is an equal opportunity employer (Minority/Female/Individual with Disability/Veteran/Sexual Orientation/Gender Identity). Your confidentiality and privacy are important to us.