Business Development Manager

at  WuXi AppTec

Overview:
The Business Development Manager will cultivate growth of WuXi AppTec’s Medical Device Business. The role calls for dedicated and passionate candidates with strong communication and analytical skills, as the position will be central to developing sales initiatives, garnering support directly from clients through traditional sales channels, as well as working with internal stakeholders within multiple business & departmental functions to maintain a foundation for effective business collaboration and enhanced customer experience. Strategic planning, sales, sales-support processes, marketing & promotions will be routinely engaged in this role.

Responsibilities:

• Reach out to prospects via telephone and email to qualify leads using a specified scoring system. The expected activity level for this position is 75 to 100 calls per day.
• Navigate through a conversation flow to uncover business needs, understand pains, and position our organization as a compelling solution.
• Generate qualified leads that are processed as new opportunities and sent to the sales team.
• Maintain and update an accurate log of activity.
• Convey summarized key findings from phone conversations to the rest of the Sales team to help refine solutions.
• Close sales within the territory, defined by geographic area, industry, or product/service group
• Respond to client inquiries and offer guidance on appropriate products and services
• Work with operations, technical, and marketing teams to ensure the service offer is appropriate, the strategy is sound, and the sales message resonates with the market
• Execute sales strategy, generate sales reports, and identify opportunities to increase sales volume while ensuring service levels are met
• Work in tandem with outside sales team to set up meetings, establish agenda, working to achieve sales goals and revenue targets
• Possesses a working understanding of company products/services and utilizes sales techniques effectively
• Completes complex sales with no supervision.
• Understand WuXi AppTec’s Medical Device existing business with all accounts - utilize knowledge of accounts to make informed decisions on tactical sales efforts to drive further traction, account penetration, and lead generation.
• Implement and track account-level strategies for account growth.
• Meet routinely with the Director of Sales to ensure coordinated efforts in the territory are being achieved.
• Develop proposals development & revision process for account management as required.
• Assist the Request-For-Proposal/Information (RFx) process, including tracking win-loss, follow-up and performance feedback, and cataloging history.
• Develop a level of competence, while continuing education to develop a strong understanding of the drug development industry including market, service, and customer dynamics.
• Coordinate and participate with internal quality, operational, and technical stakeholders, as needed, to assist program support, including coordinating client discussion support, technical input on proposal development, etc.
• Review and track the account or service-level trends, identifying gaps and potential areas of opportunity.
• Perform job-specific tasks in compliance with applicable Regulations, International Standards, and WuXi AppTec Policies and Standard Operating Procedures.
• Other duties as assigned

Qualifications:

EXPERIENCE / EDUCATION

• Position typically requires a bachelor’s degree, experience in the life sciences industry or scientific degree, as well as 3+ years of relevant sales experience.

KNOWLEDGE / SKILLS / ABILITIES:

• Strong oral & written communication skills.
• Charisma and unique intrapersonal skillsets to develop and drive mutually beneficial relationships.
• Entrepreneurial ability to manage multiple broad responsibilities & projects simultaneously; high level of organization and attention to detail.
• Natural tendency to direct and be self-governing.
• High level of professionalism.
• Natural propensity to analyze a situation, and negotiate for best position.
• Skilled in data analysis and the ability to interpret complex market/sales data to propose solutions.
• Demonstrated success at managing multiple opportunities, timelines and projects simultaneously.
• Demonstrated ability to work under pressure - resolute through periods of tension and stress.
• Strong computer skills; well-informed with technology and proficient in Microsoft Excel, PowerPoint, Word, and Outlook.
• Experience with Customer Relations Management (CRM) systems (Microsoft Dynamics CRM or Salesforce) preferred.

AN EQUAL OPPORTUNITY EMPLOYER. ALL QUALIFIED APPLICANTS WILL RECEIVE CONSIDERATION FOR EMPLOYMENT WITHOUT REGARD TO RACE, COLOR, RELIGION, SEX, SEXUAL ORIENTATION, GENDER IDENTITY, NATIONAL ORIGIN, OR PROTECTED VETERAN STATUS AND WILL NOT BE DISCRIMINATED AGAINST ON THE BASIS OF DISABILITY.

This job description does not state or imply that the above are the only duties and responsibilities assigned to this position. Employees holding this position will be required to perform any other job-related duties as requested by Management

• Reach out to prospects via telephone and email to qualify leads using a specified scoring system. The expected activity level for this position is 75 to 100 calls per day.
• Navigate through a conversation flow to uncover business needs, understand pains, and position our organization as a compelling solution.
• Generate qualified leads that are processed as new opportunities and sent to the sales team.
• Maintain and update an accurate log of activity.
• Convey summarized key findings from phone conversations to the rest of the Sales team to help refine solutions.
• Close sales within the territory, defined by geographic area, industry, or product/service group
• Respond to client inquiries and offer guidance on appropriate products and services
• Work with operations, technical, and marketing teams to ensure the service offer is appropriate, the strategy is sound, and the sales message resonates with the market
• Execute sales strategy, generate sales reports, and identify opportunities to increase sales volume while ensuring service levels are met
• Work in tandem with outside sales team to set up meetings, establish agenda, working to achieve sales goals and revenue targets
• Possesses a working understanding of company products/services and utilizes sales techniques effectively
• Completes complex sales with no supervision.
• Understand WuXi AppTec’s Medical Device existing business with all accounts - utilize knowledge of accounts to make informed decisions on tactical sales efforts to drive further traction, account penetration, and lead generation.
• Implement and track account-level strategies for account growth.
• Meet routinely with the Director of Sales to ensure coordinated efforts in the territory are being achieved.
• Develop proposals development & revision process for account management as required.
• Assist the Request-For-Proposal/Information (RFx) process, including tracking win-loss, follow-up and performance feedback, and cataloging history.
• Develop a level of competence, while continuing education to develop a strong understanding of the drug development industry including market, service, and customer dynamics.
• Coordinate and participate with internal quality, operational, and technical stakeholders, as needed, to assist program support, including coordinating client discussion support, technical input on proposal development, etc.
• Review and track the account or service-level trends, identifying gaps and potential areas of opportunity.
• Perform job-specific tasks in compliance with applicable Regulations, International Standards, and WuXi AppTec Policies and Standard Operating Procedures.
• Other duties as assigne