About the role!
We are hiring an experienced leader with responsibility to grow laboratory services division. This individual will own developing client relationships and at the frontline of business pursuit opportunities, leading business development programs and initiatives and driving life science business growth outcomes.
This key role will lead a team and must have sales experience.
Responsible for supporting the growth of the life science business and operations, including winning, sustaining and growing activities in the sector, lab corporate accounts, lab asset, and facilities/scientific services outsourcing. Identifies opportunities and is responsible for the cultivation, pursuit strategy, and pursuit execution to include the client pipeline, leading efforts around proposals, and presentations, supervising deal underwriting, and leading other client-facing meetings and materials. Establishes strong corporate client relationships with key decision-makers across various company levels.
Holds strong understanding of the lab services industry, client needs and priorities, and the value proposition for the associated services from a service provider.
Role is posted in Philadelphia, PA, but we can consider other locations base on candidate experience
What you'll do- Responsible for leading, mentoring, and developing a team of sales professionals to achieve sales targets.
- Leads interactions in a client-facing role and sees opportunities to drive value for clients in lab operations, including but not limited to buildouts, asset management programs, and optimization strategies.
- Coordinates the governance of pursuit activity throughout the process including qualification, discovery, proposal, pricing presentation and negotiation.
- Stays abreast of industry dynamics; evaluates industry and business trends and analyzes performance and responds with necessary business change.
- Achieves financial, operational and other objectives as established in company or client goals.
- Establish and maintain relationships with key partners.
- Partner with clients to gain an understanding of their business goals and objectives.
- Provide strategic direction toward the creation of proposals, presentations, and other client-facing materials.
- Set and measure operational and financial goals for client accounts.
- Provide oversight on profit and loss for accounts including budget and forecast development, monthly business reviews, and achievement of sales targets.
- Review financial reports and develop cases for budgets and reserve investments while prioritizing key initiatives. Provide recommendations to business leaders that impact a line of business.
- Negotiate with external partners, vendors, and customers of divergent interests to reach a common goal.
- Identify and solve multi-dimensional, complex, operational, and organizational problems using the appropriate resources within or outside the department.
What you'll needIndividuals must be capable of performing each duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Expertise in selling to laboratory stakeholders
- Knowledge of lab operations and lab asset management within life sciences companies are highly desired.
- Strong writing, presentation, and interpersonal skills with the ability to tailor communication style based on the audience and simplify complex technical topics for executive consumption
- Strong client relationship cultivation and presentation skills with ability to learn new things quickly and adapt to new situations
- Must demonstrate strong networking skills with relevant professional licenses and organization ties.
- Ability to comprehend, analyze, and interpret complex business and legal documents including contracts and request for proposal documents.
- Executive presence required; ability to make effective and persuasive presentations on sophisticated topics to employees, clients, top management and/or public groups. Ability to influence and negotiate effectively with key employees, top management, and client groups to take desired action.
- Requires advanced financial and analytics skills to review commercial models and pricing.
- Ability to lead the exchange of sensitive, complicated, and difficult information, convey performance expectations, and handle problems
- Leadership skills to set and achieve targets with a direct impact on multiple department results within a function.
- In-depth knowledge of Microsoft Office products. Examples include Word, Excel, Outlook, etc.
- Sophisticated math skills. Ability to calculate mildly complex figures such as percentages, fractions, and other financial-related calculations.
- Bachelor's Degree preferred with 8-12 years of relevant experience. In lieu of a degree, a combination of experience and education will be considered.
"CBRE carefully considers multiple factors to determine compensation, including a candidate's education, training, and experience. The minimum salary for the National Sales Director position is $125,000 annually and the maximum salary for the National Sales Director position is $170,000 annually. The compensation offered to a successful candidate will depend on their skills, qualifications, and experience. This role will provide the following benefits: 401(K), Dental insurance, Health insurance, Life insurance, and Vision insurance."
