Job Description:Together, we are Marken, UPS Healthcare Precision Logistics. As the clinical and advanced therapy part of UPS Healthcare, we reach patients faster, with greater scalability and access to new pathways throughout the supply chain. With our One UPS advantage and comprehensive service portfolio, including Polar Speed's in-network pharmacies, we are optimally positioned to keep our clients competitive in an increasingly complex market.
Job SummaryThe candidate is a senior individual contributor responsible for identifying, developing, and closing new business opportunities that drive profitable revenue growth for Marken UPS Healthcare Precision Logistics.
The Director will own the business development process across an assigned territory and/or strategic market segment, building relationships with pharmaceutical, biotechnology, clinical research, advanced therapy, and other healthcare organizations. The role requires a strong new-business orientation, executive-level customer engagement, disciplined territory and pipeline management, and the ability to lead complex opportunities from initial prospecting through contract award and implementation.
The successful candidate will have a demonstrated track record of personally originating and closing new business and will work cross-functionally with Operations, Pricing, Solutions, Quality, Legal, Marketing, and other Marken and UPS Healthcare stakeholders to develop differentiated and commercially sustainable solutions.
Main Responsibilities- Develop and execute a strategic business development plan for the assigned territory, market, and target accounts.
- Identify, prospect, and develop new customers and new revenue opportunities across the healthcare and life sciences market.
- Build and maintain a strong pipeline of qualified opportunities capable of supporting short- and long-term revenue growth objectives.
- Establish relationships with senior decision-makers and key stakeholders, including Director, VP, and executive-level customer contacts.
- Lead customer discovery to understand business challenges, operational requirements, growth priorities, and supply chain needs.
- Position Marken and UPS Healthcare capabilities to develop differentiated solutions that address customer requirements.
- Manage the complete commercial lifecycle from prospecting and qualification through solution development, proposal, pricing, negotiation, contract award, and transition to implementation.
- Lead and coordinate responses to complex RFIs, RFQs, and RFPs.
- Partner with Pricing, Operations, Solutions, Quality, Legal, Finance, and other internal stakeholders to develop competitive, operationally executable, and profitable commercial proposals.
- Negotiate commercial terms while maintaining appropriate revenue and profitability expectations.
- Develop account penetration strategies and identify opportunities to expand relationships across customer organizations, business units, geographies, and service offerings.
- Maintain accurate opportunity, pipeline, activity, and forecasting information within Salesforce and other required commercial systems.
- Provide reliable forecasts and regularly communicate opportunity status, risks, competitive intelligence, and required internal actions.
- Monitor industry trends, customer developments, competitive activity, and emerging market opportunities.
- Represent Marken and UPS Healthcare at customer meetings, industry events, conferences, and other external engagements.
- Collaborate across Marken and UPS Healthcare to maximize the broader capabilities of the organization and create integrated customer solutions.
- Support the successful transition of awarded business from Sales to Implementation and Operations to ensure customer commitments are understood and executable.
- Consistently achieve assigned new-business revenue, pipeline, activity, and other commercial performance objectives.
Required Qualifications- Bachelor's degree and/ or equivalent of relevant professional experience.
- Significant experience in business development, sales, or commercial roles involving complex B2B solutions.
- Demonstrated history of personally originating, developing, and closing new business.
- Proven ability to build a territory and develop pipeline through proactive prospecting and relationship development.
- Experience managing complex sales cycles involving multiple customer and internal stakeholders.
- Strong commercial and financial acumen, including an understanding of pricing, profitability, revenue, and solution economics.
- Demonstrated ability to engage effectively with senior and executive-level customer stakeholders.
- Strong presentation, negotiation, communication, and relationship-development skills.
- Ability to work effectively in a matrixed, cross-functional, and global organization.
- Strong organizational skills with the ability to manage multiple significant opportunities simultaneously.
- Experience using CRM systems, preferably Salesforce, for opportunity management, pipeline development, and forecasting.
- Ability and willingness to travel based on customer and business requirements.
Preferred Qualifications- Business development experience within healthcare logistics, pharmaceutical services, biotechnology, clinical trials, clinical supply chain, specialty logistics, cell and gene therapy/advanced therapies, healthcare distribution, 3PL, express logistics, or related industries.
- Established knowledge of pharmaceutical, biotechnology, CRO, clinical research, or healthcare customer environments.
- Experience selling complex global or multi-service logistics and supply chain solutions.
- Experience with strategic RFQs/RFPs, contract negotiations, and large enterprise opportunities.
- Existing relationships within pharmaceutical, biotechnology, CRO, advanced therapy, or other relevant healthcare markets.
- Experience collaborating across operational, pricing, quality, regulatory, technical, and legal functions to develop customer solutions.
Key Competencies- New-business hunting and prospecting
- Strategic territory development
- Executive-level relationship management
- Consultative and solution selling
- Commercial and financial acumen
- Negotiation and influence
- Pipeline management and forecasting
- Cross-functional leadership
- Customer-focused problem solving
- Accountability and results orientation
Measures of SuccessSuccess in this role will be measured by the ability to:
- Generate and close profitable new revenue.
- Build and maintain a healthy, sustainable pipeline.
- Consistently meet or exceed assigned sales objectives.
- Develop meaningful relationships with senior customer decision-makers.
- Convert targeted prospects into qualified opportunities and new customers.
- Maintain strong Salesforce, forecasting, and commercial process discipline.
- Successfully transition awarded opportunities into implementation and revenue generation.
Role ProfileThis position is best suited for an experienced commercial professional who enjoys creating opportunities rather than waiting for them. The ideal candidate combines the executive presence required to engage senior customers with the discipline and initiative required to prospect, build pipeline, navigate complex sales processes, and personally close significant new business.
Employee Type:Permanent
