Director of Business Development - Pharma & Diagnostic Services

Quest Diagnostics’ vision is to empower better health through actionable insights. Pharma and Diagnostics Services is an intrapreneurial team that is helping to deliver this vision by partnering with biopharmaceutical and diagnostic companies to accelerate bringing new healthcare products to market. Quest provides new test development, specialty clinical trial support, and sponsored testing programs to Life Science companies, including the top tier biopharmaceutical and diagnostic companies.

The successful candidate will be responsible for growing the commercial presence and success of our broad suite of services for biotechnology and diagnostic sponsors, CROs and Patients.

This position is responsible for generating specific project sales for the pharma and diagnostic service business within a specific territory and set of accounts.

• Partner with Business Leaders to drive sales with consultative selling approach that includes building trust/credibility with clients and partners, understand client context and business requirements, connecting client needs to our capabilities, and articulate the benefits of Quest Diagnostics Pharma and Diagnostic Services
• Prospect and establish new client relationships
• Write and present proposals and executive-level presentations
• Lead client communication and contract tracking throughout all phases of the sales process
• Perform sales responsibilities including solutions overview, pricing and proposal development, pipeline management, and leading client meetings
• Coordinate with delivery team to meet client needs and grow existing relationships
• Provide market feedback from clients and prospects on clinical informatics needs and work with operations team to refine existing solutions and design new ones
• Work with partners to qualify and promote capabilities to existing clients
• Cultivate client relationships to upsell accounts with new / additional services. Understand competitive threats and positioning
• Participate in marketing activities to drive awareness and strengthen brand for Quest capabilities
• Participate in strategic planning to grow Pharma and Diagnostic Services business

Required Work Experience:

• 5+ years of market/program development, in the pharma or diagnostic services business
• Demonstrated experience writing proposals and closing deals with prospects and existing clients
• Exceptionally self-motivated and directed
• Excellent written and oral communication skills
• Ability to present ideas in business-friendly and user-friendly language

Preferred Work Experience:

• Working knowledge of Companion Diagnostic Development process
• Experience selling to Product Development teams in Pharma and Diagnostic companies
• Prior sales experience in contract research industry

Physical and Mental Requirements:

• Intellectually curious
• continuous learner
• high level of integrity – strong moral compass

Knowledge:

• Deep knowledge of the drug development or diagnostic development process.

Skills:

• Excellent interpersonal skills
• Strong cross-functional team player and ability to work in matrix environment
• Strong negotiating skills
• Solid business and financial acumen

Education

• Bachelor’s Degree (Required)
• Master’s Degree (Preferred)

Languages

• English (Required)

Work Requirements

• Travel Required