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il y a 4 jours
Labcorp is expanding its global BioPharmaceutical Chemistry, Manufacturing and Control (CMC) footprint and is opening a new, purpose-built CMC facility in Mechelen, Belgium . This facility will introduce a new CMC analytical testing solution for commercial drug products in the European Union (EU). This site has been strategically developed to complement our existing capabilities in York and Harrogate (UK) , and Greenfield (US) . Biopharmaceutical CMC provides independent, objective GMP analytical testing for manufactured medicinal products from late discovery through post-market approval on behalf of global clients. With a strong portfolio of clients and over 25 years of expertise this team provides advanced characterization, method development, stability and routine QC release for biologics, vaccines, ATMP's, and a breadth of other complex biomolecules. With this new laboratory in Belgium, we aim to offer a more comprehensive solution and accelerate the availability of new products for patients. The Mechelen site is designed to offer clients enhanced access to CMC state‑of‑the‑art analytical testing. This expansion is a key milestone in our long-term plan to strengthen support for pharmaceutical and biotechnology partners who rely on Labcorp for complex CMC, bioanalytical, and regulatory testing services. To support this growth, we are seeking a Business Development Director – Player Coach who will both sell directly (80%) and lead a small team (20%) as we accelerate our European commercial structure. The Business Development Director – Player Coach is a hybrid role ideal for a commercially driven leader who loves to sell, build relationships, and grow accounts , while also developing and mentoring a small team of Business Development professionals. You will directly manage up to three reports , initially located in the UK and US, while owning a defined EU sales territory focused on manufacturers, pharma, and biotech companies looking to partner with a CMC GMP laboratory. This role is EU‑based and will be closely tied to the launch and commercial success of the new Mechelen facility . The position reports to the Executive Director, Business Development , with a clear pathway to become an Executive Director within 1–2 years for high-performing talent. 1. Individual Contribution (≈ 80% Sales Bonus Weighted) Achieve annual sales targets and territory growth goals across assigned EU accounts and territory. Prospect, develop, and expand relationships with clients evaluating outsourcing of CMC testing. Lead client meetings, including Bid Defense , capabilities presentations, governance meetings, and relationship reviews. Responsible for Opportunity Management and accurate pipeline forecasting, maintain accurate forecasting and opportunity management in SFDC (document customer info, account plans and decisions). Engage in proposal scope development , pricing discussions, competitive intelligence, and contract negotiation. Engage with internal team to maximize margins and achieve appropriate win rates. Collaborate with internal stakeholders (Commercial Development, Proposals, Marketing, PM, , Operations) and executives from other Labcorp units to bring potential opportunities to their attention and to identify and win multi-unit projects. Evaluate client RFIs, RFPs, proposals, and budgets, and provide input to ensure client and company requirements are met. Serve as a commercial point of contact for the Mechelen facility, articulating the strategic value and EU regulatory advantages of our new site. Sell the business unit's capabilities and differentiation frameworks. Support client visits and site tours; help position Mechelen as a key testing partner for the EU market. Re-engage and grow existing accounts while breaking into new strategic EU clients. Recognize and communicate sales opportunities for other business units. Provide general intelligence on key competitors. Develop client call cycle to achieve objectives and sales plan. Follow up on leads. Required 10+ years of sales experience in pharmaceutical/biotech or CMC‑related services . Experience selling scientific, laboratory, or CMC/regulatory-aligned services into manufacturers or pharma/biotech organizations. Ability to articulate the value of outsourcing vs. internal testing and influence decision-making. Proven ability to manage complex sales cycles and executive‑level discussions. Demonstrated capability to lead small teams. Strong understanding of EU regulatory landscapes related to CMC testing. Ability to navigate highly matrixed, multinational environments. Advanced negotiation and strategic account planning experience. Preferred Bachelor's degree in Life Sciences or Business; Master's degree a plus. Background in biomarkers, analytical sciences, translational medicine, anatomic pathology, or companion diagnostics. Experience working within a manufacturer or selling to organisations evaluating laboratory partnerships. Experience managing client relationships across multiple regions. Language Skills Dutch and French strongly preferred. Proficiency in English required. Soft Skills Strong relationship builder who connects easily at all organizational levels. Excellent presentation and communication skills. Comfortable working across complex, cross‑functional, multinational setups. Proficient with digital tools, CRM systems (SFDC), and emerging technologies (including AI‑enhanced tools). Collaborative mindset combined with commercial drive and accountability. Working Conditions Flexible working hours. Remote/hybrid role with travel across Europe as needed. Regular visits to Mechelen and other Labcorp locations. Key Account, Governance, Frameworks, Diagnostics, Sales Planning, Sales, Business, Articulate, Account Planning, Client Management, Outsourcing, Achieve Objectives, Sales Opportunities, Projects, Articulation, Development, Sales, CRM systems, Pipelines, Communication, Medicine, Pricing, Negotiation, Client Meetings, Operations, Digital Tools, Client Visits, Anatomic Pathology, Customer Relations, Evaluation, Intelligence, CMC, Existing Accounts, Presentations, Business unit, Territory Growth, Corporate Sales, Sales Cycle, Communication, Decision Making, Analytical Science, Budget, Laboratory Work, Pharmaceuticals, Annual Sales Target, Forecasting, Language Skills, Organization Skills, VOS, Life Science, Biomarkers, Customer Relations, Management, Landscaping, Defence, Cross Functionality, Point of contact, Service, Testing, Management, Accountability, Marketing, Multi-unit, Biotechnology, Science
