Business Development Director

Title:

Business Development Director

Job Purpose:

A Business Development Director works to improve an organization’s market position and achieve financial growth. This person defines long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. Business Development Directors work in a senior sales position within the company, collaborating with internal teams, marketing staff, and other Directors and Managers to increase sales opportunities and maximize revenue for Marken.

To achieve this, they need to find potential new customers, present to them, convert them into clients, and continue to grow business in the future. The Business Development Director will also help manage existing clients and ensure they stay satisfied. They call on clients, often making presentations on solutions and services that meet or predict their future needs.

Main Duties and Responsibilities:

The primary role of the Business Development Director is to prospect for new clients through networking, cold calling, advertising, or other means of generating interest. They must plan persuasive approaches and pitches to convince potential clients to do business with the company. Key responsibilities include:

• Prospecting for potential new clients and turning this into increased business.
• Cold calling within the market or geographic area to ensure a robust pipeline of opportunities.
• Meeting potential clients by growing, maintaining, and leveraging networks.
• Identifying potential clients and the decision-makers within the client organization.
• Researching and building relationships with new clients.
• Setting up meetings between client decision-makers and the company’s practice leaders/Principals.
• Planning approaches and pitches.
• Working with the team to develop proposals that address the client’s needs, concerns, and objectives.
• Participating in pricing the solution/service.
• Handling objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.
• Using a variety of styles to persuade or negotiate appropriately.
• Presenting an image that mirrors that of the client.

Client Retention:

• Presenting new products and services to enhance existing relationships.
• Working with technical staff and other internal colleagues to meet customer needs.
• Arranging and participating in internal and external client debriefs.

Business Development Planning:

• Attending industry functions, such as association events and conferences, and providing feedback on market and creative trends.
• Consulting with mid and senior-level management on business trends to develop new services, products, and distribution channels.
• Identifying opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
• Using knowledge of the market and competitors to identify and develop the company’s unique selling propositions and differentiators.

Management and Research:

• Ensuring data is accurately entered and managed within SalesForce.
• Tracking and recording activity on accounts and helping to close deals to meet targets.
• Researching and developing a thorough understanding of the company’s people and capabilities.
• Understanding the company’s goals and purpose to continually enhance performance.

Requirements:

Education:

• A bachelor’s degree.
• 5-7 years of sales or marketing experience.

Other Skills and Qualifications:

• Networking
• Persuasion
• Prospecting
• Public Speaking
• Research
• Writing
• Closing Skills
• Motivation for Sales
• Sales Planning
• Identification of Customer Needs and Challenges
• Territory Management
• Market Knowledge
• Meeting Sales Goals
• Professionalism
• SalesForce CRM and Microsoft Office

Company Overview:

Marken is a wholly owned subsidiary of UPS and is a critical part of UPS Healthcare, offering a state-of-the-art GMP-compliant depot network and logistic hubs for clinical drug product storage and distribution worldwide, supporting cell and gene therapy logistics services from clinical to commercial, while maintaining a leading position for Direct-to-Patient and Home Healthcare services, biological sample shipments, and biological kit production.

Moving Our World Forward by Delivering What Matters.

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