Sr. Business Development Executive - Regulatory Professional Services

Sr. Business Development Executive - Regulatory Professional Services

Description SUMMARY: The responsibilities of the this role will be to represent CSC's expert Regulatory Services to clients of all sizes.  Aggressive pursuit of prospect interactions and a strong knowledge of the overall drug development process coupled with the ability to identify opportunities matching RSG's expert service offerings will be key to success in this role.   The successful BDE will find and identify opportunities and progress them as far as possible individually, knowing when it's necessary to bring a CSC expert into a sales conversation for either continued progress or closure. A successful Senior candidate will have an existing list of Tier 1-3 life sclences contacts and a successful track record of selling expert regulatory services into those clients. This role will work in conjunction with software-focused BDEs for the same accounts, requiring a teaming approach to account development.   ESSENTIAL DUTIES AND RESPONSIBILITIES: ·         Identifies additional professional services opportunities at existing CSC customers ·         Identifies new prospects and seeks professional opportunities (e.g. cold calls) ·         Leverages CSC or partner relationships to develop new professional services relationships with new or existing professional services customers ·         Travel to client sites for meetings, as needed ·         Owns and delivers a defined annual sales quota ·         Coordinate with CSC experts to progress and/or close business ·         Maintain all required administrative updates to ensure CSC leadership has access to timely and accurate sales and pipeline information ·         Develops or contributes to the development of Client Account Plans. ·         Coordinate account management/share relevant leads with CSC software sales executives to ensure maximum CSC penetration at each account   Other considerations / chracteristics 1)      Deal sizes vary greatly from $5K to $2M.  The most common range for these deals is between $50K and $300K. 2)      Candidate must be comfortable selling to all levels of client management. Decision makers in the larger clients are typically at the director level, while decision makers in the smaller firms are at the VP or executive management level. 3)      Must have experience working with all sizes of Life Sciences companies.  The target client list ranges from the largest global manufacturers to small, emerging, research organizations. 4)      Experience selling services is much preferred over product sales experience.  This is a consultative sales role. 5)      Needs to have experience managing complex client situations where there are many influencers and complex political under currents.   Candidate also needs to have good collaboration skills and they will 'share' clients with other BDEs who are selling other products and lifications 
Basic Qualifications

• Bachelor's degree or equivalent combination of education and experience
• Bachelor's degree in business administration or related field preferred
• Ten or more years of business development or sales experience
• Experience working with the technology and Life Sciences industry
• Experience working with company products, services, competencies, solutions, and offerings
• Experience working with standard company sales methodologies and supporting tools and applications
• Experience working with finance and accounting

Other Qualifications

• Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level
• Strong sales skills
• Strong communication skills to listen to the client and articulate back for solutioning
• Leadership skills to guide and mentor the work of less experienced personnel
• Ability to lead and work in a team environment
• Ability to create and maintain formal and informal networks
• Ability to work in a team environment
• Willingness to travel

CSC is an Equal Opportunity Employer M/F/D/V