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Job Details


Company: Covance
Location: France
Reference: 66121BR
Closing Date: 05 Feb 17
Type: Permanent
Salary (£): Competitive

Job Summary:

Covance is recognised as a leading supplier of drug development services to the biotechnology and pharmaceutical industries. We partner with innovative companies, offering valuable services in all phases of the drug development process as well as analytical and commercial impact services.


Covance provides extensive non-clinical and clinical services through a global network of best in class laboratory facilities to support our clients in achieving their development objectives in line with relevant regulatory requirements. As an integral part of these partnerships, our employees make a difference in the lives of millions.

We are currently recruiting for a Senior Business Development Director specialising in CMC (Chemistry Manufacturing and Control) Analytical Services to join our Early Development Sales team. This position will be field based and will support our Southern Europe Territory. The role can be based anywhere in Europe although preferentially within the Southern Europe region, with good links to rail and air transport hubs. You will be responsible for presenting and promoting our CMC Analytical Services as part of the broad Covance service portfolio to all potential and existing clients within the territory and with the objective of establishing long term, mutually beneficial business partnerships. You will be expected to work closely with scientific, regulatory, operational and sales & marketing colleagues within Covance to ensure your success in this objective.

Ideal candidates with have Experience of selling CMC Analytical Services to the pharmaceutical sector for both small and large molecules, supporting all phases of development from discovery to commercial release with some technical knowledge and awareness of the broader drug development process.

About the job:

  • Network (and cold call) to develop new business and achieve annual sales plan and sales targets.
  • Focused on selling bioanalytical service alongside the broader Covance capabilities and differentiation framework.
  • Develops account plans and partnerships with key accounts, and establishes and grows client relationships.
  • Provides weekly sales activity reports to management.
  • Develops client call cycle to achieve objectives and sales plan; follows up on leads derived from marketing and other sources.
  • Provides general intelligence on key competitors.
  • Recognizes and communicates sales opportunities for other Covance business units.
  • Sets and manages customer expectations.
  • Collaborates with companywide resources to achieve superior customer satisfaction.
  • Organizes and hosts client visits.
  • Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
  • Uses to manage internal communication and document territory and client information as required for the business unit.
  • Responsible for Opportunity Management and accurate pipeline forecasting.
  • Collaborates effectively with other members of the sales team across Early Development and the wider company to bring potential opportunities to their attention and to identify and win multi-unit projects.
  • Participates in proposal scope development as appropriate.
  • Maintains frequent personal contact with clients.
  • Participates in corporate teams to build relationships with key accounts.
  • Leads client presentations.

About you:

  • Bachelor's degree, life science or business field preferred
  • Experience in selling services directly to the pharmaceutical and biotech section including direct interaction with mid-level and executive level decision makers, and/or Experience in product sales and marketing within a biotech/pharmaceutical company
  • Functional understanding of drug development and Experience in product commercialisation

We Offer:

Covance's ongoing success offers team members unsurpassed growth and career development opportunities.

At Covance, we help make the miracles of medicine a reality. We offer opportunities to work on diverse, challenging projects with bright, interesting colleagues while building a flexible and rewarding career.


  • Bachelors degree in life science or business field preferred
  • Advanced industry knowledge
  • Demonstrated client retention skills
  • Ability to manage difficult client and/or financial situations
  • Strong working relationship with internal Covance management and site leadership
  • Ability to differentiate Covance from competitors
  • Experience developing and executing strategic business plans
  • Ability to manage and motivate client facing teams
  • Negotiation skills: direct face to face negotiating Experience with major clients
  • Demonstrated leadership Experience in leading and presenting to executives and senior levels of the client organization
  • Extensive global collaboration Experience 
  • Highly consultative
  • Strong customer orientation
  • Demonstrated ability to acquire, grow and retain clients
  • Knowledge of the drug development process
  • Ability to influence disparate groups and individuals
  • Strong financial acumen: delivering business results in a commercial environment; budgeting; financial planning and reporting
  • Experience Sales (or relevant)
  • Experience selling services directly to the pharmaceutical and biotech sector preferably with technical/operational knowledge of CMC analytical services.
  • Experience of direct interaction with mid-level and executive level decision makers

Covance is committed to diversity in the workplace and is an equal opportunity employer (Minority/Female/Individual with Disability/Veteran/Sexual Orientation/Gender Identity). Your confidentiality and privacy are important to us.


Contact Information:

Address:  Covance- Warsaw

Website:  Visit Our Web Site

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