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Job Details

Sr Dir of Strategic Accounts (Harrogate, UK)

Company: Covance
Location: Harrogate
Reference: 20963
Closing Date: 16 Dec 18
Type: Full Time
Salary (£): Competitive

Job Summary:

Business Development/ Sales/ Strategic Account Director jobs.  Early Development. Pre-clinical. Safety Assessment. Toxicology. Pharmacology. Metabolism. Field Based. Home Based. Anywhere in the UK/ Europe.


If you want to accelerate your career growth as a Business Development/ Strategic Account Director, think long term and the possibilities we can offer you.

Covance is uniquely positioned to provide development services to our clients from candidate selection through to Commercialisation: in fact we have supported the pharmaceutical industry develop more medicines worldwide than any other company, including the top 50 best-selling drugs on the market today and 100 % of all Oncology drugs approved in 2016.

We provide extensive Pre-clinical and Clinical services through a global network of best in class facilities to support our clients in achieving their drug development objectives. As an integral part of these partnerships, our employees make a difference in the lives of millions of people… and you will too.

We are strongly positioned for organic and inorganic expansion over the coming years: would you like to be part of it?


Covance´s Early Development Commercial team is a client-centered, high-performing team, aligned around clear strategic priorities and passionately devoted on positioning a distinctive Covance brand among the BioPharmaceutical and Pharmaceutical companies, while driving long-term relationships and revenue growth.

Reporting to the Global Executive Director Strategic Accounts, our Business Development Directors develop and establish long-term account plans, and manage a portfolio of Strategic Alliance accounts and prospective accounts. They are the principal account interface and commercial negotiator for all Early Development sites, directly accountable for:

  • Achieving account portfolio financial goals
  • Achieving account portfolio relationship building goals: establishing long term sustainable relationships with strategic client decision makers 
  • Growing market share of existing service lines and optimizing new service line launch financial goals
  • Managing portfolio of defined alliance, strategic and key accounts; responsible for growing order and profile share in selected accounts 
  • Selling the business unit´s capabilities and differentiation frameworks
  • Selling non-clinical services whilst taking account of the broader Covance capabilities and differentiation framework, to develop integrated opportunities. 
  • Liaising with Covance Scientific Leadership and Marketing to target scientific input that adds value to account strategy and deepens Covance´s scientific perception within accounts
  • Collaborating effectively with sales staff from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects 



These career opportunities are field based. Ideally the candidates will be based in the UK, France or Germany although other EU location may be considered. Strong links with rail and air transport hubs are essential to support European travel and some US travel requirements.



Strong command of spoken and written English is essential, with French and/or German being highly desirable.

Educated to a Bachelor’s degree in life science/ business level, you bring extensive experience selling services directly to the pharmaceutical sector (mid-level and executive level decision makers), with a strong understanding of drug development

We are currently seeking 3 highly motivated seasoned professionals, excelling at differentiating their offering from competitors, with advanced industry knowledge and demonstrated ability to acquire and grow client base, ideally within a CRO environment.

You’re experience managing strategic accounts includes:

  • Developing and executing long-term account plans
  • Leading the negotiation of business unit based MSA´s and preferred provider agreements
  • Presenting to executives and senior levels of the client organization
  • Communicating account plans, modification and account activity through



No cliché here, really: career growth.

These 3 positions have become available due to internal career advancement. This therefore provides an opportunity for dynamic individuals to join the only CRO that offers end to end solutions. Thereby potential to extend your own knowledge and skills.

Join us and see why Covance has been named among the World´s Most Innovative Companies in Forbes´ 2017 Ranking, and more than 90% of the top 20 global pharmaceutical companies are repeat customers… we can offer you not only a job, but a stable, long-term global career.  



Minimum Required:

- 8-12 years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers


Education/Qualifications/Certifications and Licenses


- Bachelor’s degree in life science or business field preferred

- Advanced industry knowledge

- Demonstrated client retention skills

- Ability to manage difficult client and/or financial situations

- 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

- Experience managing strategic accounts

- 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

- Demonstrated ability to acquire, grow and retain clients


Essential Job Duties:                                                               

  • Works with Global Vice President of Sales and Client Services, Business Unit Presidents, Global Scientific Leadership, Strategic Partnering Leadership and local operational leaders to develop and execute global account strategy within targeted alliance, strategic and key accounts.
  • Directly accountable for:
    • achieving account portfolio financial goals
    • achieving account portfolio relationship building goals
    • growing market share of existing BU service lines
    • optimizing new BU service line launch financial goals
    • liaising with Alliance Management to identify, develop and execute integrated One Covance opportunities
    • Build high-level relationships
    • Manages portfolio of defined alliance, strategic and key accounts; responsible for growing orders and profit share in selected accounts.
    • Builds relationships with functional client decision makers critical to the business unit.
    • May represent multiple BU service lines to client base.
    • Provides comprehensive intelligence on key competitors.
    • Sells the business unit’s capabilities and differentiation frameworks.
    • Principal account interface and commercial negotiator for all BU sites.
    • Liaises with Scientific Leadership and Marketing to target scientific input that adds value to account strategy and deepens Covance’s scientific perception within accounts.
    • Collaborates effectively with sales staff from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects.
    • Develops and establishes long-term account plans.
    • Leads and negotiates business unit based MSA’s and preferred provider agreements.
    • Accountable for communicating account plans, modification and account activity through
    • Uses SFDC to manage internal communication and document territory and client information as required.
    • Assists in determining margins and pricing with Client Services.
    • Participates in proposal scope development as appropriate.
    • Liaises with BU general management to ensure high quality delivery of services to account portfolio.
    • Maintains frequent personal contact with clients.
    • Participates in corporate teams to build relationships with key accounts.
    • Leads client presentations.



Apply for this job: Sr Dir of Strategic Accounts (Harrogate, UK)

Contact Information:

Address:  Covance Harrogate

Website:  Visit Our Web Site

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