Director, Business Development - Preclinical - Boston Region

Responsible for increasing sales revenue of key products and services within a specified Business Unit (BU) by engaging with decision-makers, securing high-value projects, and expanding market share. Tasks include developing and implementing sales plans, achieving revenue targets, and cultivating strategic accounts. The role involves collaborating with regional account managers, identifying new market opportunities, and closing deals independently or in collaboration to position the organization as a preferred supplier. The position requires extensive sales experience in the biomedical/pharmaceutical market, adeptness in strategic planning, negotiation skills, and the ability to manage multiple complex projects autonomously while actively seeking new market prospects in partnership with the BU.

The salary range is $136,461 - $228,467. Salary will be determined based on qualifications and experience.

This position requires the candidate to be located within an acceptable travel distance to Boston, MA. The hired candidate will work remotely but travel to current and potential clients within the Boston area.

Key Responsibilities

• Work in conjunction with the Director, Commercial Sales, Account Managers and assigned Portfolio Managers to develop and successfully execute the revenue generation strategy for assigned market segment and products (100%):
• Meet or exceed the financial goal(s) for highly complex services delivered by JAX by working in a collaborative manner with JAX internal teams.
• Execute a successful sales conversion strategy that increases market share for competitive product and service offerings at key commercial and academic accounts.
• Independently identify, assemble and present creative sales solutions to Portfolio Managers (PMs) that result in large awarded studies.
• Proactively identify new customers, especially high-level commercial contacts and provide solutions that create long standing relationships to address their unique needs.
• Proactively maintain Salesforce.com - database with updated customer information as well as updated pipeline information on all business opportunities.
• Serve as the primary preclinical technical and scientific expert in the field. Use this knowledge to assist in the refinement of business unit sales strategy and tactical approach throughout all territories. Master and deliver product presentations in the field.
• Travel with regional Account Managers to ensure their tactical sales approach is aligned with overall BU strategy and assist in providing product and service specific training and expertise to improve their technical competency.
• Actively seek, analyze and communicate market trends, intelligence and competitor information to management. Work with PMs, Marketing and Sales to respond rapidly to changing markets and strategize new approaches for improving revenue performance.
• Demonstrate commitment to creating a high-performance culture and positive work environment. Includes continued effort toward improving the customer experience, coping with and supporting change, commitment to a solution driven approach to problem solving, and embracing leadership opportunities.
• Other duties as assigned

Qualifications:

• Bachelor’s Degree required, Master’s Degree preferred.
• 5+ years or more of direct biomedical or animal science sales experience including documented, successful field territory management experience or equivalent leadership experience.
• Demonstrated ability to develop, initiate, and execute complex business strategies and develop significant new accounts.
• Demonstrated technical and scientific expertise relevant to the sale and support of JMCRS products and services.
• Advanced interpersonal skills sufficient for developing complex, dynamic relationships with a diverse variety of individuals representing a broad cross-section of cultures, disciplines, and levels of sophistication.
• Ability to travel up to 60%.
• Must be willing to travel by air.
• Advanced verbal and written skills sufficient to communicate with senior business managers in customer organizations.
• Ability to make important decisions carrying large financial consequences, often under some pressure and tight time deadlines.
• Ability to effectively persuade and influence the thinking of others through social and verbal interactions and presence.
• Demonstrated ability to be a positive team player across diverse internal and external organizations.
• Ability to formulate, implement, and evaluate complex plans and programs.
• Must possess a valid driver’s license and satisfactory driving record.

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About JAX:

The Jackson Laboratory is an independent, nonprofit biomedical research institution with a National Cancer Institute-designated Cancer Center and nearly 3,000 employees in locations across the United States (Maine, Connecticut, California), Japan and China. Its mission is to discover precise genomic solutions for disease and empower the global biomedical community in the shared quest to improve human health.

Founded in 1929, JAX applies over nine decades of expertise in genetics to increase understanding of human disease, advancing treatments and cures for cancer, neurological and immune disorders, diabetes, aging and heart disease. It models and interprets genomic complexity, integrates basic research with clinical application, educates current and future scientists, and provides critical data, tools and services to the global biomedical community. For more information, please visit www.jax.org​​​​​​​.

EEO Statement:

The Jackson Laboratory provides equal employment opportunities to all employees and applicants for employment in all job classifications without regard to race, color, religion, age, mental disability, physical disability, medical condition, gender, sexual orientation, genetic information, ancestry, marital status, national origin, veteran status, and other classifications protected by applicable state and local non-discrimination laws.