Covance Business Development Director in Boston, Massachusetts

Job Overview

  • Responsible for selling highly scientific Translational Biomarker and Diagnostic Services to targeted accounts.

  • Engages external and internal stakeholders on a range of scientific testing services in the area of biomarkers, laboratory drug development testing, anatomic pathology and histology, and companion diagnostics.

  • Achieves annual sales plan and sales targets for assigned accounts.

  • Establishes nurtures and grows client relationships at the appropriate levels.

  • Develops account plans and strategies to gain business in assigned accounts in collaboration and partnership with other Covance team members.

  • Provides weekly sales activity reports to management.

  • Develops client call cycle to achieve objectives and sales plan; Follows up on leads.

  • Provides general intelligence on key competitors.

  • Sells the business unit’s capabilities and differentiation frameworks.

  • Recognizes and communicates sales opportunities for other 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 SFDC 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 sales executives from other Covance units to bring potential opportunities to their attention and to identify and win multi-unit projects.

  • Assists in determining margins and pricing with Client Services.

  • 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.

  • Supports an established client base where appropriate.


  • Bachelor’s degree in life science or business field required. Prefer Master’s degree in life sciences, biology, or science-related field with particular focus on biomarkers, anatomic pathology & histology, translational medicine, or companion diagnostics.

  • Advanced industry knowledge

  • Demonstrated client retention skills

  • Ability to manage difficult client and/or financial situations

  • Ability to differentiate Covance from competitors

  • Strong working relationship with internal Covance management and site leadership

  • Demonstrated ability to acquire and grow client base


4-5 year’s sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers

Job Number 2018-19525

Job Category Business Development/Sales

Position Type Full-Time

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