Western US Business Development Manager

Salary Range: $ To $ Annually

The Business Development Manager (BDM) is responsible for collaborating with Pharma and Biotechnology research teams to leverage ABS’s products and services to help them maximize efficiency and effectiveness. As a true consultative advisor to both client leadership roles and lab staff, they offer valuable advice and insights to assist clients in achieving desired outcomes, solving problems and addressing critical needs - often measured by reduced project timelines, increased human and capital resource capacity, and improved product quality.

The BDM is expected to manage their territory as if it’s their own business; creating and executing strategies and plans to achieve assigned sales goals. The primary responsibilities are creating new sales opportunities and managing opportunities to closure using the established sales process. This is accomplished through proactive outbound prospecting and management of key accounts. The BDM is also responsible for maintaining complete and accurate records in the company Customer Relationship Management (CRM) system, including thorough pipeline and deal documentation.

• Create new sales opportunities through outbound prospecting using a multi-media approach including phone, email, networking, direct mail and social media
• Qualify, advance and close opportunities through collaborative discussions with prospects/clients utilizing our established sales process
• Create and execute an individual business development plan to include territory and key account planning, and personal development
• Create a preference for working with ABS through our consultative engagement model
• Develop and maintain client relationships through both in-person and virtual meetings
• Develop creative and customized solutions tailored to clients’ exact goals, problems and needs.
• Maintain accurate documentation and records in CRM including internal and external communication, call plans and pipeline activity
• Strong critical thinking and problem-solving skills
• Strong oral and written communication skills
• Highly organized
• Effective and disciplined time management; sets priorities, blocks time on calendar for important activities
• Ability to build relationships of trust and value with clients and internal constituents
• Account and territory planning
• Effective sales call planning and execution
• Lead and control the sales process
• Adept at questioning and probing to uncover root causes
• Assertive in asking for and gaining commitments
• Managing and resolving resistance and concerns
• Ability to articulate value and avoid selling on price
• Building consensus among stakeholders
• Strong presentation and proposal writing skills
• Business acumen
• Ability to build a financial (ROI) case
• Change management
• Project management
• Effective use of social networks such as Linked In for research and prospecting
• Effective research skills to identify prospective clients and industry trends
• Effectively use technology to conduct virtual meetings
• General Math Skills
• Computer Skills

• BS (or higher) degree in biological sciences is required
• General knowledge of the pharmaceutical and biotechnology industry
• Frequent exposure to higher level decision makers at top pharma

While this is a mainly remote position, residence should be in the Southern CA area for frequent travel to the San Diego area.