Business Development Director Player Coach

Labcorp is expanding its global Bio Pharmaceutical Chemistry, Manufacturing and Control (CMC) footprint and is opening a  new, purpose-built CMC facility in Mechelen, Belgium . This facility will introduce a new CMC analytical testing solution for commercial drug products in the European Union (EU).
This site has been strategically developed to  complement our existing capabilities in  York  and  Harrogate (UK) , and  Greenfield (US) .

Biopharmaceutical CMC provides independent, objective GMP analytical testing for manufactured medicinal products from late discovery through post-market approval on behalf of global clients.  With a strong portfolio of clients and over 25 years of expertise this team provides advanced characterization, method development, stability and routine QC release for biologics, vaccines, ATMP's, and a breadth of other complex biomolecules.  With this new laboratory in Belgium, we aim to offer a more comprehensive solution and accelerate the availability of new products for patients.

The Mechelen site is designed to offer clients enhanced access to CMC state‑of‑the‑art analytical testing. This expansion is a key milestone in our long-term plan to strengthen support for pharmaceutical and biotechnology partners who rely on Labcorp for complex CMC, bioanalytical, and regulatory testing services.

To support this growth, we are seeking a  Business Development Director – Player Coach  who will both  sell directly (80%)  and  lead a small team (20%)  as we accelerate our European commercial structure.

Role Overview
The  Business Development Director – Player Coach  is a hybrid role ideal for a commercially driven leader who loves to  sell, build relationships, and grow accounts , while also developing and mentoring a small team of Business Development professionals.
You will directly manage  up to three reports , initially located in the UK and US, while owning a defined  EU sales territory  focused on manufacturers, pharma, and biotech companies looking to partner with a CMC GMP laboratory.
This role is EU‑based and will be closely tied to the launch and commercial success of the  new Mechelen facility .
The position reports to the  Executive Director, Business Development , with a clear pathway to become an  Executive Director  within  1–2 years  for high-performing talent.

1. Individual Contribution (≈ 80%  Sales Bonus Weighted)
Achieve annual sales targets and territory growth goals across assigned EU accounts and territory.
Prospect, develop, and expand relationships with clients evaluating outsourcing of CMC testing.
Lead client meetings, including  Bid Defense , capabilities presentations, governance meetings, and relationship reviews.
Responsible for Opportunity Management and accurate pipeline forecasting, maintain accurate forecasting and opportunity management in  SFDC  (document customer info, account plans and decisions).
Engage in  proposal scope development , pricing discussions, competitive intelligence, and contract negotiation. Engage with internal team to maximize margins and achieve appropriate win rates.
Collaborate with internal stakeholders (Commercial Development, Proposals, Marketing, PM, , Operations) and executives from other Labcorp units to bring potential opportunities to their attention and to identify and win multi-unit projects.
Evaluate client RFIs, RFPs,  proposals, and budgets, and provide input to ensure client and company requirements are met.
Serve as a commercial point of contact for the Mechelen facility, articulating the strategic value and EU regulatory advantages of our new site. Sell the business unit's capabilities and differentiation frameworks.
Support client visits and site tours; help position Mechelen as a key testing partner for the EU market.
Re-engage and grow existing accounts while breaking into new strategic EU clients.
Recognize and communicate sales opportunities for other business units.
Provide general intelligence on key competitors.
Develop client call cycle to achieve objectives and sales plan. Follow up on leads.
Meet weekly with management to discuss sales activities, account and opportunity needs and strategy, and provide…