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Associate Product Specialist Director

Company: Labcorp
Location: Los Angeles
Posted on: October 12, 2021

Job Description:

Job Overview:

Associate Product Specialist Director

  • The Product Specialist performs the role of a Subject Matter Expert (SME) in the entire business development cycle for multiple business units within CDS. The Product Specialist serves as the SME on Clinical Data Solutions FSP offerings, and supports Business Development (BD) colleagues on account-level strategies, RFIs and RFPs.
  • Collaborates with BD colleagues to enable achievement of annual sales plan and sales targets for CDS FSP.
  • The Product Specialist mentors other team members and jointly ensures that customer requirements are fully understood by the Proposals, Pricing and Operations team before solutions are proposed.
  • Collaborates with Proposals, Finance, Pricing and Operations teams to respond to proposals
  • Validates effort estimates and pricing strategies from operational expertise
  • Develops relationships with both existing customer base and new customers; nurtures and grows customer relationships at appropriate levels.
  • Actively prospects and leverages potential new business opportunities for CDS FSP
  • Cultivates relationships with key decision-makers within Business Development Teams, Account Management Teams and develop an in-depth knowledge of the customers' organizations.
  • Recognizes and communicates sales opportunities for other business units.
  • Coordinates with all stakeholders in the development of proposals and contracts.
  • Manages customer inquiries and requests for information from both internal and external customers in a timely manner.
  • Develops and maintains a knowledge bank of Covance by Labcorp CDS team’s position vs competitors in the FSP space, including positioning, pricing, assessment of specific reasons for awards and non-awards, duration of contractual engagements, and potential dates for renewals of such contracts across the competitors.
  • Contribution of CDS solutions specific content to help develop account and sales plans for target accounts.
  • Maintains general knowledge of all Covance by Labcorp services for appropriate cross-sell opportunities and working across company's service lines and with sales teams to cross-promote and respond to RFPs as well as develop internal relationships needed to create solutions designed using multiple services.
  • Exhibit confidence and an extensive knowledge of emerging industry practices when solving business problems.
  • Supports sales and marketing teams by attending, participating and speaking at relevant industry events and conferences.

Education/Qualifications:

  • Bachelor's or Master’s degree; additional qualification in business management is an added advantage
  • Excellent knowledge of the Clinical Development, Clinical Research Organization (CRO) and specialization in Clinical Data Solutions.
  • Sales experience in a Clinical Research Organization or a BPO is strongly preferred.
  • Operational experience in a Data Sciences field (Clinical Data Management, Biostatistics, Statistical Programming) is a strong advantage.
  • Understanding of FSP delivery and complex pricing models

Experience:

  • Must have excellent presentation and writing skills, act with a sense of urgency, and be able to work both independently and within a team environment.
  • Must have excellent verbal communication skills and be comfortable cold calling prospective clients
  • Must be revenue driven, knowledgeable, consultative, a problem solver, customer focused, creative, resourceful, and fast-moving.
  • Ability to identify and respond to customer needs, define potential opportunities, and propose appropriate strategy and solutions to customers.
  • Ability to differentiate Covance from competitors
  • Strong working relationship with internal Covance management and leadership
  • Demonstrated ability to acquire and grow client base

Keywords: Labcorp, Los Angeles , Associate Product Specialist Director, Other , Los Angeles, California

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