Business Development Manager

Position Summary:

Responsible for managing the day-to-day Business Development activities and documentation of those activities within the Customer Records Management (CRM) system as well as development of the Client Relations/Client Support team. Focusing on building and managing client relationships using a consultative approach featuring high quality, high-touch customer service and flexible, reliable timelines and processes that meet regulatory standards while ensuring expeditious response to client/prospect inquiries and efficient/timely generation of contracting and estimates.

Essential Duties & Responsibilities:

Work with the Business Development team to develop, define, enhance and implement specific business and operational goals, processes, and procedures, including but not limited to:

• Management
• Ensure clients associate Sentry with high quality, high touch client service featuring responsive support, absolute confidentiality and consultive approach.
• Develop, grow, and motivate the Business Development team educating them regarding department goals and processes, Sentry’s capabilities, the life science industry, and client specific requirements while maintaining a positive team environment.
• Direct the management of client/prospect accounts, projects, and related tasks with the Client Support and Client Relations teams, creating a high-quality experience for the client/prospect while resulting in productive, efficient teamwork.
• Prioritize and assign day-to-day business development tasks within the Client Records Management (CRM) system ensuring timely completion.
• Client Relations Tasks – Manage and train client relations lead/specialists and perform as needed
• Establish relationships with clients, prospects, and industry stakeholders to cultivate referral business growing client business through continual education regarding Sentry’s capabilities
• Present Sentry’s company and capabilities overview during initial prospect/client meetings and quality assurance audits customizing the content to match the audience.
• Operate as a consultant to prospects/clients anticipating and identifying their needs for temperature-controlled storage, distribution, labeling/packaging, logistics, ancillary supplies/services, stability storage, aliquoting/sampling, and laboratory analysis determining what Sentry capabilities will enable them to reach their goals.
• Plan and lead meetings designed to identify sales opportunities, move the client vendor selection process forward, and progress a project forward enlisting the assistance of subject matter experts as needed.
• Develop and manage sales opportunities with both new and established prospects and existing clients globally.
• Plan, coordinate, and drive projects to an efficient and timely completion through generation of task timelines and recurring client meetings.
• Communicate with the Leadership, Operations, and Quality Assurance teams to ensure client needs, timelines, and expectations are met.
• Client Support Tasks – Manage and train client support lead/specialists and perform as needed
• Collaborate with the Legal team to facilitate, generate, process, and file client contracts such as Mutual Non-Disclosure Agreements, Master Service Agreements, and Statements of Work.
• Coordinate the review of Safety Data Sheets for material to be stored within a Sentry facility with Environmental, Health, and Safety team.
• Generate estimates for Sentry services such as temperature-controlled storage, distribution, labeling/packaging, logistics coordination, and ancillary supplies/services demonstrating a comprehensive understanding of cost structure and relevant charges.
• Generate Requests for Proposal responses including applicable client/prospect questionnaires.
• Perform the onboarding process of a client including contracting and client orientation.
• Capture and maintain client/prospect information within the Client Records Management (CRM) system including contacts, company financial status, product/service portfolio, website, locations, mergers/acquisitions, applicable contracting, service history, and audit history.
• Within the Client Records Management (CRM) system, capture and maintain client/prospect account and project information while planning, tracking and documenting pipeline activity for new clients and projects as well as associated tasks.
• Assist with monthly billing and accounts receivable activities including pre-billing, client inquiries and past due invoices
• Additional duties as assigned by supervisor.

Qualifications:

• Superior communication, selling and organizational skills.
• Ability to consistently develop a positive rapport with clients and team members.
• Embraces change and is dedicated to continuous improvement. Consistently searching for more efficient and effective ways to improve processes and procedures.
• Drives results through team leadership. This would include working with the team/individual to define specific goals and progress measuring tool.
• Strong problem solving, solutions orientation and presentation skills.
• In-depth knowledge of regulatory requirements for cGMP-controlled storage, distribution, and manufacturing.
• Strong working knowledge of marketing tactics and ability to simultaneously drive multiple complex programs from concept through execution.
• Thorough understanding of consultative selling process to support sales education/training activities related to plan implementation and program execution.

Education and/or experience:

Bachelor’s or associate degree, ten years of professional business/sales experience with a proven track record, or combination of both is required. Experience in the highly regulated life science industry specifically pharmaceutical/biotech clinical trials and supply chain is strongly preferred.

Computer Skills

Strong working knowledge of Microsoft Office 365 Suite (Word, Excel, Power Point, etc.); customer records management software (CRM), project planning software, and enterprise resource planning (ERP) software.

Language Skills

Ability to communicate effectively verbally and in writing; the ability to read and interpret documents such as Master Service Agreements, Statements of Work, Standard Operating Procedures, safety rules, operating and maintenance instructions, and procedure manuals; the ability to write routine reports and correspondence; and the ability to speak effectively before groups of clients or Sentry employees.

Mathematical Skills

Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals; the ability to compute rate, ratio, and percentage and to draw and interpret bar graphs.

Reasoning Ability

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form; the ability to deal with problems involving several defined variables in standardized situations.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk, hear, stand, walk, and use hands to handle or feel. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision and distance vision.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.

Other Skills and Abilities

• Management of multiple priorities
• Establishment and maintenance of effective relationships with those contacted within the line of work
• Ability to lead and manage employees with respectful communication creating a positive team environment while preparing each employee for career growth
• Regular and predictable attendance
• Detail Oriented