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Business Development Manager

Sales & Business Development
2100016D Requisition #
  1. General Description of Responsibilities

This is a business development position, the purpose of which is to identify and develop new business and be responsible for the maintenance of successful, long-term business relationships between Intertek and representative companies in the global pharmaceutical and healthcare industry.

  1. Specific Responsibilities
    1. As a Business Development Professional:
  • Identify potential new clients for Intertek.  Arrange meetings with key decision makers within those new companies and invite core Intertek colleagues to participate in the meeting / conference calls when required;
  • Identify and capitalize on business development opportunities during typically technical/professional conversations with clients, etc.  Ideally, the incumbent’s own reputation in the field attracts a flow of work from new and existing clients;
  • Present Intertek’s capabilities to clients and handle a variety of questions.  Ideally, be able to address both scientific (toxicology) and regulatory affairs questions at a basic level based on an understanding of Intertek’s services and experience;
  • Develop and maintain relationships with existing clients and identify additional business opportunities through these relationships.  Examples of Pharma Group service offerings may include toxicology study/program support, toxicology risk/safety assessment, regulatory guidance and submissions to different jurisdictions (Canada, USA, Australia & Europe), and ePublishing services;
  • Develop marketing initiatives and follow up plans and make key contributions to the overall marketing efforts of the Pharmaceuticals & Healthcare Group, drawing from past experience and capitalizing on Intertek staff expertise;
  • Use social media outlets such as LinkedIn to promote the Intertek business;
  • Promote Intertek interests in situations requiring significant negotiating skills to avoid or resolve conflicts that could have a significant effect on operations;
  • Prepare thorough cost estimates of projects and formal project proposals in collaboration with Intertek colleagues; and
  • Be accountable for sales targets for new business.
    1. As a Senior Leader:
  • Develop and maintain a good understanding of the work of the Pharmaceuticals & Healthcare Group, and Company as a whole, including an understanding of local and global trends and an ability to suggest ways in which these are important to Intertek and make suggestions on ways to capitalize; 
  • Understand that the impact of actions is important in terms of either or both defined corporate programs or client relationships and cannot necessarily be predicted or controlled;
  • Balance the needs of and resolve potential conflicts between a number of initiatives and campaigns, ensuring these meet overall corporate goals and the changing needs of the organization;
  • Develop approaches to resolve significant problems where existing precedent, understanding is inadequate; and
  • Support the professional development of other staff members within a supportive business development role. Train staff in the Pharmaceutical & Healthcare Group in business acumen and marketing aspects of the business.
    1. Other duties related to the above, as assigned
    2. Carrying out all responsibilities in a supportive manner with total adherence to: The Company’s Health, Safety and Environmental Policies and Procedures, Quality Management System, Compliance and Ethics Policies, Vision, Mission and Strategy, and exercises good judgment, common sense, and diplomacy.
  1. Education and Experience Requirements
    1. Education
  • Must have a BSc, MSc or PhD.
    1. Experience Requirements
  • Greater than 10 years of pharmaceutical industry experience.
  • Be personable, presentable, and experienced in Business Development; typically takes the initiative and is self-motivated.
  • Proven ability to develop, organize, and manage multiple Business Development and Marketing projects and campaigns, ensuring all are progressing at the correct pace along their own timelines.
  • A level of business acumen to identify and encourage additional project work, primarily in consultation with the development of new business clients.
  • Experience in carrying primary accountability for new business development and meeting client expectations on deliverables and services.
  • Availability for reasonably extensive travel for Business Development purposes, including for face-to-face meetings with prospective new clients, and meetings with existing clients.
  • Ability to understand, present and explain scientific (toxicology) and regulatory affairs consulting services to prospective/new and existing clients.
  • Ability to prepare accurate cost estimates (project proposals) whilst identifying and anticipating potential complications due to the need to rely heavily on others (typically, need to rely on subject matter experts), adapt to project changes, and address competing deadlines and conflicting goals due to client requests.
  1. Core Competencies
  • Excellent and effective communication skills, both oral and written.
  • Good organizational skills plus basic coaching, feedback abilities when working with colleagues, including staff that are junior/less experienced in Business Development.
  • Knowledgeable in training and mentoring new professional staff and encouraging professional and business growth.
  • Able to communicate with range of staff, from C-Level executives to junior scientists.
  • Able to pay attention to detail yet can see and envision the bigger picture.
  • Additional important and useful skills: time management; organizational and industrial psychology; improved business acumen and understanding of the ways in which the Pharma industry ‘does business’; proven skill to grow Pharma business, and use of social media tools.
  1. Value Added Competencies and Skills
  • Enjoys and excels at independent work in a fast-paced environment, yet values operating within a team.
  • Enjoys the challenge and satisfaction of Business Development.

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