Manager, Business Development

Job Description

General Summary

The Business Development Manager will focus on lead generation, customer acquisition, prospect management, and closing sales of ISPE’s Custom Training services and non-conference related sponsorships. This position will be responsible for achieving ISPE revenue targets through a structured approach to consultative sales, developing solution-based proposals based on a thorough understanding of customer needs. Must be energetic, well-spoken, and eager to close sales and increase revenue.

Duties and Responsibilities:

Identifying, qualifying, and securing business opportunities; coordinating business generation activities; developing customized targeted sales strategies

Building business relationships with current and potential clients; and nurturing these relationships post-sale and fulfillment

Understanding client needs and offering solutions and support; answering potential client questions and follow-up call questions; responding to client requests for proposals (RFPs)

Collaborating with sales and leadership to secure, retain, and grow accounts

Creating informative presentations; presenting and delivering information to potential clients at client meetings, industry exhibits, trade shows, and conferences

Developing a robust pipeline of potential business; maintaining a database (Salesforce) of prospective client information

Cold calling; making multiple outbound calls to potential clients; closing sales and working with the client through the closing process

Meeting all quotas for cold, active, inactive calls, appointments, and interviews; meeting or exceeding annual sales goals

Collaborating with management on sales goals, planning, and forecasting; maintaining short- and long-term business development plans

Job Requirements

Education and Work Experience:

Bachelor’s degree

Experience with lead generation and prospect management, including use of CRM software, preferably Salesforce

Consultative sales experience

Pharmaceutical industry experience preferred

Experience with the sales process from initiation to close, including developing a sales pipeline through cold calling

Demonstrated success in achieving or exceeding sales targets

Knowledge, Skills and Abilities:

Persuasive and goal-oriented, self-starter

Excellent verbal and written communication skills; the ability to call, connect, and interact with potential customers

Possesses an energetic, outgoing, and friendly demeanor with a strong customer service ethic

Knowledge of the pharmaceutical manufacturing industry

Able to professionally and confidently communicate with C-Level Executives

Excellent analytical and time-management skills

Ability to work independently and as an active member of a team

Proficiency in MS Office suite, Outlook and CRM database software, preferably Salesforce

General knowledge of the Pharmaceutical Industry and GMP practices

Ability to travel (15% travel)

Flexible schedule allowing for evening and weekend work when necessary

The above declarations are not intended to be an “all inclusive” list of duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job and are a reasonable representation of its activities.