Director of Strategic Accounts

Labcorp is looking for a Director of Strategic Accounts to join their team! Our global Central Labs generate more clinical trial data than all other central laboratories combined and cover testing activities in immunology, special chemistry, safety testing, genomics, histology, targeted cell isolation, flow cytometry and microbiology.

Roles & Responsibilities

• Achieves sales in defined accounts or territory. Sells all assigned services lines, partnering effectively with operational and strategic partnership teams.  Develops presentations and leads client meetings, including Bid Defense, capabilities, strategic partnership, or lab refresh presentations. Evaluates client RFIs, RFPs, proposals, and budgets, and provides input to ensure client and company requirements are met. Participates in proposal scope development as appropriate. Uses SFDC to document customer information, account plans, contacts, and decisions, as required for the BU.
• Builds and establishes high-level account relationships. Actively utilizes executive leadership, SMEs, and BU partners to identify services that add value, improve market share, and build retention within assigned accounts or territory. Supports and leads cross-BU alignment, facilitating relationship building with other BU BDDs, SMEs, executive team, and clients. Collaborates with sales staff in other Labcorp BUs to bring potential opportunities to their attention and to identify and win multi-BU projects.
• Principal account interface and commercial negotiator for designated BU. Leads and negotiates business unit MSAs and strategic/preferred provider agreements. Provides pricing feedback and competitive intel to internal teams to maximize margins and achieve maximum Win Rates.
• Actively supports and leads development of account plans in SFDC for multi-BU accounts. Leads or participates on internal projects, as assigned. Serves as a field mentor/partner for other BDDs in use of SFDC. Serves as field mentor/partner for other BDDs seeking guidance on the Labcorp selling process, services, processes, and internal contacts.
• Builds and maintains a superior knowledge of the market and industry. Maintains an elite knowledge of the competitive landscape, including current trends and competitor activities. Attends conferences and builds network of contacts within the industry, including clients and competitors. Leads discussions and facilitates scientific engagement with SMEs across the Labcorp organization to add value to the account strategy, and to expand the market perception of Labcorp’s scientific expertise within customer accounts.
• Exceptional presentation skills, with demonstrated ability to develop and lead Bid Defense, capabilities, or Strategic/Preferred Provider discussions.
• Strong customer advocacy and orientation.
• Exceptional negotiation skills, with proven ability to negotiate and successfully complete MSAs and Strategic/Preferred Provider agreements.
• Extensive knowledge of the drug development market, including personal contacts and influences within the industry.
• Demonstrated ability to acquire, grow, and retain clients.  
• Ability to differentiate Labcorp from competitors.
• Experience developing and executing strategic business plans.
• Ability to navigate and motivate internal SMEs and teams.

Education and Experience

• 8 years of sales or relevant experience selling to pharmaceutical/biotech, biological sciences, or life sciences customers, with direct interaction with mid-level and executive-level decision-makers.
• Bachelor’s, Master’s, or Doctorate degree in biological sciences, life sciences, or business field

Application Window: 4/21/2025-4/28-2025

Pay Range: $168,000 - 190,000 annually

All job offers will be based on a candidate’s skills and prior relevant experience, applicable degrees/certifications, as well as internal equity and market data. 

Variable Compensation Sales:

The position is also eligible for bonus and/or commissions under the applicable variable compensation plan.  Bonus/commissions are earned based on achievement of performance metrics under the plan.   

Benefits: Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan.  Casual, PRN & Part Time employees regularly scheduled to work less than 20 hours are eligible to participate in the 401(k) Plan only.  For more detailed information, please click here. 

Labcorp is proud to be an Equal Opportunity Employer:

As an EOE/AA employer, Labcorp strives for diversity and inclusion in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications of the individual and do not discriminate based upon race, religion, color, national origin, gender (including pregnancy or other medical conditions/needs), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. Additionally, all qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law.

We encourage all to apply

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Salary : $168,000 - $190,000