Purpose:

The Principal Consultant Business Development strengthens Xendo’s market position, reputation and achieves further growth of the business, both for extending of our existing services as well as for product development. Together with the Division Director Pharmacovigilance the Principal Consultant Business Development Pharmacovigilance defines long-term pharmacovigilance strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals, maintains extensive knowledge of current and upcoming market conditions and business critical regulatory intelligence.

Positioning:

The Principal Consultant Business Development reports to the Division Director Pharmacovigilance and is part of the PV management team.

Responsibility:

The Principal Consultant works with the Division Director Pharmacovigilance and Pharmacovigilance (Managing and Senior) Consultants, and cross-functional with other Division Directors and Country Managing Directors to increase sales opportunities and thereby maximize reputation and revenue for Xendo. To achieve this, in addition to consolidating and extending our customer base, new potential customers need to be identified and targeted, Xendo’s palette of opportunities proposed to them, to ultimately converted these into packages taken up by these clients, and continue to grow business in the future.
The incumbent will also help manage existing clients and ensure they stay satisfied. The Principal Consultant Business Development will call on clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs.

Job Description

The primary responsibility of the Principal Consultant Business Development Pharmacovigilance is to entice new clients and bring in new assignments and pharmacovigilance services by networking, calling, social media usage, active participation in congresses and events or other means of generating visibility and interest from potential clients and actively expand current relationships and partnerships. You will operate as the lead point of contact for any and all matters for specific pharmacovigilance accounts and will maintain and build strong, long-lasting customer relationships. You will lead and take ownership for RFP processes from request to contract implementation.

Internal Interaction

The Principal Consultant Business Development Pharmacovigilance works Division Directors, COO, Country Managing Directors, Principal Consultants, Managing Consultants, Senior Consultants and Business Support.

New Business Development activities

• Prospect for potential new Pharmacovigilance clients exploring opportunities and turn this into increased and profitable business.
• Identify potential clients, and the decision makers within the client organization.
• Set up meetings between client decision makers and Xendo senior management.
• Plan approaches and pitches. Develop proposals that speaks to the client’s needs, concerns, and objectives.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
• Present an image based on Xendo’s unique selling points that mirrors that of the client.
• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Present to and consult with senior management on business trends or trendsetter ideas with a view to fine-tune existing services and products or developing new services and products based on market demand.
• Identify opportunities for campaigns and services that will lead to an increase in sales.
• Call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging your network.
• Using knowledge of the market and competitors, identify and develop Xendo’s unique selling propositions and differentiators.

Client Retention

• Present new (cross divisional) products and services and enhance existing relationships.
• Work with internal colleagues to meet customer needs.
• Arrange and participate in internal and external client debriefs.
• Business Development Planning
• Management and Research
• Ensure that data is accurately entered and managed within the Xendo’s CRM system.
• Forecast sales targets in collaboration with Division Director Pharmacovigilance and ensure these are met.
• Track and record activity on accounts and leads to close deals to meet these targets.
• Develop a thorough understanding of the people and capabilities cross divisions.

Education and requirements

• Bachelor or Master’s Degree with at least 7-10 years of experience
• Preferably 5 years of sales or business development experience
• Proven pharmacovigilance expertise and comprehensive understanding of applicable international requirements in this field
• Prior hands on experience in pharmaceutical industry
• Experience with alliances, partnering or licensing is considered a plus

Other Skills and Qualifications

Networking, Persuasion, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge.