Business Development Director Player Coach

Labcorp is expanding its global BioPharmaceutical Chemistry Manufacturing and Control (CMC) footprint and is opening a new purpose-built CMC facility in Mechelen Belgium. This facility will introduce a new CMC analytical testing solution for commercial drug products in the European Union (EU).

This site has been strategically developed to complement our existing capabilities in York and Harrogate (UK) and Greenfield (US).

Biopharmaceutical CMC provides independent objective GMP analytical testing for manufactured medicinal products from late discovery through post-market approval on behalf of global clients. With a strong portfolio of clients and over 25 years of expertise this team provides advanced characterization method development stability and routine QC release for biologics vaccines ATMPs and a breadth of other complex biomolecules. With this new laboratory in Belgium we aim to offer a more comprehensive solution and accelerate the availability of new products for patients.

The Mechelen site is designed to offer clients enhanced access to CMC stateoftheart analytical testing. This expansion is a key milestone in our long-term plan to strengthen support for pharmaceutical and biotechnology partners who rely on Labcorp for complex CMC bioanalytical and regulatory testing services.

To support this growth we are seeking a Business Development Director Player Coach who will both sell directly (80%) and lead a small team (20%) as we accelerate our European commercial structure.

Role Overview

The Business Development Director Player Coach is a hybrid role ideal for a commercially driven leader who loves tosell build relationships and grow accounts while also developing and mentoring a small team of Business Development professionals.

You will directly manage up to three reports initially located in the UK and US while owning a defined EU sales territory focused on manufacturers pharma and biotech companies looking to partner with a CMC GMP laboratory.

This role is EUbased and will be closely tied to the launch and commercial success of the new Mechelen facility.

The position reports to the Executive Director Business Development with a clear pathway to become an Executive Director within 12 years for high-performing talent.

Key Responsibilities

1. Individual Contribution ( 80% Sales Bonus Weighted)

• Achieve annual sales targets and territory growth goals across assigned EU accounts and territory.
• Prospect develop and expand relationships with clients evaluating outsourcing of CMC testing.
• Lead client meetings including Bid Defense capabilities presentations governance meetings and relationship reviews.
• Responsible for Opportunity Management and accurate pipeline forecasting maintain accurate forecasting and opportunity management in SFDC (document customer info account plans and decisions).
• Engage in proposal scope development pricing discussions competitive intelligence and contract negotiation. Engage with internal team to maximize margins and achieve appropriate win rates.
• Collaborate with internal stakeholders (Commercial Development Proposals Marketing PM Operations) and executives from other Labcorp units to bring potential opportunities to their attention and to identify and win multi-unit projects.
• Evaluate client RFIs RFPs proposals and budgets and provide input to ensure client and company requirements are met.
• Serve as a commercial point of contact for the Mechelen facility articulating the strategic value and EU regulatory advantages of our new site. Sell the business units capabilities and differentiation frameworks.
• Support client visits and site tours; help position Mechelen as a key testing partner for the EU market.
• Re-engage and grow existing accounts while breaking into new strategic EU clients.
• Recognize and communicate sales opportunities for other business units.
• Provide general intelligence on key competitors.
• Develop client call cycle to achieve objectives and sales plan. Follow up on leads.
• Meet weekly with management to discuss sales activities account and opportunity needs and strategy and provide requested reports.
• Develop account plans and partnerships with key accounts.
• Utilize tools and available information to identify and prioritize clients in assigned accounts/territory.

2. Leadership Duties ( 20% Bonus Weighted)

• Lead coach and develop up to 3 direct reports (initially UK- and USbased).
• Provide structured coaching: opportunity reviews prospecting strategy pipeline health sales collateral support. Support your team during bid defenses client meetings and major proposal discussions.
• Represent the Sales organization cross-functionally ensuring alignment between BD operations and senior leadership.
• Act as a culture driver during the commercial build-out of the Mechelen and EU CMC site.

Qualifications

Required

• 10 years of sales experience in pharmaceutical/biotech or CMCrelated services.
• Experience selling scientific laboratory or CMC/regulatory-aligned services into manufacturers or pharma/biotech organizations.
• Ability to articulate the value of outsourcing vs. internal testing and influence decision-making.
• Proven ability to manage complex sales cycles and executivelevel discussions.
• Demonstrated capability to lead small teams.
• Strong understanding of EU regulatory landscapes related to CMC testing.
• Ability to navigate highly matrixed multinational environments.
• Advanced negotiation and strategic account planning experience.

Preferred

• Bachelors degree in Life Sciences or Business; Masters degree a plus.
• Background in biomarkers analytical sciences translational medicine anatomic pathology or companion diagnostics.
• Experience working within a manufacturer or selling to organisations evaluating laboratory partnerships.
• Experience managing client relationships across multiple regions.

Language Skills

• Dutch and French strongly preferred.
• Proficiency in English required.

Soft Skills

• Strong relationship builder who connects easily at all organizational levels.
• Excellent presentation and communication skills.
• Comfortable working across complex crossfunctional multinational setups.
• Proficient with digital tools CRM systems (SFDC) and emerging technologies (including AIenhanced tools).
• Collaborative mindset combined with commercial drive and accountability.

Working Conditions

• Flexible working hours.
• Remote/hybrid role with travel across Europe as needed.
• Regular visits to Mechelen and other Labcorp locations.

Why Join Us

This role provides the rare opportunity to:

• Shape the launch and commercial success of a new CMC facility in Europe
• Lead while maintaining hands-on sales impact
• Build and develop a highperforming team
• Influence regional strategy as Labcorp strengthens its EU footprint

Labcorp is proud to be an Equal Opportunity Employer:

Labcorp strives for inclusion and belonging 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 and merit of the individual. Qualified applicants will receive consideration for employment without regard to race religion color national origin sex (including pregnancy childbirth or related medical conditions) 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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