Front-line sales leader responsible for execution of the Pharma Data Services and Clinical Trials Connect strategies for profitable growth by directly managing business development executives.

• Attain bookings and revenue goals for self and team.


• Hire, train and retain an effective sales team.


• Coach, motivate and develop sales talent.


• Establish tactical action plans and sales strategies.


• Set metrics and accountability standards to drive performance towards goals in partnership with Business Line leadership (Pharma Data Services and Clinical Trials Connect) and Director, Commercial Operations.


• Manage and measure sales force performance and provide feedback to reps.


• Incorporate market research & analysis into plans.


• Facilitate problem solving and customer satisfaction.


• Support key account development and collaborate on large deals.


• Collaborate actively with operations to meet customer needs.


• Obtain assigned sales quota by identifying new opportunities and expanding existing customer relationships.


• Write and proposals and executive level presentations.


• Lead client communication and contracting throughout all phases of the sales process.


• Day to day sales responsibilities including presenting solutions overviews, generating pricing and proposals, pipeline management, and leading customer meetings.


• Work with channel partners to qualify and promote informatics capabilities.


• Cultivate client relationships to upsell accounts with new / additional services.


• Participate in marketing activities to drive awareness and strengthen brand for informatics capabilities.

Key Metrics:

• Achievement of revenue budget.


• Execution of sales strategy.


• Client acquisition.


• Client retention.


• Pipeline growth.


• Sales force engagement, retention, and development.


• CRM completeness and accuracy.

Required Work Experience:

• Four years account executive experience in Life Science (pharma, CRO); prefer data/analytics or clinical trial experience.


• Demonstrated knowledge of sales processes.


• Demonstrated subject matter expertise in laboratory data or healthcare analytics.


• Prior leadership and/or management experiences.

Preferred Work Experience:

• 5-7 years of market development in the clinical trials and pharma healthcare analytics industry


• Experience selling to Pharma brand teams.


• Prior sales experience in healthcare data driven products & services in the pharmaceutical industry.

Physical and Mental Requirements:

• N/A

Knowledge:

• Knowledge of reference laboratory business, tests and processes.


• Knowledge of the healthcare industry, payors and regulations.


• Understand general economics of B2B business transactions.

Skills:

• Sales team leadership.


• Mentoring and team building.


• Customer relationship management.


• Track record demonstrating strong closing skills and revenue growth.


• Strong negotiating skills.


• Solid business and financial acumen.


• Excellent written and oral communication skills.

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets