BASIC SUMMARY:
Responsible for achieving and driving quarterly and annual revenue and bookings targets for assigned accounts for High Peak site.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
• Work with internal teams (TMDM, PM, Management, etc.) to increase market share and revenue at assigned accounts.
• Work with management to prepare and provide accurate forecasts for assigned accounts/territories when required by management.
• Develop and qualify leads through frequent customer contact and prospecting.
• Build relationships with customers to influence the acceptance and use of company products and services.
• Engage with existing clients to drive business
• Communicate available product and services and inform customers of new products and services in a timely manner.
• Handle initial inquires and qualify all prospective opportunities.
• Effectively utilize CRM (Salesforce) to capture customer information to included but not limited to accurate pipelines and effective opportunity management and activity documentation.
• Work closely with the specialist sales staff to ensure that the customer has a cohesive and responsive team throughout the sales process
• Proficient in knowledge of competitor profiles and is able to develop positioning to influence potential customers.
• Consistently achieve all revenue and bookings targets
• Ensure all required legal documents are in place and coordinate with legal.
• Qualify bids and scopes of work with sponsors to ensure appropriate service is provided.
• Develop and/or review Statement of Work (SOW).
• Coordinate and facilitate proposal and SOW processes to ensure smooth and timely business process flow by working with the marketing, scientific and finance staff.
• Prepare sale price estimates, proposal for protocols, bid requests, study revisions and additions using site’s suggested selling price for clients and BD teams.
• Coordinate generation of multi-site proposals
• Follow up with clients to ensure that proposals are complete and answer their needs.
• Creatively identify ways to secure open proposals by working with scientific staff, finance, management and others.
• Complete all required sales documentation in a timely manner.
• Work with BD and Marketing team to help to organise sales meetings, trade shows and conferences as required.
• Co-travel and attend conferences, CRL Presents and other events as required
• Share customer problems/concerns with all appropriate departments for quality resolution.
• Assist in the tracking and development of Key Performance Indicators within the Client Services department.
• Participate in and provide feedback to internal Pilot teams.
• Lead customer and internal webinars/trainings, and present the Cell Microarray technology.
• Lead Sales meeting sessions and participate through presentations, etc.
• Participate in internal beta testing applications if applicable.
• Assist in the development and execution of training plans for new employees.
• Provide recommendations for Sales process improvements and participate in the execution of the improvement.
• Support sales team strategy by developing and identifying harmonization initiatives. Coordinate discussions and meetings to gain additional business.
• Perform all other related duties as assigned.
QUALIFICATIONS:
• Education: Bachelor’s degree (B.A. /B.S.) or equivalent in biosciences, or related discipline.
• Experience: Minimum 3 years’ experience in the pharma/bioscience industry. A successful pharma/bioscience business development/sales background would be an advantage.
• An equivalent combination of education and experience may be accepted as a satisfactory substitute for the specific education and experience listed above.
• Understanding of the drug discovery and development process, in particular in the area of biologics drug discovery.
• Demonstrated an ability to hold appropriate in-depth scientific and business discussions at all levels.
• Certification/Licensure: Valid driver’s license would be an advantage.
• Other: Excellent communication and presentation skills. Proficient in the use of standard office computer applications (word processing, spreadsheets, presentations, e-mail). Previous experience with Salesforce would be an advantage.
PHYSICAL DEMANDS:
• Must regularly operate a computer and occasionally operate other office productivity machinery such as a calculator, copy machine, and computer printer.
• Must regularly communicate with employees/customers; must be able to exchange accurate information verbally (in person and on the phone) and in writing.
• Must occasionally move about inside the office to access file cabinets, office machinery, etc.
• This position may require domestic and international travel.
WORK ENVIRONMENT:
• General office working conditions.
• The noise level in the work environment is usually quiet.
COMMENTS:
• Preferentially the role would involve a presence on-site, with flexibility to work remotely. Must have Right to Work in UK