Science & Technology

Senior Account Manager (Client Services)

Not Specified

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