The position is of a sales leadership role that will be overlooking healthcare Research & Analytics (R&A) service revenues for targeted accounts in Europe. The primary responsibility is to create new business revenues and grow strategic account to $1million potential by collaborating with Borderless Access off-shore skillsets. This role requires proactive business development, client interactions and account management efforts using our core strengths of healthcare R&A capabilities.
Job Description and Responsibility:
1. Business Development • Identify potential leads independently (or with offshore pre-sales) through networking, cold-calling, trade shows, public speaking, and/or other sources in the assigned sales territory/geography
• Develop relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, and/or other business or social gatherings
• Identify, develop, present and close specific healthcare R&A opportunities within target companies
• Able to actively engage with business executives to articulate the attributes of our healthcare R&A solutions
• Lead/support remote and face to face proposal pitches
• Lead commercial and contractual negotiations in collaboration with SMEs
• Regularly communicate target account status to leadership team including risk and upside
2. Opportunity Management • Organize BID review and apply rigorous deal qualification criteria before moving the deal to proposal writing stage
• Maintain an accurate and documented pipeline activity in HubSpot
• Continuously gather knowledge of competitors to help offshore design custom solutions for target accounts
3. Team Collaboration • Coordinate all sales efforts with sales support and delivery teams for client account status, answering questions and resolving issues
• Lead/participate in special projects as required by BA (i.e. mentoring, training, leadership of projects)
• Leads the team in engaging and influencing our most strategic and complex customers, utilizing effective questioning to understand customers’ needs and establish themselves and BA as a trusted advisor
Qualifications:
1. Bachelor's/Master’s degree from an accredited institution with strong sales management experience
2. Experience in and deep understanding of Life Sciences / Pharma / medical device is required.
3. Strong healthcare R&A knowledge is necessary to effectively engage in discussions with all levels of target organization, from C-Suite to business account managers
4. Experience in selling profitable and large-scale projects, with a proven track record in consistently meeting/exceeding multi-million-dollar sales targets
5. Effective listening skills. Excellent interpersonal skills.
6. Excellent communication / presentation / negotiating / closing skills with customers and prospects
7. Effective at growing executive relationships with existing and potential customers.