Life Sciences Director of Sales

Position Description / Responsibilities

• Develop a thorough understanding the company's business objectives, Conformance Management approaches, PCM product, and sales / assessment methodology in order to effectively represent the organization in the target markets effectively.
• Manage the development of customer relationships by leveraging business contacts and by identifying prospective customers which result in the sale of PCM Solutions.
• Penetrate early stage customer contacts further by establishing positive relationships and dialogue with other key decision makers in R&D, development, pre-clinical, or related organizations who are deemed target Champions or Sponsors of PCM Solutions.
• Identify and qualify new business opportunities in large and medium sized Pharmaceutical and Biotech development or CRO/CMO organizations, and develop strong relationships based on an understanding of their development needs.
• Work with customers to create an understanding of the benefits of PCM, eDHR, and Pan Product Development approaches to their organizations and the corporation in general. Develop a vision match with Champions and / or Sponsors such that they will support financial and people investment in assessment activities and ultimately solution purchases.
• Develop and close Conformance Practice Assessments with the support of a Business Consultant, Product Specialist, and / or CEO / CSO (Chief Scientific Officer) as necessary. Leverage assessment activities to create deep understanding of customers true business, science, and compliance needs and develop deep relationships with Champions and Sponsors.
• Through conversation with customers, identify new business opportunities beyond the scope of currently developing product which may be pursued further via a designated Joint Definition Agreement (JDA) sales team lead by yourself or the by the company’s Vice President of Business Development.
• Identify and evaluate key application areas within the marketplace where the company's research tools can be best commercialized and applied with regard to market potential, market size, commercialization costs, and project time frames.
• Plan and execute successful sales campaigns on a regional or industry vertical, or other target market approach. Recommend sales programs, tools, events to support these campaigns.
• Identify and implement tactical sales and marketing strategies which will meet the needs of the marketplace and yet protect the organization’s intellectual property and business interests. Coordinate the development and optimization of sales approaches to each major business constituent (Chemical, Biological, or Pharmaceutical Development) and Development IT with the VP of Business Development.
• Participating with the Vice President of Business Development, recommend pricing, packaging, or positioning variations on all product offerings to meet targeted revenue goals, to fairly price the value added nature of the company’s products, and to protect intellectual property.
• Work closely with a Product Specialist / Product Manager to ensure that customer requirements are achievable through configuring or programming the platform. Where necessary, work with the Product team on custom proposals / SOWs to be sold to customers.
• Work in a team work style with Business Consultant, Product Specialist, CSO, VP Business Development where appropriate to comprise a powerful sales team of business, domain/science, and technical skills.
• Oversee the preparation of market presentations and promotional materials designed for introduction at conferences, seminars, or to specific customers that outlines the capabilities of the organization with respect to products and services.
• Participate actively in the preparation of contracts and work with the company’s legal and finance departments to ensure that business proposals are developed which protect the business interests of the organization.
• Participate in trade shows, professional societies, conferences, and the like to stay up to date with recent developments in the industry and to identify possible business development opportunities.

Reporting Relationships

Education

Qualifications

• A minimum of five years of industry experience in a sales or business development role working within the life sciences market.
• Proven experience with high value-added sales activities within a focused market indicative of the ability to close business to meet quarterly bookings and revenue objectives.
• Proven experience, or the evidenced ability, to sell technically complex multi-million dollar solutions based on value based and consultative selling principles.
• Demonstrated ability for solution sales where the solution has product and service components, is customizable and configurable.
• A proven relationship builder capable of developing and maintaining strong customer relationships within R&D as well as business management.
• Ability and comfort in dealing with senior executives at Champion (Manager / Director) and Sponsor (Director, Sr. Director, VP, EVP) levels
• A very strong knowledge of pharmaceutical and / or biotechnology companies and specifically the research or development organizations. Clear understanding of their typical work flows, business pressures, roles, organizational dynamics, etc.
• Some experience or understanding of CRO/CMO roles with development organizations is a plus .
• Ability to identify and accurately articulate the key development business objectives and needs of customers to the sales team and the company at large.
• Strategic and tactical sales skills evidencing the ability to create, with the customer, a vision of implementing PCM, eDHR, Pan Product Development methods in the customer’s development organization.
• The ability to effectively communicate to customers the business, science, and compliance related benefits of advantages of implementing the company’s PCM solutions.
• A sound technical background either from a Life Sciences industry domain perspective or an Software / IT perspective. Practitioner experience in a Life Sciences company is plus.
• High intelligence as well as strong analytical and project management skills.
• High personal integrity and an honest, trustworthy, and sincere personal demeanor evidencing the ability to forge positive and long lasting relationships with customers.
• Decisiveness, creativity, and a sense or urgency indicative of the ability to make sound judgments based on limited data and the willingness to take educated risks.
• A consultative presence indicative of well developed and influential presentation, communication, and negotiation skills.
• Personal qualities which include a high energy level, results orientation, diplomacy, perseverance and persistence, as well as the ability to work independently with little direction and as a team member.
• Small company / self starter experience, perhaps coupled with a prior large company affiliation, would be desirable evidencing the ability to make things happen with limited resources and direction.
• Flexibility and the organizational ability to manage many projects in a dynamic, fast paced environment.

Location

Compensation

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