Senior Director Sales - Pharma Data Services & Clinical Trials

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