Job Overview SummaryThe Client Executive will be responsible for managing and growing our client relationships, driving revenue growth, ensuring client satisfaction and business/strategic planning. The ideal candidate will have a strong background in sales and account management in the eClinical industry, with a proven track record of success.
Job Duties & ResponsibilitiesSales & Management of Client Relationships and External Opportunities
- Prospect for new business through traditional sales activities such as email outreach, cold calling, conference attendance, etc.
- Develop and begin implementing new business strategies focusing on priorities to "close" new business
- Further existing strategies and develop new strategies to increase revenue and profitability from existing customers
- Penetrate high revenue pharmaceutical, biotechnology and medical device/MedTech companies resulting in increased revenue for Advarra
- Provide the vision and necessary hands-on leadership to take advantage of the company's growth opportunities
- Represent relevant Advarra services offerings across services and product / technology and partner with other Advarra business units to ensure penetration of Advarra's services and products into our customers
- Utilize Salesforce to manage accounts, opportunities, contacts and all corresponding activities
Assessment of Customers
- Conduct market intelligence through research tools (e.g., Zymewire, Citeline, etc.) and. networks of internal and external contacts to identify and create opportunities for growth
- Segment and prioritize clients within a defined territory based on revenue potential to Advarra
- Work directly with service delivery teams to understand product service gaps and then drive solutions through business development activities, driving towards completing the appropriate transaction
Business / Strategic Planning
- Develop an annual business plan and assist management in developing the annual individual and team goals
- Evaluate territory performance quarterly and hold frequent strategic discussions with cross-functional teams
- Other duties will include working with key internal parties to identify promising segments or technologies, and evaluating strategic fit and potential for operational synergy
Budget Responsibilities
- Planning travel that allows for maximized customer interaction/resources spent
- Provide timely expense reports
Other
- Position requires travel 40 - 60% of the time
LocationThis role is open to candidates working remotely in the United States.
Basic Qualifications- BS in Business, Marketing, or Life Science (MBA preferred) or equivalent combination of education and experience
- 7+ years' experience within a sales or account management function within the eClinical industry
Preferred Qualifications- Ability to develop and execute a territory and key account sales plan
- Effective interpersonal selling skills
- Strong business acumen
- Strong verbal and written communication skills
- Proficient in using CRM systems (preferably Salesforce.com)
- Selling to established customers and in identifying and selling to new customers
- Possess a solid understanding of the clinical research industry, preferably in study participant protection, or a background that would lead to an easy understanding of human research protection
- Effectively identifying customer needs
- Effective at working remotely
Physical and Mental Requirements- Sit or stand for extended periods of time at stationary workstation
- Regularly carry, raise, and lower objects of up to 10 Lbs.
- Learn and comprehend basic instructions
- Focus and attention to tasks and responsibilities
- Verbal communication; listening and understanding, responding, and speaking
The base salary range for this role is $95,000 - $175,000. Note that salary may vary based on location, skills, and experience and may vary from the amounts listed above. This position may also be eligible for a variable bonus in addition to base salary as well as health coverage, paid holidays, and other benefits.
