EDUCATION REQUIREMENTS:• Bachelor’s degree or equivalent.
CERTIFICATIONS/LICENSE/REGISTRATION REQUIREMENTS: • None.
QUALIFICATIONS/EXPERIENCE:• 5-7 years of sales experience• Experience managing a sales operation in a healthcare or publishing environment is a plus. • Excellent verbal communication and interpersonal skills with the ability to articulate and speak consultatively to staff and customers. • Strong telephone skills and confident making daily phone calls. • Excellent written communication skills with the ability to develop effective customer-facing and sales email correspondence. • Ability to multi-task and prioritize responsibilities as needed; be highly organized and efficient, strong follow-up skills, detailed oriented; energetic and enthusiastic; and willing to take initiative. • Strong negotiation skills; confident in securing and closing sales and contracts. • Ability to search and generate business leads to complement sales leads provided by the company. • Provide a high level of account management to existing customer accounts while identifying and building new client relationships. • Strong proficiency in Microsoft Office including Excel, Word, PowerPoint, Outlook and CRM systems; adept and comfortable with using databases and web-based programs.• Ability to manage staff and train them to achieve personal and corporate goals
ESSENTIAL DUTIES/RESPONSIBILITIES:• Define the sales strategy and clearly articulate it to the sales team and management for successful sales execution - covering such areas as ROI, revenue targets, expense management and the sales techniques to be used. • Contribute to product development; help evolve the company’s distribution strategy - inside/outside, resellers, web-based selling, etc. • Work with the president/CEO to design a compensation system that enforces desired sales behavior.• Consistently meet or exceed budgeted sales goals for content licenses, advertising/ sponsorships and other commissioned sales as stated in the latest and most current budget or reforecast. Articulate and enforce a repeatable sales model across sales team. Use low-cost/high-impact sales management tools and techniques to support sales effort.• Control all aspects of selling costs and avoid excessive discounting in the desire to close.• Build and grow existing newsletter, book, 483 and any new database site licenses, turning those relationships into larger sales. • Attend trade shows or have appropriate member of the sales team attend when required (eg. DIA, SLA Pharmaceutical Group, RAPS)• Expand and manage relationships with all subscription agencies for site licenses and single sales• Work with Director, Operations to prepare draft revenue budgets for newsletter, book, 483 and other database site licenses and third party sales (including subscription agents)• Work with advertising/sponsorship sales rep to draft revenue budgets• Monitor sales activity related to existing customers, pipeline, and prospects; provide accurate forecasts. • Continue to grow customer base, both advertising/sponsorship and site license by the implementation of a well thought-out strategic sales acquisition plan. • Proactively contact site license customers on a regular basis to review service needs and usage trends. • Ensure that customer issues are dealt with in a professional, efficient manner, informing the operations director of any problems that may arise.• Follow-up with customers to make sure contracts are executed promptly and properly and that payments are made.• Maintain copies of all contracts and give the master copies for all content licenses to the administration director. Liaise with customer service and operations director to modify and update any aspects of the contracts as needed during the sales process.• Work effectively with each member of the department and other departments to ensure goals and deadlines are met.• Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here.• Attendance and punctuality are essential functions of the position.