Job Overview SummaryThe successful candidate will be responsible for selling specific Advarra services that address the unique business challenges within the clinical trial business process, specifically Institutional Review Board (IRB) and Institutional Biosafety Committee (IBC) reviews. The candidate must be a subject matter expert in this domain with a strong background in sales, business development and/or client relationship management.
Job Duties & Responsibilities- Collaborate and work with commercial and operational colleagues to grow IRB and IBC services within both existing clients and new sales prospects
- Develop and expand relationships with key IRB and IBC stakeholders at clients
- Lead IRB and IBC opportunities, collaborating with relevant commercial and operational colleagues on discovery calls, solution development and pricing, proposal development, bid defense meetings, and contracting, as applicable
- Stay current on new market and competitive developments in IRB and IBC, and communicate with commercial colleagues on how to capitalize on this information
- Develop and maintain thorough knowledge of the company and its IRB and IBC services / capabilities, research client needs, and identify how our IRB and IBC services can address those needs
- Prospect for new business through traditional sales activities such as email outreach, cold calling, conference attendance, etc.
- Utilize Salesforce to manage accounts, opportunities, contacts and all corresponding activities and communications
- Partner with internal teams to ensure successful implementation of solutions sold and ensure client satisfaction
- Aid in supporting, establishing, and managing quarterly Field Marketing activities for the solutions portfolio, including, but not limited to webinars, conference attendance and presentation, customer and industry events
- Budget Responsibilities:
- Planning travel that allows for maximized customer interaction/resources spent
- Provide timely expense reports
- Other: Position requires travel 25 - 50% of the time
LocationThis role is open to candidates working remotely in the United States.
Basic Qualifications- BS in Business, Marketing or relevant degree or equivalent combination of education and experience.
- 10+ years' experience within a sales or account management function within the life sciences industry
- Knowledge of IRB and IBC requirements, market needs and competitive landscape
Preferred Qualifications- 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
- 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
- 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 $80,000 - $160,000. 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.
