SUMMARY: Responsible for selling the Clinical Research services within the defined geographic location and collaborates with Business Development staff to ensure sales goals are achieved. The use of direct sales activities includes; prospecting, cold calling, in-person sales calls, proposal management, lead generation, and ultimately closing deals. Maintaining a high-activity sales effort that is documented and managed and provides timely reports, account analysis, and industry knowledge to develop effective and successful account strategies is a must.
DUTIES AND RESPONSIBILITIES:- Review operational records and reports to project sales and determine profitability.
- Confers or consults with department heads to plan advertising services and to secure information according to customer specifications.
- Develop a business plan and sales strategy for the market that ensures the attainment of divisional sales goals and profitability.
- Initiates and coordinates the development of action plans to penetrate new markets.
- Assists in the development and implementation of marketing plans as needed.
- Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values.
- Maintains performance and development.
- Prepares action plans for individuals as well as for the team to ensure prospecting/pipeline management
- Ensures team meets or exceeds all activity standards for prospecting calls, appointments, presentations, proposals and sales.
- Provides timely, accurate, competitive pricing on all completed prospect applications submitted for pricing and approval, while striving to maintain maximum profit margin.
- Adheres to all company policies, procedures, and business ethics codes and ensures that they are communicated and implemented within the team.
- Maintains contact with all clients in the market area to ensure high levels of client satisfaction.
QUALIFICATIONS:
- Bachelor's degree (B.A.) from four-year college or university
- A proven track record of success
- Requires critical thinking skills, communication skills (verbal and written), and interpersonal skills.
- Friendly, courteous, service-oriented, and flexible and enjoy working with a variety of staff.
- Detail-oriented and works effectively under pressure while meeting all applicable deadlines.
- Recognize problems, identify possible causes, and resolve routine problems.
- Establish and maintain effective working relationships with internal and external organizations, groups, team members, and individuals.
- Ability to gain the respect and confidence of other team members.
- Have a high level of energy, a positive attitude, and possess a selfless attitude for the benefit of the firm.
- Must possess a broad outlook about the firm and the professional.
COMPETENCIES:
- Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
- Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; Educates others on the value of diversity; Promotes a harassment-free environment; Builds a diverse workforce.
Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
