General Information

Location: Princeton, NJ, Remote

Organization: WCG

Job Type: Full Time - Regular

Description and Requirements

JOB SUMMARY:  As a senior member of the Division Leadership team, this position will be responsible for management of the sales leaders accountable for the strategic commercial development of opportunities within the divisional clinical trial space.  They will oversee all manner of business operations, which may include activities related to marketing, sales, product development and client support to drive business growth and market share.  This position works closely with colleagues to ensure customer satisfaction from the RFP process through the final close-out report and acts as the account leadership for key client accounts. Performance Measures include Quota Achievement, teamwork, and financial budgeting forecasts.

EDUCATION REQUIREMENTS:

·         Bachelor’s degree required; advanced degree/MBA preferred

QUALIFICATIONS/EXPERIENCE:

  • Minimum of fifteen (15) years of experience in sales; at least five (5) years of account management experience desired.
  • Must have at least 8 years of experience in pharmaceutical sales of solutions or services.
  • Demonstrated extensive understanding of medical and healthcare industry marketing concepts and trends.
  • Demonstrated track record of success in closed business metrics. Demonstrated track record of consistent selling success throughout career.
  • Understanding of financial concepts.
  • Experience with senior members of target client organizations.
  • Ability to use market research and sales data to present opportunities to stakeholders; ability to quickly understand what makes commercial sense to pursue and what could potentially cost more to explore than it could ever bring in.
  • Must have conceptual knowledge of Project Management and be able to contribute to the overall divisional strategic direction/goal setting.
  • An in-depth understanding of the wider market; ability to determine if new, realistic, attainable and profitable opportunities are to be proposed and developed.
  • Working knowledge of healthcare regulatory requirements.
  • Proven experience negotiating contracts with pharmaceutical clients.
  • Outstanding interpersonal and communication skills, including strong presentation development and delivery skills.
  • Excellent written and verbal communication skills.
  • Ability to obtain support from senior management, marketing, finance and product or service teams; Ability to coordinate with account managers and operations teams whose traditional priorities and focus lie elsewhere. 
  • Strong leadership abilities.
  • Ability to successfully collaborate within a team environment. Must be a cooperative team player able to build relationships across complex matrix structures. 
  • Must be able to learn all about your business services and products; learn about your competition as well to leverage what you'll need to surpass them; conduct the necessary market analysis needed to identify the company´s current position and what competitive advantage the company has over the similar businesses in the sector
  • High competency working with Microsoft Office and CRM software (Salesforce)

ESSENTIAL DUTIES/RESPONSIBILITIES: To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily.  The requirements listed below are representative of the knowledge, skills, and/or ability required.

  • Oversees development of strategic objectives for selling the services provided by the division.
  • As the leader of the sales management team, drive excellence in actions and results within the divisional sales team.
  • Lead effort to develop new market opportunities, service development, pricing, and sales objectives, and manages sales and business development staff.
  • Provides business development expertise to executive management team.
  • Is fully responsible for sales strategy implementation for the division, budgets and non-financial targets, having the key responsibility for attracting customers and ensuring a highly professional relationship to the various decisions makers with clients.
  • Consistently obtain quarterly sales quotas.
  • Responsible for setting and delivering objectives which are within the divisional strategy & business plans and will steer staff positions towards the achievement of these objectives.
  • Ensure the translation of the Sales strategy into business targets, budgets and tangible plans.
  • Create and manage a business plan consistent with the overall corporate strategic plan that includes prospecting, promoting and developing key strategies for obtaining quota objectives.
  • Planning over a six-month timeframe, build and maintain a qualified pipeline that is in excess of three times the monthly quota. 
  • Expertly present divisional service offerings and persuasively present benefits and value proposition from both a business process and ROI perspective.
  • Actively participate in quarterly sales meetings, training programs, and all requested marketing activities.
  • Maintain a strong understanding of the competitive landscape (solutions) and be able to describe divisional positioning.
  • Ensure the team is engaged, motivated and understands the vision. High performers and high potentials are identified and rewarded.  Create training and development programs that ensure employees have broad skills to enable the organization to meet fluctuations in business demand, and generally reduce workforce attrition.
  • Coordinate necessary resources to successfully sell our services.
  • Actively maintain prospect-specific sales activity and pipeline reporting.
  • Develop new selling techniques as needed to stay ahead of the market.
  • 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.

SUPERVISORY RESPONSIBILITIES: Responsible for the management and evaluation of an assigned team.  Such responsibilities may include training; planning, assigning and directing work; conducting performance appraisals; and addressing/resolving complaints and issues.

TRAVEL REQUIREMENT: More than 50%