WIRB-Copernicus Group

ABOUT WCG: WCG’s clinical solutions are built on a foundation of best-in-class clinical services companies. We deliver transformational solutions that stimulate growth, foster compliance, and maximize efficiency for those performing clinical trials. WCG is proud to serve individuals on the frontlines of science and medicine, and the organizations striving to develop new products and therapies to improve the quality of human health. It is our role to empower them to accelerate advancement, while ensuring the risks of progress never outweigh the value of human life.

SUMMARY OF POSITION: The Senior Client Engagement Manager oversees the client engagement function for the purpose of growing and strengthening targeted relationships within target client groups. This role is responsible for the oversight and management of client engagement strategy, client outreach, lead generation, and for engaging with prospects and customers to generate new and expansion sales opportunities through various methods. The Senior Client Engagement Manager works closely with Business Development and business operations to engage and connect customers to advance through the sales process and is expected to consistently meet monthly and quarterly goals and targets, aligning with the overall business goals and strategy.

EDUCATION REQUIREMENTS:

BS/BA degree or equivalent experience required.

CERTIFICATIONS/LICENSE/REGISTRATION REQUIREMENTS:

N/A

QUALIFICATIONS/EXPERIENCE:

• 3 to 5 years of experience in sales or operations, preferably with a background in customer relationship management, inside sales and/or life sciences
• Record of accomplishment in quality of account relationships
• Knowledge of clinical trial design and drug development preferred
• Proven ability to develop well-positioned and thoughtful documents and presentations
• Familiar with Microsoft Outlook and Office
• Fundamental understanding of basic financial concepts
• Demonstration of the following competencies: aptitude for working cross-functionally, results orientation, customer focus, active listening skills, verbal and written communication skills, negotiation skills, presentation skills, organization agility, time management, business acumen, interpersonal savvy, ethics and values

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.

• In partnership with Business Development, drive new client relationships and expansion of existing client relationships.
• Develop overall prospect and client engagement strategy and work cross-functionally to execute plans.
• Report on sales and performance metrics and suggest improvements.
• Participate in the development of new business pitches from RFP response to closing accounts, including CDA and MSA.
• Research and discover methods to increase customer engagement.
• Ensure sales, finance and legal policies and procedures are met.
• Liaise with Business Development and Division leaders to ensure message consistency in various inbound/outbound programs and campaigns.
• Generate qualified prospects through excellent lead follow-up, mining, and nurturing. Emphasis on working to expand contacts with key client executives.
• Utilize internal and external data resources to conduct tactical research on organizations and contacts to help drive quantity of new contacts and subsequent sales opportunities.
• Uncover needs through discovery and determine the best solutions for each account based on a customer needs analysis.
• Meet with prospects and clients to discuss their requirements.
• Suggest and implement improvements in the sales cadence process. Seek out best practices and client engagement successes to incorporate into subsequent engagements to support scale.
• Utilize Salesforce to accurately and effectively track activity and update lead, account, and opportunity information, as appropriate. Develop custom reports and review data for quality and consistency.
• 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: None

TRAVEL REQUIREMENTS: 10-20%

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is required to perform sedentary work which includes sitting for long periods of time and occasionally required to lift 25lbs (11.3 kg). Further guidance on physical activities, requirements, visual acuity, and working conditions is available in HCM.

Expected annual salary range: $69,400 - $97,000.

• Comprehensive Benefits package - Health, Dental, Vision, Life Disability, 401K with match, and flexible spending accounts
• Comprehensive Benefits package - Health, Dental, Vision, Life Disability, 401K with match, and flexible spending accounts
• Employee Assistance Programs and additional work/life resources
• Referral Bonuses and Tuition Reimbursement
• Paid time off including holidays, vacation, and sick time
• Opportunities for career development with on-the-job training, certification assistance and continuing education reimbursement