INDUSTRY SALES DEVELOPER – LIFE SCIENCES, BIOPHARMA, PHARMA

Job Location: Any of the following locations: New England, New York, New Jersey, San Francisco Bay Area, San Diego, Chicago

JOB DESCRIPTION:

The Industry Sales Developer is responsible for the engineering sales for Engineering, Research and Development Services within the Life Sciences, BioPharma, Pharma domain to ensure effective sales strategies are in place to achieve revenue and profitability objectives for the company. We also partner with other departments to remove roadblocks and develop data/tools to accelerate sales and lead key customer relationships.

REQUIREMENTS:

• 5+ years of Sales experience (80% hunter / 20% account management) selling product engineering and technology services in Life Sciences, BioPharma and Pharma.
• Must have a strong understanding of Pharma and Bio Pharma Market with key trends and shifts in the market with focus on Cell and Gene Therapies, Biologics, Large Molecule Development, Manufacturing, Gen AI etc.
• Experience selling Life Science solutions in areas like Quality, Regulatory, Manufacturing, Safety would be preferred.
• Experience in selling MES, Digital Solutions, Veeva, Argus is highly desirable
• Experience in AI/ Gen AI deals is highly desireable
• Ability to sell creative, complex business models to the client.
• Won and led deals of $5-10 million annually and independently.
• Track record of deep, consultative, trust-based relationships and strong knowledge, understanding of client’s business with strong client references.
• Proven ability to build senior-level client relationships.
• Develop sales plan for the assigned geography and individual Account Plans.
• Identification, mobilization, and management of internal and external partners for achieving revenues.
• Understands and drives company strategy (financials, offerings, segments, target accounts).
• Ability to lead one large or multiple small programs.
• Strong understanding of financials, profitability, and cash flow.
• Passionate about value selling and high-value models of selling.
  

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• Bringing company’s engineering services value to major Life Sciences, BioPharma, Pharma, and Research clients in North America.
• Present, promote and sell Solutions / Services using proven arguments to existing and prospective customers
• Lead Generation, Qualifying, Negotiating and Closing opportunities for client with the objective of driving profitable growth
• Researching, mapping, establishing, developing and maintaining positive relationships with prospects and client team members
• Building and handling Qualified Sales pipeline consistent with account strategy
• Analyze the territory / market’s potential, track sales and status reports
• Leading client relationship independently or with support from Client Partner or Client Leader; Listening to the client and working jointly to identify the client’s biggest engineering challenges, preferences and purchasing triggers
• Structuring and crafting deals for Value, demonstrating and providing input on offerings, services, capabilities
• Responsible for order booking and deal profitability of the client business with objective of growing the business
• Developing repeat business by understanding client context, upselling and cross-selling; Developing Case and return on investment; Providing strategic inputs to shape the client value proposition and crafting successful pitches.
• Closely monitoring client engagement levels, conducting periodic business reviews and undertaking measures to gain traction with the client
• Achieve agreed upon sales targets and outcomes within schedule
• Responsible for updating deal status and track success in a timely manner in our CRM software