Director, Sales Executive - Pharma & Life Sciences
Posted on Jun 1, 2020 by Conduent
This role is responsible for selling Conduent solutions into "new logo" clients as well as selling new solutions into our established clients.
Duties and Responsibilities:
The Senior-level Sales Executive will be responsible for pursuit of sales within Pharmaceutical, Biotechnology and Life Sciences client accounts. This role will encompass:
Establish relationships and secure contracts with new customers that achieve assigned sales quotas and targets.
Lead the full sales cycle from initial customer engagement to closed contract.
Grow relationships with targeted Conduent Client(s) and prospects (new logos) through consultative engagement and sales of new solutions/capabilities.
Qualify prospects against company criteria for ideal customers and sales generation and create an active and growing pipeline in support of achieving sales quota.
Consult with prospects about business challenges and requirements, as well as the range of options and cost benefits of each.
Make presentations to senior leaders and decision-makers in pursuit of growing business partnerships and advancing sales.
Draft and deliver client proposals, coordinate internal and client discussions and facilitate/advance contract discussions and negotiations.
Work with technical staff and product specialists where required to address customer requirements.
Develop and maintain territory plans which outline how sales quotas and targets will be met on an ongoing basis.
Develop and maintain key account plans that identify opportunities for Conduent to deliver value to our stakeholders.
Focused and frequent use of our CRM (Saleforce.com) to accurately track pursuit activities and client/opportunity details.
Partner with solutions leaders (SMEs) to develop product roadmaps to enhance focus of service delivery across Conduent offerings, aligned with the business unit strategy.
Partner with Account Leaders and other Sales executives to promote sales of new services into existing accounts as well as adding new clients/new logos.
Recommend and initiate enhancements to the sales and marketing operations. Provide accurate, complete and timely submission of required reports, forecasts, quotations, and pipeline development efforts.
Support the development and advancement of marketing plans that will appeal to a variety of customers on a global basis in order to support sales and profit objectives.
Collaborative participation in both product and pipeline development strategy sessions.
All other duties as assigned.
5+ years track record of successfully selling solutions into Pharmaceutical, Biotechnology and Life Science enterprises in areas, including (if not all of the following): Hub services/Patient Access, Inside Sales, Medical/Clinical Information, Patient/Consumer and Customer Care.
Demonstrate advanced knowledge of Pharmaceutical and Life Sciences industry with ability to drive consultative conversations.
Experience selling complex solutions sets and/or BPO-related offerings, including digital transformation solutions end-to-end.
Support the development of marketing plans that will appeal to a variety of customers in order to support sales and profit objectives.
Collaborative participation in both product and pipeline development strategy sessions and associated updates.
Willingness to develop a detailed knowledge of all Conduent services, solutions and offerings, especially those directed at the Pharmaceutical, Biotechnology and Life Sciences industry.
Develops a business plan, inclusive of account planning and market strategy with associated pipeline and forecasting performed and updated through Salesforce.com.
A minimum of a Bachelor's degree preferred. Commensurate level of Pharmaceutical & Life Sciences industry experience will be considered.
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