Business Title

Sales Account Executive - Clinical

Job Category

Sales/Marketing

Job Description

As a field-based Sales Account Executive – Clinical Research (Phase II – IV), you will play an integral role in ensuring that our clients are able to access the broadest and most comprehensive range of drug development services that the industry can offer. A key member of our Sales function, you will be provided with the opportunity to utilize your commercial awareness and scientific expertise to:

• Maintain and pro-actively develop Xperiment Services' client base in the clinical research field
• Build long-term, sustainable business relationships with a range of key client decision makers, including: R&D directors, scientific specialists, regulatory directors, and outsourcing procurement managers.
• Create both account and national business plans to establish suitable financial targets.
• Collaborate with a variety of internal departments to deliver client-orientated solutions and tailored development programs.
• Develop client awareness of wider services across the drug development continuum.

The skills and educational/experience-related criteria associated with this position are as follows:

• An undergraduate or postgraduate degree (or equivalent level qualification) in a life sciences discipline.
• Verifiable, successful sales experience gained within the clinical stage, CRO (Contract Research Organisation) industry. 
• Fluency in English – the company’s working language. Any other languages are an asset.
• A skilled communicator, adept at performing presentations, negotiating, and influencing key decision makers.
• Strong organizational skills and a high level of attention to detail.
• A professional, client-orientated approach, conducive to the delivery of a high level of service to a varied client base. 
• The flexibility and initiative required to respond effectively to ad hoc client queries and requests.

Education/Qualifications

Typically required:
Scientific background or related experience

Experience

Typically required:

• 1-2 years sales experience in CRO/Pharmaceutical/related business services sales.
  Or operational experience within CRO world / Clinical Research field (Phase II-IV)
• Independent worker
• Ability to build strong working relationships with both internal colleagues and clients
• True team player
• Fluent in English, other languages an asset
• Willingness/flexibility to travel

Business Title

Business Development Specialist

Job Category

Sales / Business Development

Job Description

The purpose of this role is to attract clients for Xperiment Services' established facilities and partners and to meet defined sales targets for each Xperiment Services division. This position interacts with external clients, internal staff in all departments and sites throughout Xperiment Services, and Vendors.

General Responsibilities include:

• Lead client liaison with internal staff and external clients
• Responsible for the overall direction and health of the account
• Responsible for maintaining the customer service relationship with the client
• Promote and sell Xperiment Services services to meet and/or exceed established sales targets
• Create and develop an account plan to maximize the business potential and to work on active deliverables (ie. sales plan for the account).
• Maintain all client relationship documentation in sales tracking database and ensure overall accuracy of the accounts in the system
• Travel to client sites on a regular basis to maintain the customer relationship
• Establish/Continue and build new or current client relationships
• Actively seek new business prospects using various sales and marketing techniques such as cold calls, searching through contact database, etc; conduct client meetings and presentations
• Work closely with the Proposal and Contracts Specialist to ensure timely delivery of proposals and contracts to the client
• Work closely with Senior Director, Business Development on marketing strategies, advertising and growth opportunities
• Effectively manage account relationships and assisting the Project Management team to deliver successful business results
• Attend Business Development retreats, conferences, sales training and other internal meetings as required
• Work with the Quality Assurance group in the development/revision and implementation of Standard Operating Procedures as required
• Ensure compliance with appropriate GCP and ICH guidelines
• Participate in training sessions
• Execute other duties as may be required, as training and experience allow

Education/Qualifications

Typically required:
Completed post-secondary degree or diploma in a healthcare related discipline or equivalent work experience

Experience

Typically required:

• 4 – 6 years solid sales experience in the CRO industry; experience with selling clinical services (Phase I-IV)
• Solid sales track record in CRO, pharmaceutical or biotech industry
• Knowledge of CRO industry and drug development process
• Proven ability to develop and build and maintain effective relationships (internal and external)
• Strong attention to detail and exceptional follow-up skills
• Excellent communication (verbal and written), interpersonal and negotiation skills are essential
• Self starter, energetic with initiative, professionalism
• Conflict and risk management skills
• Strong sense of urgency and commitment
• Solid organizational skills with the capacity to prioritize and multi-task
• Strong customer service orientation with ability to work in a fast paced, growing environment
• Ability to maintain information in confidence and exercise good judgment
• Demonstrated technical competence with MS Word, PowerPoint, Excel, and Outlook

Business Title

Technical Manager, Business Development

Job Category

Sales / Business Development

Job Description

Drive the sales process through scientific collaboration with Field Sales.  Provide scientific and technical support to customers during the sales process and throughout the client relationship.

General Responsibilities include:

• Research and identify potential customers.
• Support the scientific/technical needs of the business through preparing and delivering technical presentations to current and prospective clients, invited speaker presentation, development of technical literature, product/service development, and contribute scientific market intelligence.
• Collaborate with Sales to visit external customers frequently in order to have a full understanding of their needs and expectations and inform them of other service offerings, pricing, capacity, and competitive advantages. 
• Support customers with detailed technical information/data as needed
• Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
• Investigate market opportunities for new or enhanced service offerings.  Recommend economically attractive and/or strategic opportunities to senior management.
• Develop and evaluate service concepts and new or enhanced service offerings incorporating ongoing input from customers, operations, and the professional staff.
• Develop and implement training programs for all services for sales managers.  Support these activities as the technical/scientific resource for the assigned service lines.
• Remain current on industry news and trends, products, services, competitors, relevant information about legacy, existing and emerging technologies/services and on the latest developments.
• Attend trade shows and seminars to promote products and services or to learn about industry developments.

Education/Qualifications

Typically required:
Master's or equivalent in Life Sciences.  PhD highly preferred. 

Experience

Typically required:

• 6-8 years in the BioPharmaceutical industry.