[Hiring] Client Executive @Advarra

Role Description

The Client Executive will be responsible for managing and growing our client relationships, driving revenue growth, ensuring client satisfaction and business/strategic planning. The ideal candidate will have a strong background in sales and account management in the eClinical industry, with a proven track record of success.

Job Duties & Responsibilities

• Sales & Management of Client Relationships and External Opportunities
  • Prospect for new business through traditional sales activities such as email outreach, cold calling, conference attendance, etc.
  • Develop and begin implementing new business strategies focusing on priorities to “close” new business.
  • Further existing strategies and develop new strategies to increase revenue and profitability from existing customers.
  • Penetrate high revenue pharmaceutical, biotechnology and medical device/MedTech companies resulting in increased revenue for Advarra.
  • Provide the vision and necessary hands-on leadership to take advantage of the company’s growth opportunities.
  • Represent relevant Advarra services offerings across services and product/technology and partner with other Advarra business units to ensure penetration of Advarra’s services and products into our customers.
  • Utilize Salesforce to manage accounts, opportunities, contacts and all corresponding activities.
• Assessment of Customers
  • Conduct market intelligence through research tools (e.g., Zymewire, Citeline, etc.) and networks of internal and external contacts to identify and create opportunities for growth.
  • Segment and prioritize clients within a defined territory based on revenue potential to Advarra.
  • Work directly with service delivery teams to understand product service gaps and then drive solutions through business development activities, driving towards completing the appropriate transaction.
• Business / Strategic Planning
  • Develop an annual business plan and assist management in developing the annual individual and team goals.
  • Evaluate territory performance quarterly and hold frequent strategic discussions with cross-functional teams.
  • Other duties will include working with key internal parties to identify promising segments or technologies, and evaluating strategic fit and potential for operational synergy.
• Budget Responsibilities
  • Planning travel that allows for maximized customer interaction/resources spent.
  • Provide timely expense reports.
• Other
  • Position requires travel 40 - 60% of the time.

Qualifications

• BS in Business, Marketing, or Life Science (MBA preferred) or equivalent combination of education and experience.
• 7+ years’ experience within a sales or account management function within the eClinical industry.

Preferred Qualifications

• Ability to develop and execute a territory and key account sales plan.
• Effective interpersonal selling skills.
• Strong business acumen.
• Strong verbal and written communication skills.
• Proficient in using CRM systems (preferably Salesforce.com).
• Selling to established customers and in identifying and selling to new customers.
• Possess a solid understanding of the clinical research industry, preferably in study participant protection, or a background that would lead to an easy understanding of human research protection.
• Effectively identifying customer needs.
• Effective at working remotely.

Physical and Mental Requirements

• Sit or stand for extended periods of time at stationary workstation.
• Regularly carry, raise, and lower objects of up to 10 Lbs.
• Learn and comprehend basic instructions.
• Focus and attention to tasks and responsibilities.
• Verbal communication; listening and understanding, responding, and speaking.

Compensation

The base salary range for this role is $95,000 - $175,000. Note that salary may vary based on location, skills, and experience and may vary from the amounts listed above. This position may also be eligible for a variable bonus in addition to base salary as well as health coverage, paid holidays, and other benefits.