Director Enterprise sales, Pharmaceutical Accounts
Gerson Lehrman Group
- Barcelona
- Permanente
- Tiempo completo
- Managing a 3M book of business within big pharma across all GLG offerings;
- Growing business relationships with the existing big pharma client base by establishing and expanding relationships with new and existing client firms.
- Ensuring the execution of all existing projects within the Big Pharma book.
- Prospect into large Pharma companies while running an efficient sales process
- Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
- Perform account planning for assigned accounts, coordinating with Research, Client Solutions and other resources to ensure strategic alignment
- Develop a deep understanding of customer's business
- Negotiate contracts and MSAs with clients and internal legal team, to ensure that both parties are satisfied with the terms of the agreement
- Negotiate favourable pricing and business terms with senior level executives at large enterprises by selling business value and ROI
- Coordinate with other teams, including Client Services teams, to ensure that clients receive high quality service
- Demonstrate resourcefulness when faced with challenges
- Have an intuitive sense of necessary steps to close business and gain customer validation
- Identify robust set of business drivers behind all opportunities
- Ensure pipeline is accurate and forecasting consistent
- Someone with 8+ years closing experience (mix of field selling within mid-market and enterprise)
- Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $100k+
- Able to demonstrate methodology to prospect and build pipeline on your own
- Experienced in working in an agency providing services to Pharma or MedDev industry
- Experienced in selling into large Pharma organisations with the ability to win new logos
- Able to travel via auto, train or air up to 25% of the time