SUMMARY

The Strategic Account Executive generates revenue by selling the Company’s clinical trial service lines to strategic accounts in the following market segments:  Pharmaceutical, Biotech, Clinical Research Organizations (“CRO”) and Medical Educational/Teaching institutes.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Secure business opportunities with strategic customers and prospects in the market segments noted in the above summary.  Strategic accounts are defined as potential customers that have a robust pipeline and the ability to generate revenue in excess of $5M per year.  They have multiple buyers, require regularly scheduled QBRs, client specific metrics.  The Strategic Account Executive will identify strategic initiatives that will enable revenue growth.
• Sell services and identify initiatives that are in alignment with business strategies, individual sales goals and within assigned revenue budget.
• Strategic thinking and ability to identify growth areas within industry to continually gain more wallet share
• Identify new business opportunities within assigned accounts and develop new business.
• Successfully execute the sales process (project discussions, presentations, RFPs, quotes, and closing) to generate revenue.
• Visit and call on buyers within the designated accounts.
• Utilize time management skills to succinctly arrange travel plans and itineraries for customer interactions and opportunities.
• Develop specific account plans that will assess customer needs, identify competitor capabilities and position Sharp Clinical to increase revenue within the account.
• Inform buyers within the account of new services, technologies, and capabilities offered.
• Manage and negotiate Confidentiality Agreements (CDAs), Quotes/Proposals, and Technology Agreements.
• Follow up on quotes and proposals to assure customer understanding and satisfaction, as well as, address and respond to questions pertaining to scope of work, costs and delivery and quality of services.
• Communicate proactively on project status or issues that may impact on time delivery of services with the collaboration of Project Management, Operations and Quality.
• Serve as host for customers visiting and/or auditing the Company’s facilities.
• Capture and report sales activities and update management on overall progress of the account utilizing CRM (Salesforce.com).
• Attend trade shows, industry meetings, seminars and networking sessions by representing the company in a professional manner.
• Maintain and further develop relationships with assigned accounts and look for strategies to continue to develop those relationships.
• Manage sales process: call reports, client visits, expense reports, etc.
• Use interpersonal skills to collaborate with internal departments (Project Management, Operations, QA, etc.) to develop efficient timelines and processes for managing project work flow, execution and delivery within regulatory compliance requirements.
• Maintains professional demeanor amidst changing priorities and situations.
• Participate in and contribute to sales departmental and company activities and meetings.
• Protect and maintain confidentiality of Company and client information.
• Other duties as assigned.