Client Executive
POSITION
Reports To: VP, Sales
Internal Title: Client Executive
FLSA Status: Exempt
ROLE
SUMMARY
The Client Executive is responsible for the sale and growth of Astrix Technology Group's Clinical and Regulatory Consulting services to a portfolio of clients they secure or provided by the company. Target industries include organizations across a wide variety of industry verticals including Pharma, Life Sciences, Oil & Gas and Chemical, Food and Beverage.
The Client Executive is both a "tip of the spear" and client relationship leader charged with identifying, and penetrating new Clients while increasing sales to existing clients.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Duties include but are not limited to the following:
Primary Responsibilities
Prospect, hunt and win new Clients proactively.
Depending on time required by existing Client s, invest a minimum of 80 % of their time in new business development.
Demonstrate business development outreach through outbound call and email activity.
Effectively communicate Astrix Technology Group's value proposition to new and existing customers.
Increase sales to existing Clients.
Accurately forecast sales pipeline on a quarterly basis.
Negotiate and close sales.
Manage & forecast sales pipeline.
Demonstrate effective use of Company sales tools.
Maintain complete and current data in Salesforce.
Additional Responsibilities
Initiate contact with potential and current customers to generate and qualify leads.
Promote the company's products and services and identify sales opportunities.
Meet with new and existing clients on a regular basis to convey Astrix value proposition.
Prepare business plans, including an opportunity map, for large Clients.
Understand the general strengths and vulnerabilities of major competitors and develop sales strategies to respond effectively.
Ensure that the Client plans and sales activities align with Astrix business goals.
Serve as Client advocate and ensure conflicts with customers are satisfactorily resolved.
Build relationships at multiple levels of Client and across all Client constituents.
Ensure that management understands Client business requirements and stays informed of significant developments within Client (s).
Ensure Client satisfaction by getting Client feedback post-project.
Involve Astrix management at critical times during pivotal opportunities.
Maintain and update a list of prospects within Salesforce.
Prospect across the client's base to ensure the development of additional opportunities.
Establish initial contact at an executive level with potential customers and build alignment with the right people in the organization.
Qualify potential opportunities early in the sales cycle and manage the pipeline effectively to meet revenue expectation.
Provide realistic sales forecasts to management and communicate any significant changes or developments.
Participate in meetings to share best practice, review performance against targets, and conduct informal training.
Develop sufficient technical and business knowledge to present a compelling Astrix value proposition to prospects and customers.
Collaborate with other groups within Astrix as needed to implement strategies to address business opportunities and overcome obstacles.
Work with sales executives from other business units to identify cross-selling opportunities.
Manage the contract review process and negotiation.
Define client situations, frame opportunities, and drive the development of proposals and SOWs helping to differentiate Astrix with client specific considerations.
Performs other duties as required or assigned which are reasonably within the scope of the duties of this job classification.
SUPERVISORY RESPONSIBILITIES
This position has no supervisory responsibility.
QUALIFICATIONS
EDUCATION and EXPERIENCE
Bachelor's Degree or equivalent work experience.
Ideally 2 years life sciences experience in consulting services environment.
Minimum of five years of selling business consulting and systems implementation services in the Life Sciences Clinical and Regulatory space.
Working knowledge of Clinical & Regulatory systems such as Clinical Trial Management System (CTMS), electronic Trial Master Files (eTMF), and Regulatory Information Management (RIM)
Must have a successful history of performing client prospecting and selling activities.
Experience is a collaborative team-selling environment with the ability to actively partner with internal resources to prioritize and penetrate key clients and quickly build relationships with key stakeholders.
Experience serving as Client advocate to resolve any client issues.
Proven experience in developing and executing a successful client portfolio strategy.
Proven experience driving large client business development.
REQUIRED KNOWLEDGE, SKILLS, ABILITIES
Excellent written and verbal communication skills.
Excellent client relationship development skills.
Ability to work independently or with a team.
Excellent interpersonal skills, ability to take initiative, highly organized.
Proven recent history of success in new significant client development, selling to senior IT and line of business executives, managers, and influencers.
Enterprise level or strategic SOW/Project-based IT or business solutions
Excellent understanding of technology client buying personas.
Excellent oral and written presentation skills with the ability to develop and conduct effective presentations.
WORKING CONDITIONS
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the associate is regularly required to sit; use hands to finger, handle or feel. The associate is occasionally required to stand; walk; talk or hear; climb or balance; stoop, kneel, crouch or crawl; reach with hands and arms. The associate must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
WORK ENVIRONMENT
This role is largely expected to work from home.
Travel not to exceed 20%
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
