Stiftelsen Norstella - Boston, MA

posted 2 months ago

Full-time - Mid Level
Remote - Boston, MA
Professional, Scientific, and Technical Services

About the position

As an Account Executive for Strategic Solutions at Citeline, you will play a pivotal role in managing and expanding relationships with Biopharma clients. Your primary responsibility will be to grow and maintain an existing client base through the renewal and expansion of long-term partnerships. You will serve as a trusted advisor to key leaders within these organizations, identifying how Citeline's solutions can support their business priorities. This role requires a deep understanding of each client's business, including their organizational structure, performance metrics, business strategy, and key leadership dynamics. You will be accountable for achieving and exceeding quarterly and annual sales targets set by the business. This involves executing a comprehensive account and territory plan aimed at driving high retention rates, renewal uplift, and new bookings within relevant whitespace. Proactively identifying and capturing opportunities, as well as addressing risks at both strategic and tactical levels, will be essential to your success. You will need to demonstrate a thorough knowledge of your client base to align Citeline's product offerings with their specific needs. Collaboration is key in this role; you will work closely with internal support teams, including Sales Development Representatives (SDRs), Client Success, Solution Consulting, and Consulting & Analytics, to ensure the success of your initiatives. Additionally, you will partner with Citeline's Product Management and Client Success teams to relay feedback from client interactions, striving for continuous improvement in Citeline's offerings to Biopharma companies. Utilizing Salesforce (SFDC) to document all sales activities and provide accurate sales pipeline reports and forecasts will also be part of your responsibilities.

Responsibilities

  • Achieve and exceed quarterly and annual sales targets as set by the business.
  • Understand every facet of a client's business including organizational structure, performance, business strategy, and key leadership.
  • Execute a comprehensive account and territory plan to drive high retention rates, renewal uplift, and new bookings.
  • Proactively identify and capture opportunities or address risks at strategic and tactical levels.
  • Align product offerings and packages with client needs based on deep knowledge of the client base.
  • Collaborate with internal support teams to drive success in planning and execution.
  • Partner with Product Management and Client Success teams to share client feedback and improve offerings.
  • Utilize SFDC to document all sales activities and provide accurate sales pipeline reports and forecasts.

Requirements

  • At least 5+ years of experience in similar roles preferred.
  • Proven track record of expanding business with clients by engaging key stakeholders.
  • Ability to approach interactions from a strategic perspective and create account plans.
  • Experience leading contract negotiations in rapidly changing environments.
  • Deep knowledge of the pharmaceutical industry and ability to communicate its strategic value.
  • Proven consultative sales skills, including competitive market research and lead generation.
  • Experience working in a collaborative environment and partnering with clients and prospects.
  • Strong presentation, communication, negotiation, and objection handling skills.

Nice-to-haves

  • Experience in the healthcare or life sciences sectors.
  • Familiarity with Salesforce or similar CRM tools.
  • Ability to work independently and manage time effectively.

Benefits

  • Medical and Prescription Drug Benefits
  • Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
  • Dental & Vision Benefits
  • Basic Life and AD&D Benefits
  • 401k Retirement Plan with Company Match
  • Company Paid Short & Long-Term Disability
  • Paid Parental Leave
  • Education Reimbursement
  • Paid Time Off & Company Holidays
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