National Account Director, Biopharmaceutical Industry

DNAnexus•Boston, MA

21d•$280,000 - $300,000

About The Position

The National Account Director (NAD) for the biopharmaceutical industry is a field-based, individual contributor role. The role will be responsible for sales activity related to the successful outreach, development, and closure of DNAnexus platform solutions, which form part of the technology stack supporting research, development and other activities involving genomic and phenotypic/clinical data. The Account Director is assigned a territory of named accounts, and their focus will be on generating new business while growing and serving existing customers. Experience in strategic selling across the biopharmaceutical life cycle including positioning solutions to technical and business stakeholders is a mandatory requirement. A working understanding of R&D processes, translational and/or clinical trials, medical affairs and commercial functions, are a prerequisite for success.

Requirements

10+ years of demonstrated strategic sales experience with life sciences companies in the pharmaceutical and biotech industries
Substantial network of established senior buyer contacts, both in the IT department and functional group leadership
Relevant precision medicine, informatics, enterprise platform (e.g. secure data management, research collaboration and workflow) sales experience in healthcare and life sciences
Working knowledge of medical research and clinical functions in general, and the analysis and use of omics data (e.g. biomarker discovery, clinical trial protocol and design, patient stratification, etc.)
Proven ability to negotiate contract terms and close complex sales
Aptitude for understanding and communicating regulatory, technical and scientific concepts, applications and methods.
Self-starter with a sense of urgency with regard to the handling and management of multiple sales tasks in a results oriented, technical selling environment
Meet and exceed assigned sales objectives & goals related to activity and opportunity development
Self-motivated with the ability to work both collaboratively and independently while under guidance from management
Excellent listening, written, and oral communication skills for all business levels
Accurate, timely, and complete data collection, entry and reporting skills
Working knowledge and use of Salesforce.com, Google Workspace or Microsoft Office software suite
Ability to work in teams and be a team player that is driven by individual performance and contribution
Ability to travel domestically, to both clients, and conferences as the job requires
MBA or related scientific masters-level degree.

Nice To Haves

Plus if the candidate has an advanced degree in genetics, data science, molecular biology, or similar area of study, including lab experience in genetics or other ‘omics
PhD or MD’s with enterprise sales skills are highly desirable and will be prioritized.

Responsibilities

Work collaboratively with DNAnexus’ solution science, channels, and marketing organizations to build, and execute, a successful business plan for the assigned territory
Actively engage assigned biopharmaceutical industry accounts and meet with key stakeholders to generate sufficient pipeline of new opportunities
Maintain and grow the forecast projections for existing business
Identify and close new business opportunities in a timely manner
As the National Account Director, you will ensure that all of DNAnexus’ touch points and activities are meeting customer expectations
Closely manage software trials and pilots through the establishment of mutually agreed upon success criteria that will result in a contract when successful
Contact via web-conference, telephone, email and in-person current and prospective customers on a consistent and systematic basis to develop and bring to closure software license orders (net new and renewal business)
Engage and support solution partners at the account level
Coordinate attendance of current and prospective customers to DNAnexus events and trade shows to drive knowledge, adoption and usage of the platform
Develop and maintain a 3x pipeline to quota of well qualified opportunities to meet and exceed all assigned revenue objectives and performance requirements on a quarterly and annual basis
Travel when necessary to develop and bring to closure business with new and existing customers
Demonstrate command of the DNAnexus product portfolio in-person, phone, or via web-conference