SRI’s Biosciences Division is seeking a Sales Specialist with a successful record of identifying and closing new business opportunities for Early Phase Clinical Trial Services. SRI Biosciences has opened a new purpose-built Phase I Clinic in the Southeast Michigan Life Sciences Corridor which will provide innovative drug development services for pharmaceutical and biotechnology companies to support R&D programs entering Phase I human clinical trials. Working with senior management, the ideal candidate will develop and execute the Division’s strategic and tactical objectives to attain and exceed revenue and sales goals for the Phase I Clinic, engage in proactive sales and marketing activities to promote SRI services, foster long-term business relationships, and enhance SRI’s reputation as a leader in research-based innovative drug discovery and development services.
Responsibilities:
- Develop strategy and territorial business plan in order to consistently meet or exceed sales and revenue targets. Identify key target accounts and sales opportunities that best fit the ideal customer profile for Early Clinical Development Services at SRI. Develop and maintain a sales dashboard to monitor key success metrics (leads, opportunities, proposals, win rate) for all phases of the sales pipeline. Provide accurate forecasting of sales and revenue performance and achievement of financial goals.
- Execute sales strategy and tactics as the primary sales lead to consistently meet or exceed sales and revenue targets for current and new target accounts in Early Phase Clinical Trial Services sector. Focus on successful management of all aspects of the sales cycle (lead generation, lead qualification, opportunity development, closing the sale, and strategic customer development).
- Lead market evaluation of new early phase clinical service opportunities by identifying customer requirements; competitive landscape (competitor's share and competitor's strengths and weaknesses); and service features and positioning. Make recommendations based on areas of opportunity and market conditions and establish an approach to target and increase market share.
- Lead the development of necessary sales and business development tools and resources to further penetrate the market by partnering with marketing, technical, business, contracts, and other corporate colleagues.
Requirements:
- Bachelors or advanced degree in a relevant science (biology, chemistry, medical sciences, etc.) desirable, plus a minimum of 7 years of sales experience in contract research organization with a good understanding of SRI’s biosciences market. (Prior experience selling early phase clinical services is highly desirable.)
- In-depth knowledge of the drug development process, and/or regulatory-driven clinical translation services is important, as are recent broad, deep, and high-level industry contacts and relationships.
- Demonstrated track record in developing and executing strategic plans that result in increased sales.
- Strong self-motivational, and interpersonal skills; strong team player with many personal sales successes.
- Ability to develop strategic relationships; must possess excellent negotiating, contracting, and strategic selling skills.
- Ability to identify problems and work collaboratively and cross-departmentally to find solutions.
- Advanced content creation skills and oral presentation delivery strengths required for compelling pitches to potential clients and partners. This includes, for example, the creation of new compelling, high quality slide presentations and sales and marketing materials based on general information provided by technical staff.
- Experienced in MS Office applications including a high degree of efficiency with Word, Excel, and PowerPoint. Salesforce.com expertise would be an asset.
- Michigan-based position covering accounts nationally.
- Expected travel to be up to 50% of time.
- Valid driver’s license.
About SRI Biosciences:
SRI Biosciences carries out basic research, drug discovery, and drug development. SRI has all of the resources necessary to take R&D from initial discoveries to clinical trials. SRI's product pipeline has yielded marketed drugs, therapeutics currently in human testing, and additional programs at earlier stages. SRI Biosciences offers a wide range of contract research organization (CRO) services, helping government and industry clients and partners advance drugs and other biomedical products toward commercialization. SRI is also working to create the next generation of technologies in areas such as diagnostics, drug delivery, medical devices, and systems biology.
About SRI International:
Innovations from SRI International have created new industries, billions of dollars of marketplace value, and lasting benefits to society—touching our lives every day. SRI, a nonprofit research and development institute based in Silicon Valley, brings its innovations to the marketplace through technology licensing, new products, and spin-off ventures. Government and business clients come to SRI for pioneering R&D and solutions in computing and communications, chemistry and materials, education, energy, health and pharmaceuticals, national defense, robotics, sensing, and more.
How to apply:
Apply via our web page www.sri.com/careers to job ID 530BR.
SRI is an equal opportunity employer.
www.sri.com
