Director of Business Development & Sales, Pharmaceutical Market_Ref#153-01

PEARSON PARTNERS INTERNATIONAL, INC.

POSITION SPECIFICATION

 

Director of Business Development & Sales, Pharmaceutical Market
Premier Chemical Reference Standards Producer

 

 

The Company

Our client has been the leader in providing analytical reference materials to the forensic testing market for 20+ years. The Company also sells products and services to the environmental testing market and the pharmaceutical market. 

 

The company is poised for significant growth from sales of products and services to the pharmaceutical market and seeks applicants for Director of Business Development & Sales, Pharmaceutical/Natural Health Products to promote sales of pharmaceutical reference standards and custom products and services into the pharmaceutical industry. 

 

 

The Position

Location

Austin, Texas (required)

 

Reporting Relationships

The Director of Business Development & Sales, Pharmaceutical Market, will report directly to the VP, Sales & Marketing. This person will have one direct report, an Account Manager, with expectations of adding additional account managers as growth permits.

 

Responsibilities

This position serves as a primary liaison between the Company and its customer base.  The successful candidate will be responsible for the business development for and sales to this industry.  This person will also be responsible for conducting sales activities including prospecting, recruiting new customers, qualifying leads, providing quotes, doing all follow-up necessary to close sales, attending tradeshows, and conducting on-site client visits and presentations as necessary.  Other responsibilities will include preparing sales plans, meeting annual sales goals, and maintaining a sales budget.  This individual will also be responsible for gathering market and competitive intelligence through informal customer surveys and discussions to assist with new product plans, marketing plans and programs, promotional activities, and development/modification of sales strategies.

 

Responsibilities include:

?  Developing and executing sales and marketing strategies to achieve revenue goals

?  Setting budgets

?  Recruiting and training sales staff

?  Supervising, motivating and monitoring the performance of the team

?  Communicating with other line managers and reporting back to the VP, Sales & Marketing

?  Defining the go-to-market strategy, understanding the reference standard needs of the designated industry and the product positioning for that industry, key benefits, and target customer

?  Regularly conducting market research, gathering industry expert opinions and quantitative market data in order to provide in-depth market and industry analysis and positioning

?  Maintaining detailed knowledge of the company's products and keeping abreast with competitive landscape

?  Identifying competitive offerings in the market, reviewing their niche, approach and success in the market and assessing their strengths and weaknesses.  Preparing and updating differentiation and analysis studies, positioning and communications

?  Working with the team to develop innovative marketing programs and show event campaigns

?  Communicating with customers, which includes selling and providing presentations to clients

?  Maintaining loyalty from existing customers through visits and tradeshows

?  Calling on potential customers to demonstrate products and attempt to win new markets

?  Contacting clients to negotiate terms of agreements and using persuasion skills to conclude the sale

?  Advising on new product developments and discussing special promotions

?  Monitoring overall return on investment and success of products within the markets designated to ensure that products are relevant and drive business to achieve corporate objectives

?  Determining market price and market opportunity for existing and new products

?  Specifying market requirements for current and future products by conducting market research within the industry and cross referencing those needs with other industries utilizing the same products

?  Playing a proactive role in product planning and design to ensure the product is differentiated from that of competitors

 

Travel

Required; approximately 25-30%

 

 

The Candidate

Education and Experience
The successful candidate will have a Bachelor's degree with a minimum of 5 years of relevant technical sales experience selling a similar product line to a similar prospect base - i.e. selling products (preferred) or services to pharmaceutical companies. Personal Characteristics

?  Strong leadership skills

?  Excellent communication skills, both face-to-face and telephone

?  Self-driven and results-oriented

?  Mature, credible and comfortable in dealing with senior big-company executives

?  Well-organized and great at multi-tasking

?  A good listener to understand client needs and identify our abilities to meet those needs

?  Well presented and businesslike

?  Proven track record of local sales management success including business development

 

Profile

Experience in sales management and technical sales and ability to manage smaller value, short-turn sales as well as long term strategic sales simultaneously is required.  A professional appearance, excellent communication and interpersonal skills, organization skills and expense management are also required. 

 

Eligible candidates will have prior experience selling materials, supplies or services into the analytical testing laboratories of pharmaceutical companies.

 



 For More Information, Contact:

Pearson Partners International, Inc.

8080 N. Central Expressway, Suite 1200

Dallas, Texas 75206

214-292-4140 ? Fax

response@pearsonpartnersintl.com

 

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