Sr Account Manager, CMO Business Development

Employer
Emergent BioSolutions
Location
Baltimore, MD
Posted
Jan 14, 2019
Closes
Jan 17, 2019
Function
Analyst, Business, Sales
Industry
Other
Hours
Full Time
JOB TITLE. DEPARTMENT. SALES:. TERRITORY MANAGEMENT: Those who join Emergent BioSolutions feel a sense of ownership about their future. You will excel in an environment characterized by respect, innovation and growth opportunities. Here, you will join passionate professionals who advance their scientific, technical and professional skills to develop products designed-to protect life.. Sr. Account Manager, New Business Development. BioDefense Division. Director, New Business Development. POSITION SUMMARY. Direct sales of Emergent's contract manufacturing services to the pharma/biotech sector. Distinguished by specialized knowledge and works on complex issues that requires judgment in selecting methods and evaluation for obtaining results. Networks with key contacts outside own area of expertise. Responsible for developing new accounts and/or expanding existing accounts. Assigned to large, complex, high visibility, strategic or tactically important accounts and/or prospects. Viewed as an expert and may have a leadership role.. QUALIFICATIONS. Bachelor's degree minimum. Science and education background preferred.. Minimun 5-8 years relaed experience in outside sales, preferably in the pharmaceutical industry. Physical Demands. Substantial travel, walking, lifting, carrying and assembling of materials. Standing required when making presentations. ESSENTIAL FUNCTIONS. Direct sales of Emergent's contract manufacturing service offerings to the pharma/biotech sector.. Achieve assigned annual sales goals and meet quarterly sales metrics requirements, as outlined within the fiscal year objectives.. Proficient demonstration of Emergent's CMO service offerings, including Bulk Drug Substance and Finished Drug Product services. Communicate key benefits of Emegent's integrated (or standalone) services to prospective customers.. Proficient demonstration of selling skills (Cold calling, lead generation, capabilities presentations, use of sales materials/ fact sheets/literature, communicate features/advantages/ benefits, ask productive questions, overcome objections and effectively negotiate) to convince prospective customers to utilize Emergent's services. (Resulting in deal closure/signed contracts). Conduct pre and post-call analysis and record essential information. Listen actively and respond appropriately to customer.. Establish and maintain customer relationships, continue to develop additional business with current customers and continue territory/account development for new business to meet assigned sales goals.. Computer literate with knowledge of current CRM system (GoldMine) and office applications.. Detail oriented, good follow-up, self starter, motivated and highly organized with excellent record-keeping skills.. Plan and demonstrate efficient/productive activities within the territory assigned (daily, weekly and monthly) based on client/prospect relationships and contacts (including, but not limited to EBSI database).. Meet sales objectives.. Establish and follow an efficient territory business plan that will minimize travel and maximize time spent with prospects and current contacts that allows opportunity to develop new business. Territory business plan shall included target/prospect list, comprised of existing contacts and market research.. Maintain up-to-date account and contact records.. Submit required reports and correspondence on a timely basis as requested by management.. Manage and report expenses in an appropriate, timely manner (lodging, meals, entertainment, etc.). Work with appropriate departments within the company to meet company objectives.. Report competitive activities and information to supervisor on a routine basis.. Meet established new business development metrics (Meetings, CDAs, RFPs, Site Visits, etc.). Routinely order literature and promotional material and keep in an organized manner.. Represent Emergent at regional and national professional conferences. Participate in sales meetings. Follow company policies and procedures.. Education Requirements:. Bachelor's degree minimum. Science and education background preferred.. Experience Requirements:. Minimum of five to eight years in outside sales, preferable in the pharmaceutical/biotech industry,. with a proven track record of achievement and results.. Working Conditions:. Physical Demands: Field time is from 8 am to 5 pm and administrative requirements requires a good. deal of telephone and computer usage as well as use of other office machines requiring walking, lifting,. carrying and assembling of materials. Travel requirements: Driving or flying to accounts and working in REPORTING TO SELLING SKILLS:

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