New Business Development Senior Director, EMEAI
Evaluate Group, United Kingdom
Job Description
#LI-hybrid
Norstella is a group of prominent pharmaceutical solutions providers Evaluate, MMIT, Panalgo, The Dedham Group, Citeline that help clients navigate complexities at each step of the drug development life cycle, from pipeline to patient. For more information, please visit Norstella.com.
Evaluate is a global company providing outstanding market intelligence services for the Pharmaceutical, Medical Device, Financial and Consulting sectors, through the Evaluate Pharma, Evaluate Medtech, Evaluate Omnium and Evaluate Vantage online brands. Our international clients in Pharma and Biotech, Medtech, Banking and Consultancy regard Evaluate Pharma as the industry’s gold standard for timely and accurate analysis of reported drug sales, consensus sales forecasts, Ramp;D pipeline, markets and comprehensive company financials.
SCOPE OF THE ROLE
In this role as New Business Development, Senior Director, you will be strategically focused on hunting for sales growth from pharmaceutical manufacturers, their suppliers, and advisors. This position will focus on New Business Development (NBD) execution, individually winning new logos from an assigned European territory. You will apply the Evaluate sales methodology to achieve sales quotas and the company’s commercial objectives.
Reporting to the SVP of Sales, this an excellent opportunity if you are highly motivated to deliver outstanding sales performance within a high-growth SaaS business.
We are looking for a sales hunter, a self-starter with excellent business acumen and a growth-mindset. This role is ideal if you are achievement-oriented and believe in driving individual performance to exceed pipeline growth and sales goals. You will be consultative seller, driven to succeed, and love working at pace as part of a diverse global team.
In this role as New Business Development Senior Director, you will:
- Achieve or exceed sales goals within your territory, wining new client logos to achieve the agreed quarterly and annual sales target for EMEA;
- Manage the entire sales pipeline from prospecting to closing the sale, managing to a weekly/ monthly opportunity progression cadence;
- Develop outstanding professional relationships to maximise lifetime value of each account;
- Hunt for new logos to sell syndicated product and/or Services sales for Evaluate and referrals;
- Devise and execute territory and account development plans to assure quota achievement;
- Use a range of communication, sales and negotiation frameworks to grow sales to assigned clients;
- Share feedback from client interactions and strive to deliver more value to Evaluate Customers;
- Follow-up all SQLs to establish additional opportunities within assigned accounts and record activities in Salesforce.
HOW YOU’LL SUCCEED
- Your success will be measured by achievement of assigned sales quota/s, including Subscription and Consulting amp; Analytics sales within your assigned territory;
- You will collaborate with your Sales Leaders, Marketing and Customer Success teammates to devise and pursue Account Development strategies;
- You will generate sales growth through traditional and professionally creative methods;
- You will provide accurate and up-to-date sales pipeline reports and sales forecasts on a weekly basis;
- You will enjoy what you are doing and have fun!
Requirements
WHAT IT TAKES
Essential requirements:
- You must possess an outstanding track record of quota achievement, hunting and closing business with large and SME B2B clients;
- You have proven experience selling to biopharma and/or life sciences consulting clients;
- You understand the pharma life cycle;
- You have experience selling business data/intelligence or SaaS solutions that drive ACV growth;
- You understand how analysis and information supports strategic decision making;
- You have proven ability to plan, prepare, execute, and review professional meetings to achieve commercial objectives and win/win outcomes with clients;
- You have an ability to establish rapport quickly with a demanding and expert client base;
- You are personable and credible, with high ethical standards;
- You are able to quickly assimilate new information, recall it, and apply to new situations;
- You are able to prioritise, operate independently and as part of a team, in a fast-paced and dynamic business environment;
- You have experience in utilising Microsoft Office applications and CRM systems (Salesforce);
- You have grit and resilience with a can-do attitude!
Nice to have:
- Life-science focused degree or higher;
- Mill