Identifies and qualifies clients by establishing a sales/business relationship to ensure an active and continuous new and expanded business pipeline that exceeds strategic, long term, annual, and quarterly targeted sales projections with Biotech’s, Pharmaceutical & Medical Device Companies ranging from Phase I, II, III & IV.
- Identifies sales opportunities and leads teams requiring more than one ESTERN Medical business function and/or location to sell ESTERN Medical services.
- Leads sales team in developing winning strategies, project plans, client interactions, proposal creation, presentations, and closure of sales opportunities, contracts and change orders.
- Identifies, qualifies, and closes profitable clinical development projects that are within ESTERN Medical current and planned service capabilities.
- Contacts client decision-makers, key management and senior staff to identify, qualify, pursue and close new business opportunities.
- Leads management team, sales and market support and others to plan and implement sales cycle opportunities.
- Conducts continuous market research to determine potential clinical research projects and clients.
- Provides business and administrative leadership to sales teams, including implementation of ESTERN Medical Sales Methodology, throughout the RFP cycle.
- Works with operations management to ensure clear understanding of clients’ needs so client expectations are appropriately managed and consistently exceeded.
- Addresses client issues so a high degree of client satisfaction is maintained.
- Collaborates with operations management to apply ESTERN Medical expertise to meet clients’ needs and opportunities.
- Works with client and ESTERN Medical sales team to ensure that client’s needs are fully articulated by client and clearly understood by sales team.
- Briefs new project team on history of the sale, key contract provisions, deliverables, budget, timelines, and other helpful information such as personalities or politics.
- Conducts periodic meetings involving client and ESTERN Medical senior management to provide a forum to communicate client satisfaction, identify evolving client needs, and discuss opportunities to improve services and speed clinical development through new processes, methods, procedures, and technology.
- Meets at least quarterly with client’s management to monitor progress of current projects, project spending, and client satisfaction; promptly provides feedback to operations management.
- Responds promptly to all client requests.
- Promptly submits budgets and signed contracts to Finance for project cost, time-tracking, and invoicing purposes.
- Provides Finance with client-specific invoicing instructions.
- Ensures ESTERN Medical business processes meet client requirements (e.g., invoicing).
- Notifies client well in advance of all impending change orders and ensures change orders are clearly documented and can be readily understood by the client.
- Promptly advises team of new developments and changing client needs.
- Acts as primary contact to client for non-project requirements and inquiries.
- Provides leadership and information to the proposal team to create a high quality proposal.
- Clarifies client’s RFP and works closely with proposals team to ensure that ESTERN Medical proposal offers superior solution to client’s needs
