Sales Manager/ Account Executive/ Sales Executive/ Pharmaceutical Sales

Job Summary:

Responsible for the generation of new business, project and customers, including all sales activities, from lead generation through closing of business in an assigned territory. Develops and implements sales strategy to achieve the target goals in ARx’s strategic plan, specifically regarding number of accounts contacted, visited, new opportunities entered, and new projects entered meeting target revenue requirements.

Essential Functions:

Generates new revenue growth for ARx by expanding the number of work plans with new and existing customers. Responsibilities include:

• Develops and executes portion of Strategic Plan in partnership with Director of Marketing and Business Development for assigned territory assuring new revenue growth.
• Provide market feedback to Director of Marketing and Business Development for the development of new drug delivery technologies.
• Sells consultatively and makes recommendations to prospects and customers of the various solutions ARx can offer to solve their business issues.
• Applies and shares a comprehensive understanding of and expertise in ARx drug delivery systems and drug product development and manufacturing services, as well as customer needs in pharmaceutical development.
• Conducts self and executes all responsibilities in a professional and effective manner consistent with Company Guiding Principles.
• Meet or exceed financial sales goals.
• Develops a database (Sugar) of qualified leads through referrals, telephone canvassing, trade show prospecting, direct mail, email, and networking, documented in Customer Relationship Management database.
• Coordinates initial meeting with prospective customers, which may include travel. Lead meeting strategy with delivery of company presentation and capabilities.
• Performs initial project due diligence analysis with a key understanding of market and customer unmet needs and ARx’s value proposition. Provides project forecast and financial to management.
• Identifies and evaluates potential opportunities with prospect, determining if project and prospect is a strategic fit with ARx’s business objective.
• Generating scope of work, budget and key contractual terms according to ARx’s business model for internal review by functional Directors utilizing due diligence work. Assist Director of Marketing and Business Development in final negotiations to secure desired business opportunities.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, forecast, opportunity info, closed sales, and follow-up activities within their assigned territory, including the use of Sugar to maintain accurate records to maximize territory potential.
• Effectively prospects new contacts at multiple levels in multiple functions including formulation development, clinical development, and lifecycle management at top global pharmaceutical companies and specialty pharmaceutical companies in order to generate new work plans.

Additional Responsibilities:

• Applies company policies, ensures good housekeeping, and enforces safety regulations.
• Follows all cGMP requirements and procedures specified for the position.
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
• Contributes to the annual strategic planning process as requested.
• Works with other functional units to ensure identification of and compliance with best practices across sales and business functions.
• Performs other duties and responsibilities as assigned.
• Demonstrates ability to interact and cooperate with all company associates.
• Maintains contact with all customers in the market area to ensure high levels of customer satisfaction.

Job Specifications:

• Proven track record of entering and closing new project opportunities, generating new sales revenue and ability to attain sales goals.
• Basic knowledge in negotiating confidentiality, master services, or developmental/supply agreements.
• > 5 years of consultative selling or customer facing pharmaceutical project management, engineering or R&D experience.
• Willingness to travel and work with a global team of professionals.
• Seek to have a positive impact on the business with a strong drive for results.
• Functioning capability with standard office software (word processing, spreadsheet, etc.).
• Ability to maintain confidentiality of customer, company, and products.
• Excellent project management and organizational skills.
• Strong listening, written and oral communication skills and presentation skills.
• BA/BS degree required.
• Ability to work cross functionally and influence without authority.
• Strong understanding of customer and market dynamics and requirements.
• Ability to think strategically and work in a team environment.

Physical Demands:

Ability to travel 50 %+ of the time.

Location:

Flexible in the Mid-Atlantic area, close to a major airport.