Job Specifications
Senior Sales Executive – Europe
Location: Stone, Staffordshire Hybrid working, 2 days a week in our Stone Office)
Status: Permanent
Package: Competitive Salary, Flexible Working (with one-off allowance and 2 Days in the office), Development & Opportunity (Personal & Technical), Private Medical (Optical & Dental options), Matching Contributory Pension, 25 Days Leave + Public Holidays + Buy and Sell Scheme, Life Insurance, Referral Scheme, Employee Assistance Program, Benefits Hub.
Who’s Instem?
Well, we’re a global provider of bespoke industry-leading software solutions and services, which facilitate the pre-clinical, and clinical phases of the drug discovery process. We have over fifteen products in our portfolio, used by over 700 pharmaceutical clients (including all the top 25!)
What’s the culture/environment like? For a global business of over 400 staff, we very much have a family feel. You’ll be part of a friendly, communal, solution based, flexible environment, where you’ll feel empowered, valued and accountable. We’ll invest in you as a person and encourage you to take part in companywide workshops for wellbeing, mental health, critical conversations, and strengths.
Why are we hiring a Senior Sales Executive?
This position is a brand new position and we are hiring the role to build upon an already fantastic sales team. This role reports to the VP Sales and Strategic Partnerships, the Senior Sales Executive will be responsible for all opportunities and strategic accounts assigned to them. They will maintain the relationship with existing customers and build new relationships with new accounts. They will react to- and identify- net-new business opportunities for new solutions in the regional groups’ portfolio and in their named strategic accounts. They will also partner with and leverage sales expertise pertaining to solutions that can be cross sold.
What are you responsible for?
Focus on large enterprise sales and annual fee retention (where necessary)
Working with rev ops team, creating and submitting sales bookings
Visiting customers / attending tradeshows when required
Maintaining an accurate record of opportunities in salesforce.com
Maintaining accurate records of customer touchpoints in salesforce.com
Attending Sales Meetings
Liaising with Operations team to ensure expectations are met when delivering projects
Building the sales pipeline to 5X
Working with Sales Solution Engineers to present Instem and our products
Liaising with Product Management to build and scale market tactics
Quarterly best practice sharing with peers
International account development – prospecting & whitespace planning
Manage key strategic named accounts, focusing on cross selling and upselling opportunities, QBRs and overall account health and growth.
Adherence to the Company’s Quality Management System to ensure that all work is handled Securely, Professionally and Diligently
Skills, Knowledge & Experience
Experience managing accounts and new sales in pharmaceutical/life science research and/or development areas
Software and/or IT service solutions/Life Science sales background. Sales leadership experience preferred even though this is an IC role
Assist customers in selecting products/services based on customer needs, product specifications, service scope and applicable regulations
Establishing and maintaining interpersonal relationships – developing constructive and cooperative working relationships with others and maintaining them over time
Prepare and submit sales contracts for orders
Visit establishments to evaluate needs or to promote product or service sales
Comfortable presenting and demonstrating solutions with customers
Good skill level in salesforce.com or equivalent CRM systems
Well-rounded windows/pc skills
Several years of experience in new logo hunting, sales leadership, account management, business development
An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
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