• Actively manage the sales process - lead generation, appointment setting, credentials pitch, asking questions, solution pitch, and negotiation, close.
• Managing and maintaining the sales pipeline and ensuring all sales administration is current using CRM software.
• Actively seeking and developing value added solutions and partnerships with new and existing clients to maintain/exceed the agreed sales forecasts.
• Create and be accountable for all client proposals, contract negotiation, closure of proposals and any further documentation, following PCI Pharma Servicesprocedures.
• Facilitate the handover of won business in a timely and documented manner to the Project, Operational and Quality teams.
• Contribute to the development and use of an accurate costing template to determine project and service area profitability.
• Key account development, management and delivery of plans in line with business targets.
• Development and implementation of:
➢ Business development and marketing strategies.
➢ Territory and specific service plans.
➢ Departmental Key Performance Indicators.
➢ Sales forecasts and re-forecasting process.
• Development, updating and maintaining the Company presentation to reflect PCI Pharma Services service offerings.
• Acquisition and maintenance of in-depth knowledge of PCI Pharma Servicesareas of expertise and services for appropriate cross sell opportunities to existing clients.
• Selection of and representation at relevant conferences and events in accordance with the agreed departmental budgets.
• To agree and work towards personal development goals
• Where required, undertake major tasks and responsibilities outside the job holder’s area of responsibility
• Reporting departmental metrics to the Executive Team and Board as required.
• Conform with and abide by all regulations, policies, work procedures, and instructions.
• Achieving and exceeding the agreed annual sales forecast.
• Achieving the agreed Company, departmental and individual objectives and KPIs.
• A documented key account plan with periodic reviews of each key account.
• The use of the costing template to determine profitability on service areas and individual studies.