Summary: The Senior Sales Executive for Europe will work in a hybrid/remote capacity, focusing on building relationships with existing and new pharmaceutical clients. This role involves managing strategic accounts, identifying new business opportunities, and collaborating with various teams to enhance sales efforts. The position is newly created to strengthen an already successful sales team and reports directly to the VP of Sales and Strategic Partnerships.
Key Responsibilities:
- Focus on large enterprise sales and annual fee retention.
- Work with rev ops team to create and submit sales bookings.
- Visit customers and attend tradeshows as required.
- Maintain accurate records of opportunities and customer touchpoints in salesforce.com.
- Attend sales meetings and liaise with the operations team to meet project expectations.
- Build the sales pipeline to 5X and collaborate with Sales Solution Engineers.
- Manage key strategic named accounts, focusing on cross-selling and upselling opportunities.
- Adhere to the Company’s Quality Management System.
Key Skills:
- Experience managing accounts and new sales in pharmaceutical/life science research and development.
- Background in software and/or IT service solutions/life science sales.
- Sales leadership experience preferred.
- Ability to establish and maintain interpersonal relationships.
- Comfortable presenting and demonstrating solutions to customers.
- Proficient in salesforce.com or equivalent CRM systems.
- Several years of experience in new logo hunting, sales leadership, account management, and business development.
Salary (Rate): undetermined
City: Stone
Country: United Kingdom
Working Arrangements: hybrid
IR35 Status: undetermined
Seniority Level: undetermined
Industry: Sales
Senior Sales Executive – Europe
Location: Hybrid/Remote: The successful candidate can work on a Hybrid/Remote basis, reporting into our Staffordshire 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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