Regional Account Manager
Digital Science - Cambridge, MA

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Selling across a portfolio of the most exciting technology companies operating in the research arena including, BioRAFT, figshare, Labguru, the Regional Account Manager is the core of Digital Science’s pharma/biotech commercial strategy. Working within a team matrix, they work to develop opportunities for each of the portfolio products in a consultative and partnered approach. Uncovering pain points, offering solutions to complex issues and driving the internal knowledge of research technology, the Account Manager will become an essential source of information and support for the pharmacuitical and biotechnologycompanies that they work with.

The company is looking for experienced professionals who can work within a fast moving and changing environment. They have to be able to work independently and drive the development of their territories through execution of a well-planned strategy. They need to be able to work in a team-selling environment with a high degree of complexity and intra dependencies. Ideally they would have a good technical understanding and experience of working with software products would be an advantage. Above all, we are looking for a highly personable individual who is happy to get involved, pitch in and can fit into a young dynamic and driven team.

Responsibilities

  • Achieve annual sales targets for the specified territories
  • Develop strategic territory plans in conjunction with Head of Enterprise Sales, North America
  • Source, develop, and nurture the client relationships and referrals to the highest standard
  • Travel up to 50% of their time within their assigned territory to meet prospects and clients both at their location and at specified conferences and trade shows
  • Assist in the implementation of company marketing plans as needed
  • Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within assigned territory, including the use of Salesforce.com to aid internal communication and to maximize territory potential

Specific Competencies:

The Account Manager should have knowledge of:

  • The pharma/biotech research software marketplace
  • The laboratory research process
  • The structure and decision making within pharma/biotech companies

They should also have one or more of the following:

  • Experience of selling products that require the agreement of a range of stakeholders
  • Experience of selling in a complex sales process
  • Experience of selling information solutions/software (i.e. instead of content)
  • Experience of new business generation
  • Experience of working within a matrix environment (team selling)

Attitude:

  • Inquisitive self starter who can independently implement territory strategies
  • A desire to contribute to the development of research through technology
  • Comfortable working in a start-up type environment

Job Specifications:

  • 5+ years of sales experience in the pharma/biotech software market
  • Experience with selling enterprise software solutions to C-level executives
  • Excellent verbal and written communication and relationship building skills
  • Willingness to travel within territory up to 50% of their time
  • Proven ability to achieve sales quotas
  • Experience with mainstream CRM preferred

About this company
Digital Science is a technology company serving the needs of scientific research. Operated by Macmillan Science & Education, we offer a...