Life changing therapies. Global impact. Bridge to thousands of biopharma companies and their patients.
We are PCI.
Our investment is in People who make an impact, drive progress and create a better tomorrow. Our strategy includes building teams across our global network to pioneer and shape the future of PCI.
General Purpose of Role:
- To deliver the corporate business strategies including specific territory and client plans in order to achieve agreed Company, departmental and individual objectives and within agreed budgets.
- To actively position the Company within the European and global pharmaceutical industry to win projects from assigned client(s) and territories across all service capabilities.
- Proactively generate new business opportunities from existing clients and attain business from new clients to achieve or exceed the annual sales forecast.
Main Responsibilities:
- 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.
➢ Departmental budgets.
- 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.
Outcomes of Role:
- 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.
Qualifications:
- Undergraduate degree or equivalent in any discipline
- Evidenced prior sales experience in Pharma organization or Clinical Research Organization (CRO).
Specific Knowledge / Skills Competence:
- Experience in the clinical supply field, preferably in a contract environment
- An excellent understanding of Quality Standards including GMP, GCP and GDP. Familiar with concepts of risk management
- Excellent people management skill and experience
- Experience in managing change and growth
- Strategic thinking skills
- Ability to operate at senior management level
- IT literate in standard packages with good knowledge of Salesforce and experience of MS Office
- Excellent written and communication skills.
- Attention to detail
- Awareness of GMP documentation
Behavioral Competencies:
- Attitude embracing company vision and values.
- Analytical thinking and Problem Solving.
- Customer Service.
- Team player.
- Judgement and decision making.
- Self Confidence.
- Excellent written and verbal communication.
- Self Motivation/ achievement drive.
- Trustworthiness.
- Conscientiousness.
- Willingness to travel on company business.
Join us and be part of building the bridge between life changing therapies and patients. Let’s talk future
Equal Employment Opportunity (EEO) Statement:
PCI Pharma Services is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
At PCI, Equity and Inclusion are at the core of our company’s purpose: Together, delivering life-changing therapies. We are committed to cultivating an inclusive workplace by holding ourselves accountable to the highest standards of understanding, fairness, respect, and equal opportunity – at every level. We envision a PCI community where everyone can belong and grow, and we strive to bring this vision to reality by continuously and intentionally assessing our people practices, policies and programs, marketing approach, and workplace culture.
