Description:
The Commercial Solutions Sales Director (CSSD) continually monitors and prospects for new sales opportunities from RFPs or emerging business needs in the market. They take leadership for identified sales opportunities, including overseeing proposal development and executive presentations to position
CMM capabilities using a consultative/solution selling approach. When landing new business, they oversee the contracting process so that contracts accurately address the customer’s needs and protect CMM business interests. They collaborate closely with other members of the sales team to align services
with customer and business needs.
Key Responsibilities:
- Solution Selling
- Oversee the proposal process to ensure materials are accurate, meet customer needs, and delivered on time
- Ensure that the proposal content leverages the power of the holistic CMM portfolio, while addressing the specific customer needs
- Deliver high impact executive presentations strongly positioning CMM and its capabilities
- Proactively identify and implement ways to secure and grow business with customers through a consultative/solution sales approach that focuses on customer needs and solutions
- Leverage the sales team and other CMM resources to position CMM products and show how they address client needs
- Develop strong credibility and effective information delivery, leading discussions and engagement to influence decisions
- Support sales by extending existing business (e.g., renewals, retention)
Prospecting
- Act as the primary point of contact within the CST for new sales opportunities
- Maintain a strong grasp of the current market conditions and of prospective customer business
- Maintain a working understanding of CMM products and their relevance to customer needs
- Stay current on opportunities in the marketplace including key trends for customers, competitors, etc.
- Attend and support industry trade shows, company sponsored and/or internal company meetings as needed
Opportunity Management
- Qualify opportunities and develop a clear value proposition for the CMM product portfolio
- Track sales-related discussions and next steps with prospective customers
- Update the sales pipeline regularly and accurately, ensuring that CST and CMM leadership are aware of actions and support required
- Ensure key relationships and opportunities identified by Emerging Biopharma are transitioned to the CST
Contracting Oversight
- Lead the development and update of contracts that accurately address the customer’s needs and protect CMM’s business interests, working across Contracting, Pricing, and Legal to resolve issues
- Practice excellent negotiation skills to maximize the exchange of value
Minimum Job Qualifications (Knowledge, Skills, & Abilities):
Education/Training – Typically requires 10+ years of relevant experience, experience in the pharmaceutical industry a plus
Business Experience:
- Minimum 5 years healthcare sales or business development to biopharma companies.
- Demonstrated success in consultative and solution-oriented selling in a B2B environment
- Demonstrated success with developing strategic customer plans and executing KPIs
- Proven track record to meet and/or exceed business targets
- Financial acumen to evaluate revenue opportunities associated with pricing
- Ability to leverage in-depth knowledge of the customer’s pipeline and business operations with account planning to identify, inform, analyze, and close on account opportunities.
- Team player with strong interpersonal and partnership skills.
- Ability to work within a CRM system; ability to create presentations using Microsoft PowerPoint and ease of use with applications including, but not limited to Microsoft Teams, Excel and Word.
- Ability to leverage cross functional partners in order to advance customer strategic plan and CMM financial goals.
- Strong executive presence required
- Negotiation skills required and ability to influence senior leaders, both internally and externally.