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    Director Enterprise sales, Pharmaceutical Accounts - Barcelona, España - GLG

    GLG
    GLG Barcelona, España

    hace 2 semanas

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    Descripción

    GLG is the world's insight network. Our clients rely on GLG's global team to connect with powerful insight across fields from our network of approximately 1 million experts (and the hundreds of new experts we recruit every day).

    We serve thousands of the world's best businesses, from Fortune 500 corporations to leading technology companies to professional services firms and financial institutions. We connect our clients to the world's largest and most varied source of first-hand expertise, including executives, scientists, academics, former public-sector leaders, and the foremost subject matter specialists.

    Job Summary

    The Senior Enterprise Account Manager will be responsible for leading the and growing GLG's Big Pharma segment by:

    • Managing a 3M book of business within big pharma across all GLG offerings;
    • Growing business relationships with the existing big pharma client base by establishing and expanding relationships with new and existing client firms.
    • Ensuring the execution of all existing projects within the Big Pharma book.

    Specific responsibilities include (but are not limited to):

    • Prospect into large Pharma companies while running an efficient sales process
    • Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
    • Perform account planning for assigned accounts, coordinating with Research, Client Solutions and other resources to ensure strategic alignment
    • Develop a deep understanding of customer's business
    • Negotiate contracts and MSAs with clients and internal legal team, to ensure that both parties are satisfied with the terms of the agreement
    • Negotiate favourable pricing and business terms with senior level executives at large enterprises by selling business value and ROI
    • Coordinate with other teams, including Client Services teams, to ensure that clients receive high quality service
    • Demonstrate resourcefulness when faced with challenges
    • Have an intuitive sense of necessary steps to close business and gain customer validation
    • Identify robust set of business drivers behind all opportunities
    • Ensure pipeline is accurate and forecasting consistent

    An ideal candidate will have the following :

    • Someone with 8+ years closing experience (mix of field selling within mid-market and enterprise)
    • Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $100k+
    • Able to demonstrate methodology to prospect and build pipeline on your own
    • Experienced in working in an agency providing services to Pharma or MedDev industry
    • Experienced in selling into large Pharma organisations with the ability to win new logos
    • Able to travel via auto, train or air up to 25% of the time
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