Job Description

Position Overview



The Calian Pharmaceutical Solutions Account Executive is responsible for identifying new business opportunities with a focus on our clinical trials and patient support programs business. The Calian Pharmaceutical Solutions Account Executive is also responsible for managing relationships with all new and existing customers and partners, supporting the Health Business Unit in achieving appropriate sales and profitability targets while exceeding customer expectations.



Responsibilities



Sales/Business Development/Proposals


• Contribute to the design and implementation of sales strategies for the suite of Calian Pharmaceutical Solutions


• Business Development pipeline management of opportunities through all phases of the sales cycle


• Ongoing development and nurturing of relationships with clients and partners in their assigned region(s) and sector(s)


• Identification and cultivation of new partnerships and opportunities


• Understands and optimizes effective negotiation skills and strategies


• Identification of cross-selling and upselling opportunities with clients


• Promotes Calian's Pharmaceutical services to addressing client needs


• Champions the renewal of existing client contracts and accounts while influencing proposal requirements


• Review proposals and attend pricing meetings accordingly


• Uses sales tools and methods according to Calian specified standards and contributes to the development of various sales communications (presentations, proposals etc.) to effectively communicate Calian's services


• Stay current with industry trends and developments through ongoing learning opportunities, internal communications, and self-directed study



Account Management Duties


• Maintains strong customer relationships and understands their current and developing requirements


• Responds in timely fashion to customer inquiries and feedback in courteous and professional manner


• Ability to identify and qualify new business prospects


• Monitors customer satisfaction and project progress according to project commitments


• Supports the maintenance and improvement of gross margin against established targets


• Seeks additional revenue opportunities with existing contracts


• Builds and maintains a robust business plan


• Superior communication and time management skills



General Support


• Supports and contributes to the Health Business Unit team, as required


• Supports and contributes to quarterly forecasts and annual budget development


• Interacts cross functionally to facilitate meaningful internal information flow


Qualifications


• Post-Secondary education


• 5-10+ years experience in sales/business development within the pharmaceutical industry, with knowledge of drug development, clinical trials, CROs and patient support programs


• Solid understanding of the pharmaceuticals industry


• Proficient in Microsoft Office tools, and diligent with CRM tools


• Experience in leading and contributing to proposals


• Experience working on sales opportunities at all stages of the sales cycle


• Experience with pharmaceutical product marketing considered an asset


• Bilingual in English and French an asset


• Superior planning, analytical and business development skills


• Present a professional, positive image that represents the Calian values and ethics


• Strong and effective communication skills, must be able to relate well with internal and external customers


• Solid financial acumen with strong data analysis capabilities


• An innovative approach to identify new business


• Excellent organizational and project management skills, including the ability to execute multiple initiatives autonomously


• A good listener with persuasive communication and presentation skills


• A sense of urgency to achieve results. A "can-do" attitude with a focus on positive customer experience


• Ability to think proactively, critically, and independently to make sound business decisions


How we hire
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Our approach
Experience and accommodations
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