Posted by: Audrey Erbes | February 25, 2008

Account Exec–Business Development on West Coast

Here’s a great West Coast opportunity in Biopharma business development sales for the Clinical Trials Division of a medical communications firm. If you fit the profile and are interested, contact Bev Hudson at No phone calls please.


Account Executive- Business Development

Clinical Trials Division


Position Summary:

The Account Executive will be part of the MedPoint Clinical Trials Division sales team, responsible for developing new business opportunities and managing the accounts of existing and prospective clients in an assigned geographical location. The AE will sell

all Clinical Trial services; delivering learning content via web conferencing, ePortal solutions, and face-to-face meetings with potential and current customers. The position will also assist with selling new product offerings in clinical trials, and at times input into the sales and marketing aspects of new products. Position will report to General Manager/VP of Clinical Trials Division.


Key Responsibilities:

These include sales and territory planning, execution of sales plans to generate

new revenue and attain sales goals, product and industry knowledge, proposal development and execution, and participating in professional meetings and conventions as appropriate. Specific responsibilities include

·         Analyzing industry and territory activity and developing an annual business plan, as well as Key Account Plans. Participate with management in the development and implementation of the sales and marketing plan, which will include forecasting and territory objectives.

·         Planning and implementing territory and account strategies for all appropriate clients, identifying and anticipating client challenges, and providing solutions in accordance with company policies and procedures.

·    Manage programs from creation, negotiation and contracting to execution.

·    Identify new business sales opportunities and establish new relationships through interaction with key players at targeted major pharmaceutical, and biotechnology clients.

·         Maintain records, and utilize CRM system as implemented.

·    Develop customized proposals for customers based on their objectives, desired tactics and budget parameters.

·         Further develop existing professional level of knowledge in Clinical trials to serve as a basis for providing “value added” expanded services to all appropriate clients.

·         Participate in weekly updates to management and Business Development team of activities in assigned territory, including urgent and important issues. Ensure effective communication for successful information sharing and integration of global Business Development efforts.

·         Maintain effective internal contact with operational management to assess and ensure customer satisfaction, project progress, and timely successful proposals.

·    Attending territory, regional and national/global meetings/conventions as needed.

·         Ability to travel 25% of time on average


·    B.S. or B.A degree in Science related field, Business or Marketing

      Knowledge of Biotech, Pharmaceutical, and healthcare industry, with minimum of 2 – 3 years experience in Clinical Trials or related healthcare business development/sales preferred; (Can include CRO, EDC, other Clinical Service/Technology related roles) consideration given to Biotech/Pharmaceutical and other Healthcare services sales roles.

·    Must be highly motivated and sales driven, proven success in achieving business development goals

·    Strong business acumen

·    Innate financial negotiating skills. 

·    Ability to network, including cold calling, to create new business sales opportunities with targeted pharmaceutical, biotech and related clients

·    Excellent oral and written communication skills, including the ability to present to major pharmaceutical and biotechnology clients

·         Understands the importance of selling to teams and team decision making within key clients.

·         Demonstrated customer relationship management and problem solving skills

·    Intensive drive towards client acquisition and sales revenue goals

·    PC experience with Windows operating system and a variety of software programs (word processing, spread sheets, presentation, database applications, etc.)


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