Senior Account Manager - Client Services

Senior Account Manager - Client Services Req ID #:  148279 Location: 

High Peak, GB, SK23 6FJ For 70 years, Charles River employees have worked together to assist in the discovery, development and safe manufacture of new drug therapies. When you join our family, you will have a significant impact on the health and well-being of people across the globe. Whether your background is in life sciences, finance, IT, sales or another area, your skills will play an important role in the work we perform. In return, we’ll help you build a career that you can feel passionate about. Job Summary Responsible for achieving and driving quarterly and annual revenue and bookings targets for assigned accounts for High Peak site.

RESPONSIBILITIES: 

•    Work with internal teams (TMDM, PM, Management, etc.) to increase market share and revenue at assigned accounts.

•    Work with management to prepare and provide accurate forecasts for assigned accounts/territories when required by management.

•    Develop and qualify leads through frequent customer contact and prospecting.

•    Build relationships with customers to influence the acceptance and use of company products and services.

•    Engage with existing clients to drive business

•    Communicate available product and services and inform customers of new products and services in a timely manner.

•    Handle initial inquires and qualify all prospective opportunities. 

•    Effectively utilize CRM (Salesforce) to capture customer information to included but not limited to accurate pipelines and effective opportunity management and activity documentation. 

•    Proficient in knowledge of competitor profiles and is able to develop positioning to influence potential customers.

•    Consistently achieve all revenue and bookings targets

•    Ensure all required legal documents are in place and coordinate with legal.

•    Qualify bids and scopes of work with sponsors to ensure appropriate service is provided.

•    Develop and/or review Statement of Work (SOW).

•    Coordinate and facilitate proposal and SOW processes to ensure smooth and timely business process flow by working with the marketing, scientific and finance staff.

•    Prepare sale price estimates, proposal for protocols, bid requests, study revisions and additions using site’s suggested selling price for clients and BD teams.

•    Coordinate generation of multi-site proposals

•    Follow up with clients to ensure that proposals are complete and answer their needs. 

•    Creatively identify ways to secure open proposals by working with scientific staff, finance, management and others.

•    Complete all required sales documentation in a timely manner.

•    Work with BD and Marketing team to help to organise sales meetings, trade shows and conferences as required.  

•    Co-travel and attend conferences, CRL Presents and other events as required

•    Share customer problems/concerns with all appropriate departments for quality resolution.

•    Assist in the tracking and development of Key Performance Indicators within the Client Services department.

•    Participate in and provide feedback to internal Pilot teams.

•    Lead customer and internal webinars/trainings, and present the Cell Microarray technology.

•    Lead Sales meeting sessions and participate through presentations, etc.

•    Assist in the development and execution of training plans for new employees.

•    Provide recommendations for Sales process improvements and participate in the execution of the improvement.

•    Support sales team strategy by developing and identifying harmonization initiatives.  Coordinate discussions and meetings to gain additional business.

  Job Qualifications QUALIFICATIONS:

•    Education:  Bachelor’s degree (B.A. /B.S.) or equivalent in biosciences, or related discipline.  

•    Experience:  Minimum 3 years’ experience in the pharma/bioscience industry. A successful pharma/bioscience business development/sales background would be an advantage.

•    An equivalent combination of education and experience may be accepted as a satisfactory substitute for the specific education and experience listed above.

•    Understanding of the drug discovery and development process, in particular in the area of biologics drug discovery.

•    Demonstrated an ability to hold appropriate in-depth scientific and business discussions at all levels.

•    Certification/Licensure:  Valid driver’s license would be an advantage.

•    Other:  Excellent communication and presentation skills.  Proficient in the use of standard office computer applications (word processing, spreadsheets, presentations, e-mail). Previous experience with Salesforce would be an advantage.

PHYSICAL DEMANDS:

•    Must regularly operate a computer and occasionally operate other office productivity machinery such as a calculator, copy machine, and computer printer. 

•    Must regularly communicate with employees/customers; must be able to exchange accurate information verbally (in person and on the phone) and in writing.

•    Must occasionally move about inside the office to access file cabinets, office machinery, etc. 

•    This position may require domestic and international travel.

WORK ENVIRONMENT:

•    General office working conditions.

•    The noise level in the work environment is usually quiet.

COMMENTS:

•    Preferentially the role would involve a presence on-site, with flexibility to work remotely. Must have Right to Work in the UK. 

About Discovery

Discovery from Charles River is industry-proven in the successful development of novel therapies, with over 350 patents and 80 preclinical drug candidates delivered to our sponsors in the past 17 years. Backed by more than 650 scientists, our comprehensive, integrated portfolio employs the latest technology and platforms to provide chemistry, biology, and pharmacology services that support clients from the earliest stages of hit identification all the way through to IND. Our client-focused, collaborative approach creates true partnerships that anticipate challenges, overcome obstacles, and move us forward together on the journey of getting new drugs to market.

About Charles River

Charles River is an early-stage contract research organization (CRO). We have built upon our foundation of laboratory animal medicine and science to develop a diverse portfolio of discovery and safety assessment services, both Good Laboratory Practice (GLP) and non-GLP, to support clients from target identification through preclinical development. Charles River also provides a suite of products and services to support our clients’ clinical laboratory testing needs and manufacturing activities. Utilizing this broad portfolio of products and services enables our clients to create a more flexible drug development model, which reduces their costs, enhances their productivity and effectiveness to increase speed to market.

With over 17,000 employees within 90 facilities in 20 countries around the globe, we are strategically positioned to coordinate worldwide resources and apply multidisciplinary perspectives in resolving our client’s unique challenges. Our client base includes global pharmaceutical companies, biotechnology companies, government agencies and hospitals and academic institutions around the world. And in 2019, revenue increased to $2.62 billion.

At Charles River, we are passionate about our role in improving the quality of people’s lives. Our mission, our excellent science and our strong sense of purpose guide us in all that we do, and we approach each day with the knowledge that our work helps to improve the health and well-being of many across the globe. We have proudly supported the development of ~85% of the drugs approved by the FDA in 2019.

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