Senior Director Sales - Pharma Data Services & Clinical Trials (Remote)

Quest Diagnostics; Downingtown (Chester County); Remote; USD 120,000 - 180,000; Full time

Job summary

A leading company specializing in healthcare diagnostics is seeking a Front-line Sales Leader to manage and execute sales strategies in Pharma Data Services and Clinical Trials Connect. This role involves directing a sales team, achieving revenue goals, and fostering key client relationships to ensure sustainable growth. The ideal candidate will possess extensive experience in life sciences, with strong leadership and communication skills, and a focus on client management and market development.

Qualifications

• 10+ years sales and account executive experience in Life Science.
• Demonstrated knowledge of sales processes and analytics.
• Prior leadership and management experience.

Responsibilities

• Drive revenue growth and manage business development.
• Develop and implement sales strategies for growth.
• Manage and coach the sales team for performance.

Skills

Leadership

Communication

Negotiation

Sales team leadership

Customer relationship management

Closing skills

Financial acumen

Education

Bachelor’s or Master’s degree in Life Sciences, Business, or related field

MBA preferred

Job description

Overview

Front-line sales leader responsible for execution of the Pharma Data Services and Clinical Trials Connect strategies for profitable growth by directly managing business development executives.

Responsibilities

• Revenue Growth: Attain bookings and revenue goals for self and team. Own the sales pipeline and revenue targets, ensuring consistent and sustainable growth.
• Sales Leadership & Strategy: Develop and implement a comprehensive sales strategy to drive growth and market penetration for RWD analytics solutions in the life sciences sector. Write and proposals and executive level presentations.
• Sales team development & management - Hire, train and retain an effective sales team. Coach, motivate and develop sales talent. Set & Obtain assigned sales quota by identifying new opportunities and expanding existing customer relationships. Day to day sales responsibilities including presenting solutions overviews, generating pricing and proposals, pipeline management, and leading customer meetings. Manage and measure sales force performance and provide feedback to reps.
• Business Development: Identify and engage with key pharmaceutical, biotech, and healthcare organizations to generate new business opportunities and expand existing accounts.
• Client Relationship Management: Build and maintain strong relationships with senior stakeholders, including executives in clinical development, RWE, market access, and commercial teams. Cultivate client relationships to upsell accounts with new / additional services.
• Market Intelligence: Stay ahead of industry trends, regulatory changes, and competitor activities to position our solutions effectively.
• Cross-functional Collaboration: Work closely with product, marketing, data science, and customer success teams to align sales efforts with company objectives. Participate in marketing activities to drive awareness and strengthen brand for informatics capabilities.
• Sales Operations & Reporting: Establish and track key performance metrics, report on sales performance, and refine strategies based on insights.
• Sales Forecasting & Pipeline Management: Leverage advanced sales analytics to manage the pipeline, predict revenue trends, and optimize sales performance. Develop accurate forecasts and data-driven strategies to ensure sustained growth.

Key Metrics:

• Achievement of revenue budget.
• Execution of sales strategy.
• Client acquisition.
• Client retention.
• Pipeline growth.
• Sales force engagement, retention, and development.
• CRM and other sales analytics tools completeness and accuracy.

Qualifications

Bachelor’s or Master’s degree in Life Sciences, Business, or a related field. MBA preferred.

10 + years sales and account executive experience in Life Science (pharma, CRO); strongly prefer data/analytics or clinical trial experience.

Demonstrated knowledge of sales processes.

Demonstrated subject matter expertise in laboratory data or healthcare analytics in pharma RWD solutions.

Prior leadership and/or management experiences.

Preferred Work Experience:

10-15 years of market development in the clinical trials and pharma healthcare analytics industry

Experience selling to Pharma clinical dev and commercial teams.

Prior sales experience in healthcare data driven products & services in the pharmaceutical industry.

Excellent leadership, communication, and negotiation skills.

Ability to navigate complex sales cycles and influence key decision-makers

Knowledge:

Knowledge of reference laboratory business, tests and processes.

Knowledge of the healthcare industry, payors and regulations.

Understand general economics of B2B business transactions.

Skills:

Sales team leadership.

Mentoring and team building.

Customer relationship management.

Track record demonstrating strong closing skills and revenue growth.

Strong negotiating skills.

Solid business and financial acumen.

Excellent written and oral communication skills.

EEO

Equal Opportunity Employer: Race/Color/Sex/Sexual Orientation/Gender Identity/Religion/National Origin/Disability/Vets or any other legally protected status.