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

Quest Diagnostics; Philadelphia (Philadelphia County); Remote; USD 150,000 - 200,000; Full time

Job summary

A leading company in healthcare analytics is seeking a Front-line Sales Leader to drive growth in pharmaceutical services. The ideal candidate will manage a team, oversee sales pipelines, and develop relationships with clients in the life sciences sector. This leadership role requires extensive experience in sales, particularly in healthcare analytics and clinical trials.

Qualifications

• 10+ years sales and account executive experience in Life Science, preferably data/analytics.
• Demonstrated knowledge of sales processes and subject matter expertise in laboratory data or healthcare analytics.
• Prior leadership and management experience.

Responsibilities

• Drive revenue growth by managing sales pipeline and team performance.
• Develop and implement sales strategies for RWD analytics solutions.
• Build relationships with pharmaceutical and healthcare organizations.

Skills

Sales team leadership

Customer relationship management

Negotiation

Communication

Mentoring

Business 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.