What are the responsibilities and job description for the Portfolio Account Manager- BaseCase position at Certara USA, Inc.?
Certara is hiring a Portfolio Account Manager for BaseCase in our Software division based in AMER focusing on driving growth for Certara's BaseCase solutions, managing a geographic territory account list of the Enterprise Life Sciences companies. The ideal candidate will be located in the AMER. In this role, you will build and maintain a thorough understanding of Certara BaseCase products and services and work closely to manage and grow our existing business through our direct sales model, but also leveraging other Certara Divisions and Certara Software strategic partners. The role requires industry knowledge of Market Access and HEOR including competitive landscape, solution linkage, understanding and uncovering key requirements, in order to properly position our BaseCase software and consulting service solutions within your assigned and new accounts.
This role requires strong initiative, self-motivation and collaborative skills to work with other team members within and externally to Certara. The ideal candidate for this position will possess a strong complex sales aptitude and a willingness to grow sales utilizing complex sales methodologies and approaches.
You will develop, coordinate, and implement plans designed to increase existing business and create/capture new opportunities. You must be keenly aware of organizational growth initiatives related to the life science market and target customer segments, as well as Certara's potential to meet customer needs with our software products and services. Ultimately, you are responsible for bookings and revenue growth through the use of value creation for your customers.
Responsibilities
- Establish multiple-level contacts within assigned accounts by presenting to, consulting with, and cultivating relationships at all influencers levels including the C-level executives.
- Qualify companies and contacts to understand the customer's key needs/challenges through identification, discovery, planning and account/customer qualifications.
- Grow sales by successfully initiating client contacts, generate new leads, and follow up on assigned leads.
- Identify, profile and aggressively pursue new clients in the life sciences industry.
- Grow sales and follow-up leads into sales through professional key account management.
- Develop client specific solutions presentations and contribute to the RFP response and proposal process, developing appropriate win strategies based on your knowledge of the client.
- Work with marketing/BD to formulate lead-generation plans that will lead to new revenue generation opportunities.
- Participate in professional trade shows and clinical conferences, or the equivalent, (or as practically possible), setting up client meetings, exhibit coverage and lead generation.
- Document communication/discussions and all opportunity details in SalesForce.com to ensure a tracked record of existing correspondence and/or future next steps required.
- Utilize market knowledge and industry contacts to grow the Software and Service business in line with agreed commercial goals. This will include pursuing new product opportunities, identifying new contacts and accounts, and broadening the range of business in existing accounts.
- Meet/exceed sales quota on a monthly, quarterly, and annual basis.
- Follow Certara processes and best practices for properly working Marketing Qualified Leads (MQLs)
- Document all activities (phone and email outreach) within our Salesforce Lightning CRM
Qualifications
Qualifications:
- 5 years as a business development manager, preferably within the top 50 pharmaceutical companies and enterprise B2B SaaS industry
- Master's degree (in a science discipline) or advanced business degree preferred
- Excellent communication skills, both verbal and written
- Attention to detail for capturing all sales interaction into Salesforce
- Strong organizational skills with the ability to multi-task and set priorities
- Ability to work in a high energy team environment
- Able to fully utilize the MS Office suite (Excel/Word/PPT)
- Proven track record of high level of sales performance in a competitive, dynamic market place.
- Speaks fluent English
Values:
- High degree of professionalism: Lives the values of transparency, authenticity, collaboration, respect and accountability
- Has a "Growth Mindset"
- Is a "Continuous Learner"
- Ability to work autonomously and flexible with a roll your sleeve up mentality
Certara is an Equal Opportunity Employer. Certara does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.
