Senior Account Executive

Summary

This sales position plays a critical role in the continued growth of the company. As we grow our overall business, the Senior Account Executive role helps to increase market penetration within existing named key accounts and assure net new customer acquisition. The Senior Account Executive is tasked with creating new opportunities across numerous market segments including, but not limited to, the Commercial Pharmaceutical space.

Job Duties And Responsibilities

• The ultimate measure for success in this role is the growth of the named key account base, acquisition of new customers, and increased revenue year over year.
• Proactively engage with named key accounts using various forms of outreach (cold call, cold email, social, direct mail, video) to expand/identify new opportunities within these accounts. Utilizing a defined target list, is responsible to proactively engage new prospects.
• Develops a plan to identify multiple entry points into the named key accounts and new prospects through various decision maker titles. This plan includes an overall strategy of how the accounts and targets will be approached for the fiscal year, broken out by each quarter.
• Utilizing available resources, finds contact information for new prospects.
• Researches the named accounts and new prospects as well as the decision maker(s) targets to create relevant messaging. Utilizes a campaign of multiple touch points to ultimately result in scheduled meetings/conversations.
• Uses effective discovery conversations and meetings to qualify new opportunities.
• Utilizes sales process in parallel with prospect’s buying process to identify involved stakeholders, buying criteria, and required milestones in buying process. Analyzes the selling/buying process extensively and develops a plan on how to progress the complex sale to include the technical portion of sale as well as the business part (return on investment) of the sale.
• Executes entire sales process (initial outreach to close, implementation) resulting in successful achievement of net new revenue. The sales process will include various forms of interaction including face to face meetings, phone/video conversations, and written communication (email). Also, as appropriate, will conduct interactive presentations with prospects
• Works with internal colleagues to develop customer proposals. Communicates proposal to customer and highlights areas of relevant value.
• After successful implementation, maintains relationship with customer, works to provide proof points for return on investment, and ultimately drives activity to expand relationships.
• Manages time effectively to plan for outreach, pipeline opportunity progression, and assurance of revenue/metric achievement.
• Pursues continuous learning to include target customer industry (Biopharmaceuticals) and ecosystem, existing portfolio, professional sales best practices, and continuous improvement.
• Creates internal relationships and collaboration within the company to ensure alignment and teamwork with new customer acquisition. This includes working with technical specialists to meet customer requirements and also working with the marketing team to leverage new customer leads (i.e. tradeshow, website, webinar).
• Utilizes CRM to document activity and to manage pipeline information. Tracks progress of pipeline monthly and works to achieve monthly goals for pipeline generation.
• Creates account plans and develops strategies to engage new customers and to expand business within existing customers. Reviews plans with Sales Director each quarter.
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
• Identify sales support requirements and work with marketing to improve sales tools.
• Demonstrate a positive representation of the company and its brand in the marketplace.
  
  

Minimum Qualifications

• Bachelor’s Degree in Business Administration or related field preferred.
• Minimum of 3 years’ experience in Sales.
• Minimum of 1 year experience with new business development that includes cold outreach to new prospects.
• Minimum of 1 year experience in selling to customers where sales cycle is minimum of 6 months.
• Must have experience or some form of training with a sales methodology and sales process.
• Must have experience with utilizing a Customer Relationship Management Software. Salesforce experience is preferred
• Proficient in Microsoft Excel, Word, PowerPoint and Outlook.
• Must have excellent verbal, written, persuasion and presentation skills.
  
  

Preferred Qualifications

• Cold chain experience.
• Experience selling to Supply Chain and Logistics professionals is both the clinical and commercial pharma market.
• 1 year experience selling to pharma/healthcare/life science industry.
  
  

Additional Information

• Actively supports and complies with Pelican’s objectives, guidelines and commitment to Quality and Safety, with an emphasis on continual improvement.
• Must be willing to travel up to 75%.
• Must be able to interact effectively and cooperatively with employees at all levels.
• Must have the ability to complete assignments within the timeframe specified by the Manager.
• Must be flexible regarding working hours. Must be able to work evenings and weekends, with or without advanced notice.
• Must be able to operate in a fast-paced environment and handle multiple projects simultaneously.
• Emphasizes ethical leadership and decision-making to protect Pelican’s brand and reputation.
• Must be able to travel, nationally and internationally, as necessary.
  
  

Physical Requirements And Working Conditions

• While performing the duties of this job, the employee will be occasionally required to execute standard physical activities within the facility areas (i.e. stand, walk, sit, use hands/fingers).
• While performing the duties of this job, the employee will be occasionally required to execute non-standard physical activities within the facility areas (i.e. climb or balance, stoop, kneel, crouch).
• Ability to lift and/or move up to 20 pounds and occasionally lift and/or move up to 40 pounds.
• This position requires repetitive hand/wrist activities.
  
  

Compensation & Benefits

Our compensation reflects the cost of labor across several U.S. geographic markets. Base pay is one part of our total compensation package and is determined within a range. This provides the opportunity to progress as you grow and develop within a role. The annual U.S. pay range for this position is listed below. Pay within this range varies by work location and may also depend on your qualifications, job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process. We also offer a comprehensive package of benefits, including paid time off, 10 paid holidays per year, medical/dental/vision insurance, company-paid life and disability plans, and matching 401k to eligible employees.

Pelican Products, Inc. is an Equal Employment Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

Apply Now