Client Executive (Cro)

Advarra provides integrated solutions that safeguard trial participants, empower clinical sites, ensure compliance, and optimize research performance. Connecting the clinical research ecosystem, Advarra delivers solutions through a site-centric approach that unifies and accelerates the drug development lifecycle, making clinical trials safer, smarter, and faster.

General Summary

The Client Executive will be responsible for managing and growing our client relationships, driving revenue growth, ensuring client satisfaction and business/strategic planning. The ideal candidate will have a strong background in sales and account management in the eClinical industry, with a proven track record of success.

This position is available remotely.

Principal Duties & Responsibilities

Sales & Management of Client Relationships and External Opportunities

• Prospect for new business through traditional sales activities such as email outreach, cold calling, conference attendance, etc.
• Develop and begin implementing new business strategies focusing on priorities to “close” new business
• Further existing strategies and develop new strategies to increase revenue and profitability from existing customers
• Penetrate high revenue pharmaceutical, biotechnology and medical device/MedTech companies resulting in increased revenue for Advarra
• Provide the vision and necessary hands-on leadership to take advantage of the company’s growth opportunities
• Represent relevant Advarra services offerings across services and product / technology and partner with other Advarra business units to ensure penetration of Advarra’s services and products into our customers
• Utilize Salesforce to manage accounts, opportunities, contacts and all corresponding activities

Assessment of Customers

• Conduct market intelligence through research tools (e.g., Zymewire, Citeline, etc.) and. networks of internal and external contacts to identify and create opportunities for growth
• Segment and prioritize clients within a defined territory based on revenue potential to Advarra
• Work directly with service delivery teams to understand product service gaps and then drive solutions through business development activities, driving towards completing the appropriate transaction

Business / Strategic Planning

• Develop an annual business plan and assist management in developing the annual individual and team goals
• Evaluate territory performance quarterly and hold frequent strategic discussions with cross-functional teams
• Other duties will include working with key internal parties to identify promising segments or technologies, and evaluating strategic fit and potential for operational synergy

Budget Responsibilities:

• Planning travel that allows for maximized customer interaction/resources spent
• Provide timely expense reports

Activities on the Business Development Team

• Participate in training initiatives as part of the sales team

Other:

Position requires travel 40 - 60% of the time

Job Requirement

Education

• BS in Business, Marketing, or Life Science (MBA preferred) or equivalent combination of education and experience

Experience

• 7-10+ years’ experience within a sales or account management function within the eClinical industry

Knowledge/Skills/Abilities

• Ability to develop and execute a territory and key account sales plan
• Effective interpersonal selling skills
• Strong business acumen
• Strong verbal and written communication skills
• Proficient in using CRM systems (preferably Salesforce.com)
• Selling to established customers and in identifying and selling to new customers
• Possess a solid understanding of the clinical research industry, preferably in study participant protection, or a background that would lead to an easy understanding of human research protection
• Effectively identifying customer needs
• Effective at working remotely

Physical and Mental Requirements:

• Sit or stand for extended periods of time at stationary work station
• Regularly carry, raise, and lower objects of up to 10 Lbs.
• Focus and attention to tasks and responsibilities
• Verbal communication; listening and understanding, responding and speaking

EEO Statement
Advarra provides equal employment opportunity to all individuals regardless of their race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, veteran, marital, or domestic partner status, citizenship, genetic information or any other status or characteristic covered by federal, state or local law. Further, the company takes affirmative action to ensure that applicants are employed and employees are treated during employment without regard to any of these characteristics.  Discrimination of any type will not be tolerated.  

EEO/M/F/Disabled/Vets

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