Director of Client Development

Employer: CMR Institute
Job Location: Roanoke, Virginia
Category: Biotech/Chemical/Pharmaceutical, Education/Training/Writing, Sales/Biz Dev
Employment Type: Full Time
Last Updated: 10/9/2019
Closing Date: 11/9/2019
CMR Institute
Expert Training for Pharma and MD&D Sales Teams

CMR Institute is the strategic sales solutions provider of choice for training organizations in leading life science companies. We bring training alive through our blended learning resources that help companies increase sales and market share. We provide up-to-date, skill-based, and applicable sales and leadership training for pharmaceutical, medical device & diagnostic, and other life science professionals.

http://www.cmrinstitute.org
Job Description Job Summary:
The Director of Client Development will focus on lead generation, prospect management, and customer acquisition, as this role will garner and meet with potential and existing clients. The director will be responsible to generate leads as well as research and develop marketing-driven leads and referrals. The director will provide prospects with an understanding of CMR Institute products and services while intelligently questioning to understand prospect needs. The director will work with CMR Institute teams to formulate solutions to meet those needs. The director will be active through the proposal process and will own the subsequent relationship for expansion and growth along with an Account Management team. Must be energetic, well-spoken, and eager to close sales and increase revenue.
 
Major Accountabilities:
  • Closely partner with executive leadership to develop account/market strategies
  • Research, cold call, and perform prospecting to develop leads and drive new opportunities to meet revenue goals
  • Consult with decision makers to understand business needs and provide viable solutions; partner with internal team members to identify, create, and propose viable options for professional education, certificates, career development, curriculum development, etc. to meet prospect needs
  • Realize revenue and margin targets and maximize sales opportunities; provide accurate forecasting and projections for revenue and expenses
  • Develop relationships vertically and horizontally from main point of contact within prospects and clients
  • Grow relationships within current book of clients to drive expansion and ensure renewals
  • Demonstrate skilled technical product knowledge to develop, deliver and propose client or prospect-specific communications supporting products, materials, proposals, contracts, etc.; provide and manage account documentation, daily correspondence, direct billing requests and follow-up after sales
  • Drive growth in multiple geographies; ability to travel nationally
  • Readily perform other duties as requested or assigned to support the organization’s mission, vision, and values to meet defined business objectives
 
Key Knowledge, Skills, Abilities and Competencies Required/Desired (See Competency Map):
  1.  Customer/Market Focus
  2. Communication
  3. Takes Ownership
  4. Business Acumen
  5. Problem Solving & Decision Making
  6. Deals with Complexity 
 
Minimum Education Required:
BA/BS in business administration/related field or equivalent experience
 
Minimum Years of Experience Required:
7+ years of direct sales experience in B2B sales and in upselling
 
Working Conditions:
May work in residential home office or in professional office environment; requires frequent travel
 
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