Account Development Manager

Allucent is a full-service contract research and development organization with international resources dedicated to helping pharmaceutical and biotechnology companies efficiently and expeditiously navigate the regulatory approval process in order to bring new drugs, biologics, and medical devices to the people who need them. Allucent is a non-laboratory environment.

The Account Development Manager is responsible for increasing market awareness, generating leads, and increases Allucent's customer base. This is achieved by a high degree of direct contact with clients including by telephone, by email and direct mail. Account Development (‘inside sales’ division) supports Allucent’s geographically aligned Business Development (BD) team members in reaching annual sales targets.

The duties also include assisting in developing and implementing strategies to facilitate long term relationship with new and existing clients.

Location: United States (all regions); Remote with travel (30-60%)

Responsibilities:

• Assist in the generation of new leads and set up meetings with clients who have business to outsource within Allucent’s current and planned service capabilities.
• Partner with BD to develop and initiate territory development plan and establish account ownership assignments.
• Hold weekly territory outreach planning calls with assigned BD
• Identify well aligned potential clients and contacts using defined “ideal account” profiles by using GlobalData, Zymewire and other news resources as triggers for new based outreach
• Increase harvest rate by identifying, qualifying and analyzing new account potential, initiating interaction to determine requirements of major pharma and targeted biotech companies.
• Identify key stakeholders/decision makers and introduce Allucent differentiators and capabilities resulting in opportunities for Allucent to participate in the request for proposal and bid process.
• Using activity and results data create improved outreach messaging in effort to increase client response and interactivity
• Use of online tools, software, databases and social media to search, identify and qualify leads
• Develop and deploy territory and account strategies that incorporate significant account and industry profiling with pipeline and therapeutic content
• Initiate sales process by communication (calls, emails or direct mail), understanding prospective client requirements, introducing services that address their needs and engaging Business Development with prospective clients when ready for face-to-face meetings
• Create messaging campaigns with appropriate cadence and follow up follow-up, including informational emails and marketing collateral (such as white papers, case studies, upcoming event notifications, etc.)
• Set-up meetings for BD representatives: regionally and at conferences etc. in coordination with Marketing
• Provide weekly, monthly and quarterly sales activity reports to review with Line Manager and Business Development executives
• Demonstrate an in-depth knowledge of Allucent’s operational capabilities and differentiators
• Ensure all activity is recorded in Salesforce

Requirements

• Life science, healthcare and/or business degree
• Minimum 2 years of relevant work experience, preferably within the CRO/pharmaceutical industry
• Clear understanding of clinical trial processes
• Basic knowledge of GxP
• GDPR/HIPAA, CFR/CTR/CTD and applicable (local) regulatory requirements
• Previous Salesforce experience
• Excellent New business identification and prospecting skills with a consultative approach
• Ability to identify client needs and new business opportunities
• Strong interpersonal and social skills to liaise with prospective client’s key decision makers and internal stakeholders
• Ability to translate guidelines, rules and regulations in clear and usable recommendations