Senior Sales Development Specialist
Waltham,, MA • Direct Hire • January 29, 2025 • 76401
Job Title: Senior Sales Development Specialist
Job ID: 76401
Location: Waltham, Massachusetts
What you will be doing:
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Follow the client's annual planning, forecasting and sales processes from business development to contract negotiations, signing, purchase order receipt, post-sales support and all renewal activities.
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Deliver growth of an opportunity pipeline and revenue regionally into defined key accounts along with potential regionally prospected accounts.
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Drive revenue growth within existing client locations and by expanding into new customer sites regionally leveraging the entire client portfolio.
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Build relationships with key decision makers (Science, Operations, Quality, Procurement, etc.) at the assigned accounts to uncover new growth opportunities.
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Uncover and document opportunity leads.
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Prepare customer facing documents used in quarterly regional governance sessions including collaborating with other regional The Business Development Managers and Sales Operations team as required.
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Prepare and manage internal and customer-facing action plans as part of sales and post-sales process.
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Maintain monthly and quarterly communication with the extended regional sales team.
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Conduct Quarterly status meetings with each existing customer. Collaborate to manage customer perception of the company's business and to resolve any customer complaints.
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Renew existing and negotiate new SOW’s, (Statements of Work) MSA (Master Services Agreement) and other contracts with the support of the business team.
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Create Annual Account Plans for Key Accounts with >1M USD annual OneSource revenue.
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Collect and share Voice-of-the-Customer to the company Portfolio and Digital teams.
What you must have:
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BS/BA or equivalent
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5-7 years’ service sales or complex solution sales experience
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Up to 50% travel - candidate will be traveling between customer sites in Cambridge, MA, Rensselaer, NY, and Tarrytown, NY
Nice to have:
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Independent, self-motivated, competitive, high powered and polished Experience with a Service organization is required.
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Understanding of existing and emerging customer needs related to lab-based workflows (R&D, Operations, etc.) in a GxP environment.
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Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer.
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Track record of demonstrated leadership in a matrixed organization
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Demonstrated success in remote management of a professional services team.
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Experience negotiating with and selling to medium and large-size customers
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Skill Set should include: Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment.
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Knowledge of big data and how that data can be leveraged in a sales cycle
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Work experience in a Private Equity owned company a plus.
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Excellent written and oral communication skills, strong Analytical Skills
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Demonstrated understanding of Sales Processes and Service Delivery Requirements
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Familiarity with Pharma/Food/Industrial industry trends and competitive environment.
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Track record of successful customer negotiations and delivered revenue growth
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Working knowledge of CRM tools such as SFDC.
For more information about TEEMA and to consider other career opportunities, please visit our website at www.teemagroup.com