San Francisco, CA, USA, Boston, North Carolina
San Francisco, Boston, North Carolina
Product Sales Specialist, Life Sciences
Seeking an experienced sales professional to drive growth in the Life Sciences sector for the Portfolio of Analytical Instruments, Consumables, and Service. This position will require a deep understanding of customer applications, needs, and workflows within the Life Sciences Industry and proven track record of success selling Analytical Instrumentation to Pharmaceutical/Biotech and Academia. The product portfolio will include Inorganic, Materials Characterization, and Chromatography product lines.
The Life Sciences Analytical Sales Team represents products including Chromatography and Spectroscopy, calling on Pharmaceutical, Biotech, and customers in Academia. The ideal candidate will manage a territory which includes travel throughout the region, serving our current customer base, and bring significant growth by prospecting, expanding business, and penetrating new accounts. We are seeking an individual that is highly motivated, has a team mentality for achievement, and exhibits enthusiasm in learning new products, software, technologies, and applications. Ideally the candidate will have at least five years of sales experience of capital equipment to Life Sciences customers.
Develop a strong, working technical knowledge of the portfolio of products serving Life Sciences markets.
Develop, implement and execute a strategic business plan to grow market share within the territory.
Responsible for all aspects of territory management, including prospecting, establishing and maintaining relationships in key and targeted accounts, and closing deals with new and existing customers.
Conduct effective seminars and presentations.
Manage and maintain a healthy funnel of opportunities, provide accurate forecasts, and successfully convert the funnel to revenue to meet the territory sales quota.
Demonstrate strong initiative and willingness to take ownership of results.
D in Life Science or related scientific discipline preferred.
3+ years capital sales experience in the Life Science industry, with proven ability to carry and deliver a sales quota over $2M annually
Demonstrated ability to establish and maintain relationships at a high level within large strategic accounts.
Excellent written, verbal communication and presentation skills.
Self-motivated and energetic with a results-focused approach to achieving daily goals/activities.
Aptitude to learn new systems and retain technical information.
Willingness for 50% overnight travel.
Must possess a valid driver’s license with a good driving record.
We look forward to hearing from you!
New York, NY, USA
Director, Business Development
New York, NY
We are seeking a Director of Business Development to establish new relationships with brokerage firms and HR facing service companies. You’ll lead the launch of a new revenue share and partnership marketing program from well established brands and a parent company strengthened with the support of a recent private equity investment and new offering in the corporate wellness space. This role reports to the Chief Sales Officer and is support by a sales support team.
Establish revenue driving relationships with HR facing companies and open enrollment portals
Create partnerships within already identified strategic opportunities, including expansion of our benefits administrator partnerships
Secure meetings and conduct needs analysis through a consultative sales process
Develop solution oriented proposals to secure partnerships and sales-driven relationships
Partner with product and development to revise and refine our tools such as the HR resource center
Manage development and execution of digital and email marketing strategy
Attend and manage trade shows and industry events
Strong analytical and proven problem-solving skills are a key requirement
Ability to manage projects of varying size and scope simultaneously while prioritizing appropriately to achieve results and meet or exceed goals
Excellent verbal and written communication skills and presentation experience
Self-starter and ability to work independently
Ability to effectively liaison with both internal teams and external partners
BA/BS degree required
Client Success Manager
Who We Are:
For nearly 20 years we’ve provided rapid, transformative solutions for our clients. In the last three years we’ve grown over 300% and were named one of Inc.’s Top 5000 Fastest Growing Private Companies.
What we do:
We leverage high-velocity teams to develop vibrant solutions from the ground up. By bringing together design, interaction and bleeding-edge technology we’re able to create web applications and platforms in ways that challenge and advance the status quo. We work on projects that make a dent in the world and go the extra mile to deliver the highest quality products.
Why we do it:
It’s paramount to create opportunities for ourselves, our clients and the larger technical community. We believe in continuous advancement, encourage trial and error, and respect the challenging of norms and welcome thought provoking ideas. Our teams learn from each other through comprehensive workshops, work on innovative team projects and partner with thought leaders to help advance the industry we’re most passionate about.
We are actively looking for a Client Success Manager to grow client relationships and act as the first point of contact for the account. Client Success Manager will orchestrate and lead resources to ensure client success and ensure the client increases the usage of services. The ideal candidate will possess both customer facing and a technical background that enables them to drive engagements with top tier executives.
Managing client programs in software development that have grown in scale.
Ensuring that contract terms & conditions are met, including invoicing requirements.
Extend existing client contracts and manage all engagement renewals.
Manage financial aspects of client contracts (burn rates).
Identify upselling and cross selling opportunities in existing relationship base/vertical.
Work with Senior Account Executive to expand relationship base across locations/lines of business.
Handle objections independently and build positive and trusting relationships with the client.
Address customer and associate issues during the course of project work
Conduct performance reviews with client managers.
Create client facing deliverables that show account/project health and roadmap.
Day to day execution of client projects while guiding and developing individual team members. Build on leadership skills and leverage interest in inspiring others, building strong relationships, and creating a true followership.
Manage accounts while developing strong customer relationships (from C-suite to manager level) to ensure continued engagement and program success.
Identify potential upsell opportunities through services to grow the footprint and gain broader adoption.
Manage client engagements and ensure expectations are reasonable and clearly defined in the scope of work.
Develops and implements process and procedures to improve operational efficiency.
Oversees cross functional work areas targeted to resolve issues raised by customers.
Manages the customer service operations, which deals directly with customers and is the first point of contact.
Develops, tracks and reports key performance measurements for the unit.
Sales Director-Central and West
The Sales Director is responsible for driving product sales within strategic financial institutions both customers and prospects. This individual will carry a personal sales quota to provide behavioral analytics and machine learning solutions for AML and fraud detection to top financial industry Guardian clients, and prospects. You will leverage onsite demonstrations and personal relationships. The candidate has a consultative approach and is a hunter/closer that is comfortable driving a lot of activity, excellent at selling value, as well as setting and surpassing customer expectations. We require someone that leads with insight, has an aggressive and entrepreneurial approach to sales, strong execution skills, tenacious, focused, responsible, and accountable. This role reports to the VP of Global Sales.
Exceed annual sales targets
Prospecting, building a pipeline and selling SaaS based solutions to strategic clients
Partner with industry leaders in targeted market segments. Work closely with partners to generate new leads and opportunities
Engage with C-level prospects to position strategic value proposition and quarterback the deal to closure
Build out an account penetration model that encourages multi-angle access into key accounts
Build excellent client relationships that lead to high customer satisfaction references, and referrals
Will support and collaborate with cross-functional teams including Marketing, Pre-sales, Professional Services, and Engineering related to customer engagements and customer strategy
Required Skills and Experience:
7+ years of proven solution selling experience with enterprise software/SaaS solutions
Experience selling at the C-level with a particular emphasis on Risk and Compliance
Proven track record of consistently exceeding quota
Clear communications and executive level presentation skills
Prior experience with CRM solutions such as Salesforce.com
Willingness to travel (US and Canada)
Excellent interpersonal and leadership skills
Bachelor’s Degree or equivalent
Additional Preferred Qualifications:
Exposure to Challenger Selling
Proven use of value-based selling
About Guardian Analytics Guardian Analytics is the pioneer and leading provider of behavioral analytics and machine learning solutions for detecting banking and B2B vendor portal fraud. Hundreds of financial institutions have standardized on Guardian Analytics’ innovative solutions to mitigate fraud risk and rely on the company to stop Financial Crime.
Remote (North Carolina, South Carolina, Georgia, Florida)
Enterprise Account Executive – Southeast
WHO WE ARE
Our client is a Series B – Open Source Database Vendor Solution and is on a mission to bring better insights and real time data-driven decisions to every business. Everything we do is aimed at making sure our customers love every aspect of our solution, from our products and technologies to our ease of doing business and our support. We are looking for curiously brilliant individuals to join our team as we reinvent data analytics.
WHAT WE'VE GOT GOING ON
As a key contributor to our sales team, you'll cultivate territory, acquire new customers, and drive revenue growth. With a consultative, diagnostic approach to the sales process, you’ll develop trust and accountability with your customer. You’ll passionately position our solution as the next generation BI platform. You'll foster Customer Love.
Team selling is our philosophy - Let’s win together! This role is Virtual –focusing on Southeast (Carolinas/ GA/ FL)
WHAT WE NEED YOU TO DO
Expertly drive a complex buying cycle with technical decision makers and engage internal customer stakeholders
In partnership with Sales Engineering; uncover true customer needs, lead discovery meetings, produce tailored demos, deliver Proof of Concepts
Negotiate contracts, close business and collaborate with Customer Success to map revenue strategy and long term success for the customer organization
Champion for customer references and case studies
Deliver accurate forecasting, pipeline management and campaign nurturing within SFDC
Accountability for quarterly and annual revenue delivery
Assimilate and share competitor intelligence keeping internal product and marketing teams informed of market activity
WHAT YOU BRING
Minimum of 7+ years successfully closing new business in annual or multi-annual SaaS contracts
Previous exposure to BI, Analytics or Big Data ecosystem selling to Enterprise Clients/Prospects.
Demonstrated success of consistent, quarter-over-quarter quota attainment
Entrepreneurial business savvy, comfortable to contribute & operate within a start-up environment
Personal passion for Data, Analytics and Business Intelligence and a strong understanding for the importance of leveraging data to make critical business decisions
Please contact Rick Delin @ Rdelin@lloydstaffing.com