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Senior Business Development Manager

2 months ago

Shanghai, Shanghai, China Norstella Full time

About the Role:


We are seeking a highly motivated and experienced Senior Business Development Manager to join our team in China. As a key member of our APAC Sales Team, you will be responsible for driving and acquiring new logo prospective clients in the pharmaceutical industry.


Responsibilities:


  • Prioritize Hyper-Growth to exceed Monthly, Quarterly & Annual Sales Targets for New Logo Booking
  • Be proficient in holding a consultative and value-based discussion with prospective clients to identify business needs and issues and to present the key benefits and value propositions of products and consulting services.
  • Account Strategist - Strategically map out and plan your approach to acquire each account (Including Company size & Revenue; Their mission & Strategy; SWOT Analysis; Org Chart; Contact details & relationships; Current Services; Potential for Growth; Strategy for Growth and Implementation Schedule)
  • Be responsible for the full sales cycle leveraging support teams to help you.
  • Meet and communicate with your clients when appropriate, including online demonstrations, telephone, email, social media and face to face meetings as required.
  • Use a range of communication, sales and negotiation frameworks to grow new logo bookings. Master knowledge of our Business Intelligence product suite (subscriptions, one-time products, and consulting), our competitors & clients to provide excellent service & maximize sales.
  • Build and manage a robust pipeline and prepare accurate sales forecasts, new growth ideas and contingency plans
  • Continually improve your product and industry knowledge to ensure the best support can be offered to your customers and colleagues
  • Provide feedback from customer training sessions / meetings – share best practices with colleagues and 'manage up'
  • Maintain high customer satisfaction for all services, functions and experiences
  • Frequent travel: 50% of your time will be spent with your clients
  • Build on the success of Evaluate and Citeline sales in the region and have the opportunity to sell all products

Qualifications:


  • Experience in B2B New Logo Selling.
  • A proven track record of having successfully and consistently won new business contracts
  • Healthcare/drug development/pharmaceutical industry-related work experience
  • Experience selling technology solutions within the clinical services arena is a plus and would also be considered
  • New Business Selling experience directly to senior decision-makers
  • Strong networking and rapport building ability
  • Proven ability to successfully conduct business with clients in person
  • Ability to present complex ideas & products simply, so they resonate with your audience
  • Ability to present to different audiences / personas in their own 'language'
  • Ability to identify client challenges, and develop creative solutions in close collaboration with colleagues and clients to maximize product potential
  • Strong organizational skills set priorities and be flexible in changing, fast-paced, and high-stress environment
  • Highly developed business acumen and the ability to understand the wider issues of the industry
  • Excellent, communication, presentation, listening, negotiation and closing skills
  • Must be resident of China.
  • Ability to speak, read, and write in English to business level.
  • Ability to speak, read, and write in Chinese to native level.

About Norstella:


Norstella is a global pharma intelligence solution provider with a footprint across the globe. We unite best-in-class brands to help clients navigate the complexities at each step of the drug development life cycle.


Our Guiding Principles for success at Norstella:


  • Bold, Passionate, and Mission-First
  • Integrity, Truth, and Reality
  • Kindness, Empathy, and Grace
  • Resilience, Mettle, and Perseverance
  • Humility, Gratitude, and Learning

Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.


Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we're just as excited about you.


All legitimate roles with Norstella will be posted on Norstella's job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address: ApplicationHelp@norstella.com.