China Business Development Lead
1 month ago
Drive Growth in the Chinese Market
Norstella, a leading pharma intelligence solution provider, is seeking an ambitious Senior Business Development Manager to join our APAC Sales Team in Shanghai. As a key role in the region, you will be responsible for driving and acquiring new logo prospective clients in the pharmaceutical industry.
To succeed in this position, you must be a self-driven, tenacious, intelligent, articulate self-starter with excellent communication and negotiation skills. You should enjoy cultivating client relationships and uncovering new sales opportunities, as well as working for an organization with excellent career development opportunities.
The ideal candidate will have experience in B2B new logo selling, a proven track record of winning new business contracts, and healthcare/drug development/pharmaceutical industry-related work experience. Strong networking and rapport-building ability, as well as the ability to present complex ideas and products simply, are essential.
This is an exciting opportunity to join a fast-paced and high-growth company, with 50% travel required to meet with clients. You will be part of a global team that has delivered double-digit growth in recent years and has high growth expectations for 2024.
About Norstella
Norstella unites best-in-class brands to help clients navigate the complexities of the drug development life cycle. Our mission is to help our clients bring life-saving therapies to market quicker – and help patients in need.
Our global team provides world-class solutions in the USA, UK, The Netherlands, Japan, China, and India. We offer a range of expertise, cutting-edge data solutions, and expert advisory services alongside advanced technologies such as real-world data, machine learning, and predictive analytics.
Responsibilities
- Prioritize hyper-growth to exceed monthly, quarterly, and annual sales targets for new logo booking
- Hold consultative and value-based discussions with prospective clients to identify business needs and issues and 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 and revenue, their mission and 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
- Meet and communicate with 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, and clients to provide excellent service and 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 and 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 environments
- 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 Us
Norstella is committed to diversity, equity, and inclusion. We welcome applications from diverse candidates who are passionate about delivering exceptional results and making a meaningful impact in the pharmaceutical industry.
Location and Salary
Shanghai, China. Estimated salary: $120,000 - $180,000 per year, depending on experience and qualifications.
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