About this role
What you'll be doing
- Responsible for new and repeat sales of Sapio products and professional services to assigned prospects and accounts.
- Meeting established sales quotas.
- Accurately forecast customer business commitments.
- Have a good working knowledge of Sapio’s products and professional service offerings and capabilities. Understand the features and benefits and vale proposition of our products.
- Build relationships with prospects with the aim of ensuring they remain aware of Sapio’s direction and that Sapio stays aligned to their current and emerging needs.
- Sell consultatively and make recommendations on the various Sapio product configuration choices and professional service alternatives.
- Arrange meetings with sales prospects and deliver presentations conveying
- Communicate the customer's goals and represent the customer's requirements to Sapio colleagues.
- Manage creation of timely customer proposals and quotations as needed to secure business.
- Adhere to and manage the sales process while developing the strategy for key customers.
- Create Account Plans and Opportunities Plans that orchestrate Sapio activities from outbound campaigns to deal closure.
- Collaborate with Customer Success Management to plan and execute to development of lasting partnerships with ideal Sapio clients.
- Support lead generation activities including marketing campaigns, events, territory plan development and direct outbound activities.
What we are looking for:
- Proven sales experience in life science/pharmaceutical or clinical industry, including traditional account management responsibilities, ideally with experience with LIMS/ELN solutions.
- Proven ability and track record of achieving sales quotas.
- Ability to travel to global and regional customer accounts as required
- Proven ability to incept and cultivate high-calibre customer relationships
- Experienced with a CRM and professional adherence to company standards
- Self-motivated, goal-oriented, and consistent work approach.
- Self-disciplined. Able to work independently.
- Strong prioritization skills and excellent work ethic.
- Ability to succeed from remote, non-supervised locations.
- Deliver Company presentations exceptionally.
- Excellent verbal and written communication skills.
- Proactive and a good team player.
- Plan and execute responsibilities with minimal direction.
- Maintain accurate records in Sapio’s CRM of regional sales and prospecting activities, including sales calls, presentations, closed sales, and follow-up activities, including regular management status and call reports.
- Responsible for active, timely, visible, and ongoing customer communications and occasional conflict resolution.
- Be familiar with account-related legal documents.
- Monitor Sapio projects to maintain a continuous knowledge of project status in order to identify potential issues.
It's a bonus if you have the following:
- Scientific domain understanding in areas across Discovery, Research, Development, Clinical and Manufacturing.
- An appreciation for the AI landscape disrupting the current lab environment.
- Familiarity with Value Engineering frameworks and business case creation aligned with selling Enterprise software.
- Awareness of the competitive landscape and key differentiators
- AI skills in incorporating tooling to improve both the effectiveness and efficiency of their own and their team’s work.
What we offer:
- A competitive salary and benefits package
- Flexibility to work remotely, with opportunities to travel
- A comprehensive onboarding and training programme
- Ongoing opportunities for professional growth and development
- A collaborative, inclusive and supportive work environment.