Account Executive - Clinical Trial Division

Posted 6 day

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Account management
Pharmaceuticals, Biotechnology
Buenos Aires Argentina



  • Meet or exceed the sales goal for the assigned accounts and/or territory by selling clinical supply chain services including supply chain optimization services, drug packaging, distribution, comparator drug services, total transportation management, and others as needed.
  • Develop collaboratively and implement specific Account Development Plans (ADP) including strategies, tactics, and initiatives designed to support the attainment of predetermined goals.
  • This includes the prioritization of accounts, identification of decision-makers and utilization of sales tools while leveraging events and marketing support (trade shows and conferences).
  • Maintain accurate forecasting, close dates, and associated business development activities in the designated CRM and quoting tool, specifically SFDC.
  • Provide clinical supplies sales and informational support for Clinical Trial Division Project Managers.
  • Lead and direct new project hand-offs.
  • Manage client expectations by collaborating with other Clinical Trial Division groups, such as Client Services, Operations, and with Subject Matter Experts (SMEs) and Executive Leadership Team (ELT) Members.
  • Build global integrated relationships that capitalize on the technical talent and knowledge base within the Clinical Trial Division to support the role of trusted advisor to clients.
  • Negotiate with customers while providing proposals, quotations, and service agreements that are properly reviewed and authorized by the Director of Sales, Contracts, Operations, and ELT, where required.
  • Evaluate performance against plan with the Director/Manager of Sales reviewing success and shortfalls.
  • Provide solutions, new services, or areas of technology that will enhance the current “Differentiate Value Proposition”.
  • Participate in training and development opportunities for critical Business and Strategic Selling; Communispond Executive Presentation Skills; Miller-Heiman; Socratic Selling, Thermo Fisher Scientific-Practical Process Improvement, etc., in order to maintain competency and to stay abreast of the latest business development tools.
  • Observe Clinical Trials Division company policy and Clinical Services SOP’s and make recommendations for improving the effectiveness of policies and procedures, where appropriate.
  • Apply Good Manufacturing Principles (GMP) in all areas of responsibility.
  • Accept other sales-related duties as assigned.


  • BS/BA or equivalent in business or the sciences.
  • 4 years of related clinical project experience plus 2 years of related sales experience. Preferably, this experience includes clinical protocol development and/or CRO sales.
  • Any combination of an advanced degree such as a Pharm.D. or MBA included with the related clinical supplies or sales experience may qualify for the minimum requirements for this position.
  • Clinical trials and/or materials management knowledge.
  • Demonstrated competency with software tools used for internal and external communications such as the Microsoft Office Suite, including MS PowerPoint,, or other CRM software.
  • Sales, communication and presentation skills.
  • Negotiation and problem-solving skills.
  • A valid driver’s license.
  • Up to 40% overnight travel may be required.
  • Ability to lift and carry a laptop computer, LCD projector and promotional materials into customer facilities frequently weighing 10–25 lbs.