Sales Director

This function of the Commercial Department oversees all new client acquisition programs and the development strategies for current clients to ensure Arriello meets its strategic goals and growth plans.

What will be your key responsibilities:

The main purpose of this role is to:
1. Co-ordinate and lead the day-to-day sales activities and sales team at Arriello, and to report same to Arriello’s Senior Leadership Team (SLT) and occasionally to the Board of Directors (BoD).
2. Ensure that Arriello’s commercial contracts are appropriately scoped and priced, in line with agreed company financial goals.
3. Act as a collaborative business partner to the other business functions at Arriello,
4. Provide data driven insight into market conditions, together with Marketing, and accurate Arriello performance metrics to SLT/BoD,
5. Ensure that the data Arriello maintains in its Customer Relationship Management (CRM) system is accurate and of sufficiently high quality to facilitate a) better management decision making regarding market opportunities and b) meaningful and value adding dialogue with Arriello’s clients.
6. Manage vendor identification and selection, in collaboration with VM QA and other relevant stakeholders in Arriello.

ROLE DESCRIPTION & RESPONSIBILITIES:


Management of Sales Activities
  • Develop, set and monitor goals for each area of the Sales Function and team members to;
o Set clear KPI and revenue goals for each person in the function,
o In conjunction with the Heads of Technical Departments, set clear KPI and Revenue goals across the technical functions of the business,
o Track and manage KPIs and targets and to support development where needed,
o Ensure team members have goals based on their experience, their development and their cost, o Ensure that the Commercial function maintains accurate and up-to-date information for regular and ad-hoc reviews,
o Track objectives by forecasting and developing annual sales quotas, projecting expected sales volume and gross profitability,
o Provide timely metric reporting so team meetings can focus on required areas,
o Through CRM use, provide fit for purpose reports and metrics to keep the SLT / BoD up-to-date on targets versus actuality, and the Head of Finance for their forecasting and planning needs.
  • Develop, implement and oversee a Key Account Management (KAM) / Customer Success programme at Arriello, in collaboration with the Technical Functions (PV, RA and A&QA).
  • Manage client target lists from the Lead Developer or other, and ensure these are contacted in a timely manner by the Business Development team and ensure that any designated Account Managers, not under the Commercial Function (currently PMs or, functional leads) are aware of the planned development of their client.
  • Support the development of prospecting strategies, together with Marketing, to meet agreed goals.
  • Monitor and manage the sales funnel, including undertaking ongoing sales funnel analysis, to:
o Understand the critical opportunity win / loss factors
o Reduce sales cycle time
o Improve sales conversion rates
  • Participate in client meetings and bid defences as required.

Oversight of Commercial Contracts
  • Maintain oversight of Arriello’s commercial contracts, to ensure scope, deliverables and budgets are in accordance with Arriello guidelines, and that project assumptions are clearly.
  • Ensure that commercial contracts are renewed in a timely manner prior to contract expirey.
  • Protect against revenue leakage by ensuring that annual price uplift clauses are implemented in accordance with the contract.
  • Work with inhouse legal counsel to identify contract risks and implement remediation actions as appropriate.

Sales Business Partnering
  • Work collaboratively with all internal functions in Arriello to promote and foster new commercial opportunities.
  • Routinely engage with critical functions in Arriello, such as Operations, Finance and HR, to ensure the business has clear visibility on key commercial opportunities for forecasting purposes.

Customer Relationship Management (CRM) data maintenance
  • Establish clear guidelines and policies regarding the use of Arriello’s CRM.
  • Monitor compliance with CRM policies to ensure the data quality within the CRM is appropriately robust.
  • Provide the SLT with BoD with accurate information on the status of the sales pipeline.

Vendor Management – Identification and Selection
  • Manage the vendor identification and selection process at Arriello, in close collaboration with VMQA, HoDs, and the Strategic Relationships Manager.

General
  • Oversee the recruiting, selecting, orienting and training employees for your team. As well as counselling and disciplining employees where required.
  • Work collaboratively with peers to support a culture of continuous process improvement.

What experience should you have:

  • University degree in a Scientific, Business or Marketing field
  • ~10 years experience in the pharmaceutical Industry
  • Demonstrable track record in meeting and exceeding commercial goals
  • Strong understanding of the outsourced pharmacovigilance and regulatory affairs market
  • Strong people management skills
  • Strong analytical and communication skills

What do you get in return:

  • Friendly work environment
  • Multinational team with 30 nationalities
  • Flexible working hours, working from home
  • Remote work is possible
  • Meal vouchers, Multisport card
  • Dog Friendly office
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