Sales Manager

Description

About Norstella

Norstella unites five market-leading companies that all have a shared goal of improving patient access to life saving therapy. Each organization (Citeline, Evaluate, MMIT, Panalgo, & The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making. Together, we help our clients:

• Accelerate the drug development cycle

• Bring the right drugs to market
• Identify barriers to patient access
• Turn data into insights faster
• Think strategically for specialty therapeutics

By combining the efforts of each organization under Norstella, we offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics.

Citeline, part of the Norstella Group, provides pharmaceutical companies and contract research organizations with timely intelligence and insight to help them make better decisions. We are seeking a confident and driven Account Manager with a proven track record in exceeding new business sales targets and networking in the healthcare arena. This is an excellent opportunity with unlimited earning potential for a self-starter who enjoys cultivating client relationships and uncovering new sales. The role involves managing a defined book of existing accounts, fostering long-term strategic relationships with key client stakeholders, and strategically growing existing accounts.

About The Position

The Citeline Sales Manager is responsible for leading a team of 4 sales professionals to drive New Bookings & Renewal growth for the business. The Sales Manager plays a crucial role in ensuring the success of Citeline's sales efforts. The ideal candidate will thrive on achieving results, elevating team performance to surpass pipeline growth and sales targets. As a consultative seller, the successful candidate will have their own track record of sales performance and possess a relentless drive for success as an integral part of a diverse global team. This role requires strong leadership skills, a deep understanding of the industry, and the ability to cultivate and maintain relationships with clients.

Responsibilities

• Create & maintain a culture & environment of Winning, Growing & Belonging
• Prioritize Hyper-Growth to exceed Monthly, Quarterly & Annual Sales Targets for both New Bookings & Renewals
• Set the focus & direction for the team and support them in execution.
• Take a hands-on approach to planning Sales funnel development and growth of sales, supporting your team with account specific planning and strategy.
• Generate sales growth through traditional and professionally creative methods.
• Identify new business opportunities and market trends.
• Consistently recruit excellent talent
• Develop outstanding professional relationships to maximize lifetime value of each account.
• Use a range of communication, sales and negotiation frameworks to grow sales to assigned clients.
• Collaborate with your Sales Leaders, Marketing and Customer Success teams to devise and pursue Account Development strategies.
• Provide accurate and up-to-date sales pipeline reports and sales forecasts.
• Weekly Pipeline reviews to ensure your team fully understands client needs; buying triggers; and has a robust action plan to progress and win each deal.
• Keep the team inspired & focused at all times

Requirements:

• Bachelor’s Degree (BS / BSc preferable). MBA a ‘plus’

• 10+ years commercial experience, 5-8 years of experience in a Sales Leadership capacity.
• The successful candidate will have a strong track record in managing and closing multifaceted software/services portfolio solutions such as business data/intelligence or SaaS solutions, to Pharma/Biotech such as Data Analytics, Patient Recruitment, eClinical, Regulatory, Pharmacovigilance, Quality, Clinical Trial Supplies, Manufacturing and Execution Systems, Enterprise Resource Planning, Clinical Trial Design or CRO Services.
• Emotionally intelligent and able to manage a complex stakeholder environment, engaging across multi-stakeholder groups to drive both new logo acquisition as well as account development and retention.
• This individual will have an excellent knowledge of sales processes, tactics, and strategies, bringing best practice in selling to both high-volume midmarket accounts within a large Pharma organization.
• This individual will be willing to travel up to 30%

The guiding principles for success at Norstella:

01: Bold, Passionate, Mission-First 

We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients. Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.

02: Integrity, Truth, Reality

We make promises that we can keep, and goals that push us to new heights. Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t. By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.

03: Kindness, Empathy, Grace

We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude. We use this principle across the organization to collaborate and build lines of open communication.

04: Resilience, Mettle, Perseverance

We will persevere – even in difficult and challenging situations. Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission.

05: Humility, Gratitude, Learning

We will be true learners by showing humility and gratitude in our work. We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.

Benefits:

Employee experience is very important to us. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally. Our benefits include:

• Medical Benefits, Dental Benefits, Vision Benefits
• Flexible Spending Account (FSA), Health Savings Account (HSA)
• Basic Life and Personal Accident Insurance, Basic Disability Insurance, Voluntary Group Life Insurance, Voluntary Personal Accident Insurance
• 401k Plan with Employer match
• Paid Time Off (PTO) – 10 Company Holidays, 15 Vacation Days, 2 Floating Holidays, Birthday Day and 4 Volunteer Days

The expected base salary for this position ranges from $150,000 to $175,000 plus commission. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.

Citeline is an Equal Opportunity Employer. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected 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.