Job description

About USDM

USDM Life Sciences is a premier consulting company with 20+ years of experience assisting heavily regulated biotech, medical device, and pharmaceutical companies with their GxP technologies to accelerate growth. Our deep domain knowledge and technology expertise in life sciences business processes are what sets us apart. From strategy to implementation and adoption, we have delivered thousands of GxP projects globally.

As part of the USDM team, you have the opportunity to work with cutting edge technologies through our many partnerships with companies like Microsoft, Google, Oracle, DocuSign, Box, and many more. From molecule to market, you will help connect technology, people, and data in new ways to generate real-time insights to improve business outcomes for USDM’s clients. Are you ready to make an impact and drive real digital transformation in life sciences?

Founded in Santa Barbara in 1999, USDM has grown to a progressive, global company with 300+ remote employees and offices throughout the US, Canada, and Germany.

Objective

Fill the Account Manager’s (AM) pipeline 3X to help secure the Marketing Direct Gross Profit quota, as well as, support achievement of USDM’s overall Gross Profit objectives.

Nature and Scope of Job

Business Development Managers (BDs) convert leads from webinars, white paper download, quick contact, etc. into meetings and opportunities and hands off to the AM. BDs can also support direct Account outreach activities. The BD is a highly motivated, fast moving and creative individual who can quickly move the conversation to any of the solutions in the USDM Solution portfolio or to staffing based on what the BD hears from the customer. The BD likes to get the quick win, get the ball rolling, hand it off and move on to the next close.

Primary Responsibilities

• Connecting the dots with Pardot leads – reviews all the data at the contact level – previous downloads, webinar registrations and sales activity as well as looking at the account holistically to see any recent trends. For example, several people with QA titles downloading something about Data Integrity may mean there is a company-wide initiative for Data Integrity and we should lead with that messaging.
• Quickly and carefully responding to customer requests for information to get them to agree to meet or to lock in a new opportunity.
• Translating leads (webinar registrations, downloads, quick contacts, etc) into: Meetings with a relevant contact – if the account and the title/persona is a target, no need to be qualified. If the account and/or title persona is not a target, there should at least be an unqualified opportunity, Unqualified opportunities, Qualified opportunities – during the initial scoping call, a customer may share details about an opportunity to qualify it, and Advanced opportunities – BD will always attempt to pull in AMs early in the sales process. Occasionally, a customer may share all of the details to progress the opportunity before the AM is engaged. This is an exception and not the norm.
• Identifying new Logo accounts that can be grown over time.
• Resurrecting dormant accounts and relationships.
• Meeting Setup: Develop Call Plan “Shell” for all customer meetings. Invites the team members to contribute. Ensures that AM is engaged and driving the Call Plan forward. Contributing to Call Plans – supporting the discussion around the agenda, the “high impact questions,” the pitch / proposed solutions.
• Support AMs in sales process to close Gross Profit goals.

Skills and Specifications

• Three or more years of proven regional / national direct (inside) B to B new customer selling experience.
• Three or more years selling into life sciences customers.
• Mastery of the talking points for USDM’s solutions to be able to set up a meeting.
• Able to provide annual sales performance to quota for all years of experience.
• Use of Salesforce: Entering call activity and scheduling follow-up tasks, Profiling key details about Account, Campaigns – add people to campaigns and managing outreach through campaigns, and Reports/dashboards – basic skills to customize.
• Leveraging tools such as Zoom Info LinkedIn, Pardot and Visitor Tracker and highly proficient in Word, PowerPoint, Excel and Outlook.
• Exceptional verbal and written and time management skills.
• Decision-making, problem resolution and creative thinking skills.
• Able to work in fast-paced, self-directed entrepreneurial environment.

Education & Certification Requirements

• University certificate or degree with a minimum of 5 years of related experience.

Working Conditions

The working conditions described here are representative of those that must be met by an employee to successfully perform the essential responsibilities and functions of the job and are not meant to be all inclusive. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential responsibilities and functions of the job.

Unless reasonable accommodations can be made, while performing this job the staff member shall:

• Sit or stand at a desk in an environmentally controlled home office environment for prolonged periods of time.
• Constantly operate a computer and other office productivity machinery, such as a calculator, scanner, or printer.
• Frequently communicate with stakeholders via telephone, email, or instant message. Must be able to exchange accurate information in these situations.

Equal Opportunity Statement

USDM Life Sciences is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Disclaimer

This job description is intended to describe the general nature and the level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. USDM Life Sciences reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.

Job Type: Full-time

Pay: $50,000.00 - $60,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay

COVID-19 considerations:
This role can be done 100% remote

Experience:

• Business development: 2 years (Required)
• SaaS: 2 years (Required)

Work Location: Remote

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