Director of Client Relations - East Coast

Company: IPA (ImmunoPrecise Antibodies)
Location: Boston
Posted on: June 25, 2022

Job Description:

Description of CompanyImmunoPrecise Antibodies (IPA) is a Contract Research Organization (CRO) with end-to-end technology solutions empowering clients in the discovery and development of antibody therapeutics and diagnostics. We serve our partners through a multi-national, integrated network of facilities in North America and Europe. This enables us to offer a comprehensive range of antibody discovery and development services including, for example, custom antibody generation, characterization, engineering, manufacturing, and humanization. Located in North America and Europe, ImmunoPrecise serves many of the world's top biotech and pharmaceutical companies in the common mission of conquering life-threatening diseases. -Job Title: Director of Client relations - East CoastLocation: Boston
Job Description: The Director of Sales will represent the Company and provide support and oversight for all sales activities for the Company's end-to-end services spanning antibody discovery, analytical and characterization studies, antibody engineering and optimization, and recombinant protein manufacturing services. The Director of Sales will develop and maintain business relationships with existing and potential clients in North America, while support global team efforts. They will drive profitable growth and collaborate with the finance and business development teams to provide the support needed for commercial operations. -Key responsibilities shall include:

• Manage key accounts and contract negotiations
• Represent and sell all services
• Identify, evaluate, and document new potential opportunities
• Prepare and present technical presentations for high stakes client meetings
• Represent company at conferences, exhibitions, trade shows and during client visits
• Develop and maintain a current understanding of the external marketplace (e.g. conditions, trends and competitors) as well as internal capabilities and technologies
• Stay abreast of new technologies and new markets and relay these back to team when relevant
• Possess a thorough understanding of our capabilities
• Build new, strategic relationships and collaborations
• Prepare and deliver client proposals in collaboration with Program Managers
• Develop project strategies with the client (assisted by scientific team)
• Manage client account projects from introduction to receipt of purchase orders
• Achieve annual sales plan and sales targets
• Establish, nurture, and grow client relationships at the appropriate levels
• Maintain a current knowledge of sales and project management skills and techniques
• Manage sales activities on a CRM platform
• Engage in the strategic and tactical development of the sales and marketing function, (including customer relationships, customer contracts, purchase order management, order fulfillment, and forecasting and budgeting)
• Contribute to the implementation of marketing initiatives including providing market information - -REQUIREMENTS:
  • Masters or PhD with strong scientific background; depending on relevant experience
  • 10+ years of experience in the biotech/pharmaceutical industry with at least five of those years in a sales role, preferably at a CRO
  • Preferred experience in antibody research, sales, or business development
  • Demonstrated track record of successfully negotiating and closing on sales deals
  • Excellent client facing skills and ability to develop deep, long-term relationships; must be able to command a meeting with executives
  • Experience selling services directly to the pharmaceutical and biotech industry with direct interaction with mid-level and executive level decision makers
  • Demonstrated ability to build sales messages, generate and close deals
  • Contributes to an effective team environment
  • Significant contact network within innovative Pharma/Biotech industry in North America
  • Experience of working in a multi-national organization; able to work autonomously
  • Dynamic personality focused on results
  • Demonstrated expertise in leadership/management development, performance management and change management
  • A blend of strategic and operational expertise and a record of accomplishment demonstrating leadership in diverse, fast-changing environments and delivering strong operational results
  • Experience and passion to scale and grow a complex business, including a demonstrated record of success facilitating progressive organizational change

Keywords: IPA (ImmunoPrecise Antibodies), Boston , Director of Client Relations - East Coast, Executive , Boston, Massachusetts