What You'll Bring to The Team:At Florence, we're passionate about innovating the clinical trial process through improved Site Enablement to accelerate cures. As a Director of Business Development for Strategic Accounts, you will:Establish a working knowledge of Florence's SiteLink solution and the value proposition it provides to both Sponsors and CROs. Have a proven track record of sales excellence and high performance in selling innovation to new global large pharma and CRO strategic accounts. Achieve your annual bookings target by building and maintaining a 3X pipeline in Salesforce. Prospect and secure meetings with key stakeholders in the assigned portfolio of top 100 CRO/Sponsor global accounts and be able to confidently engage them in a discovery process to understand their highest priority business challenges in clinical operations. Establish relationships with Director, VP and SVP level execs across departments in clinical operations, innovation, drug development, procurement and information management. Motivate operational change at your clients through ROI models, current/state future state maps and case studies. Maintain accurate meeting notes, pipeline, forecast, quarterly business reviews, mutual action close plans and MEDDIC reviews. Upon securing new accounts, design an overall strategy to drive the growth of the account by implementing SiteLink on all future studies.Partner with Florence's Implementation, Customer Success, Product, Development and other functional teams internally to manage flawless delivery and scale the business through high customer satisfaction. You are: Customer focused:You will influence and partner with our most important accounts and bring value to the work they are trying to accomplish.Action-oriented and organized:Proactive mindset that bridges ideas to implementable solutions, and can help move both internal and external stakeholders to quickly solve problems.Results-focused:Have the ability to develop deep relationships with CRO/Sponsor stakeholders and have shown a proven ability to navigate multi-faceted Customer organizations with repeated success.A leader:Can set an agenda that is aggressive, but realizable, and wins followers with a positive and energetic approach to work and life. Gets energy from solving difficult problems.Clear communicator:Shows exceptional project management, articulation of issues and an ability to navigate Florence stakeholders across teams to solve problems.An Ideal Candidate Has:BA or BS degree or equivalent work experience5+ years sales experienceExperience selling to global large pharma and CRO strategic accountsExperience selling software with a web-based demo approach is essentialDemonstrated experience managing complex sales cycles - acquiring both new logos and expansions
