Client Executive

Job Overview

The Client Executive will be responsible for managing and growing our client relationships, driving revenue growth, ensuring client satisfaction and business/strategic planning. The ideal candidate will have a strong background in sales and account management in the eClinical industry, with a proven track record of success.

Sales & Management of Client Relationships and External Opportunities

• Possess a solid understanding of the clinical research industry, preferably in study participant protection, or a background that would lead to an easy understanding of human research protection
• Identify and sell to new customers
• Develop and implement new business strategies to increase revenue and profitability from existing customers
• Penetrate high revenue pharmaceutical, biotechnology and medical device/MedTech companies
• Represent relevant Advarra services offerings across services and product / technology
• Partner with other Advarra business units to ensure penetration of Advarra’s services and products into our customers
• Utilize Salesforce to manage accounts, opportunities, contacts and all corresponding activities

Assessment of Customers

• Conduct market intelligence through research tools (e.g., Zymewire, Citeline, etc.) and networks of internal and external contacts to identify and create opportunities for growth
• Segment and prioritize clients within a defined territory based on revenue potential to Advarra
• Work directly with service delivery teams to understand product/service gaps and drive solutions through business development activities

Business / Strategic Planning

• Develop an annual business plan and assist management in developing the annual individual and team goals
• Evaluate territory performance quarterly and hold frequent strategic discussions with cross-functional teams

Budget Responsibilities

• Plan travel that allows for maximized customer interaction/resources spent
• Provide timely expense reports

Physical & Mental Requirements

• Sit or stand for extended periods of time at stationary workstation
• Regularly carry, raise, and lower objects of up to 10 Lbs.
• Focus and attention to tasks and responsibilities
• Verbal communication; listening and understanding, responding, and speaking

Company Information

At Advarra, we are passionate about making a difference in the world of clinical research and advancing human health. With a rich history rooted in ethical review services combined with innovative technology solutions and deep industry expertise, we are at the forefront of industry change. A market leader and pioneer, Advarra breaks the silos that impede clinical research, aligning patients, sites, sponsors, and CROs in a connected ecosystem to accelerate trials.

Company Culture

Our employees are the heart of Advarra. They are the key to our success and the driving force behind our mission and vision. Our values (Patient-Centric, Ethical, Quality Focused, Collaborative) guide our actions and decisions. Knowing the impact of our work on trial participants and patients, we act with urgency and purpose to advance clinical research so that people can live happier, healthier lives. At Advarra, we seek to foster an inclusive and collaborative environment where everyone is treated with respect and diverse perspectives are embraced. Treating one another, our clients, and clinical trial participants with empathy and care are key tenets of our culture at Advarra; we are committed to creating a workplace where each employee is not only valued but empowered to thrive and make a meaningful impact.

Basic Qualifications

• BS in Business, Marketing, or Life Science (MBA preferred) or equivalent combination of education and experience
• 7+ years’ experience within a sales or account management function within the eClinical industry

Preferred Qualifications

• Ability to develop and execute a territory and key account sales plan
• Effective interpersonal selling skills
• Strong business acumen
• Strong verbal and written communication skills
• Proficient in using CRM systems (preferably Salesforce.com)
• Possess a solid understanding of the clinical research industry, preferably in study participant protection, or a background that would lead to an easy understanding of human research protection
• Effectively identify customer needs
• Effectively work remotely