Join a team dedicated to supporting the crucial mission of improving health outcomes.
At Merative, you can apply your skills – and grow new ones – with colleagues who have deep expertise in health and technology. Merative provides data, analytics and software for the health industry. Our clients include providers, health plans, employers, life sciences companies and governments around the world. With industry-leading products and focused innovation, we help customers improve decision-making and performance so that together, we drive real progress in health. Learn more at merative.com
The Zelta Sales Representative is an experienced, motivated consultative sales professional responsible for eClinical sales to key life sciences and related vertical accounts. You will be responsible for developing new relationships and driving annual spend growth in your assigned accounts in order to build a pipeline and close opportunities for the high-growth, Zelta eClinical Solution Portfolio. The solution sales team at Zelta works across top-tier Life Sciences and other Healthcare customers leveraging our industry-leading suite of eClinical software products and related clinical development consulting services that utilize our world-class real world evidence assets. This portfolio of assets has provided double-digit, year-over-year growth in the segment, and offers significant earnings and career growth potential for the seller. The sales representative will work with sales leadership and delivery to execute on sales strategy, provide voice of the customer feedback to portfolio owners and will be responsible for achieving account/territory revenue/signings targets.
Key Responsibilities:
• Drive new, targeted selling of the Zelta eClinical portfolio to assigned clients.
• Build relationships within target executives and key stakeholders at assigned accounts to identify needs, map to Zelta eClinical solutions, services and product offerings and close sales.
• Focus on continual development and progression of a pipeline of new business opportunities.
• Build and execute strategies to drive sales in assigned sales region/accounts and effectively and strategically qualify and win opportunities.
• Deliver sales to meet or exceed annual quota within assigned territory.
• Working with Client Services counterparts, assume responsibility for the total customer relationship during the sales cycle.
• Effectively build relationships, collaborate and partner with a cross-functional Zelta eClinical team to strategize and meet with prospective clients to understand business challenges and to deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue.
• Develop and execute strategic and tactical sales plans (in conjunction with sales leadership, capture, client services, and sales support groups) to identify and shape new opportunities.
• Effectively engage in complex negotiations with prospective clients, and with teaming partners around business commitments and the details of each proposal.
• Maintain regular contact with senior and executive-level decision makers utilizing both on-site sales visits and remote communication for assigned prospects.
• Team diversity implementation and direct our enablement training to include key areas for team unity, diversity. Assign quarterly training on Zelta eClinical values and best practices.
Basic Qualifications
• 7-10 years sales experience managing complex solutions sales in a healthcare-related sales role with a demonstrated track record of exceeding business objectives and sales quota.
• Experience selling eClinical solutions from a software or solution provider, or in a sales/business development role within a CRO.
• Solid understanding of the clinical development of both life sciences and CRO organizations.
• Be a self-starter, independent worker
• Ability to work in a matrix environment
• Strong writer and oral communicator
• Strong Business Development history
• Willingness to travel (average 25% - more at times)
Preferred Education
Bachelors degree required. Masters degree is a plus. Science-related fields of study an additional plus.
What We Do
Merative is a data, software and technology partner for the health and government social services industries, working with providers, health plans, employers, life sciences companies and governments.
With trusted technology and human expertise, the company works with clients to drive real progress. Merative helps clients orient information and insights around the people they serve to improve decision-making and performance.
Merative, formerly IBM Watson Health, became a new standalone company as part of Francisco Partners in 2022.
Learn more at merative.com
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