Client Executive at Advarra

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.

Job Overview Summary 

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. 

Job Duties & Responsibilities 

Sales & Management of Client Relationships and External Opportunities 

• Prospect for new business through traditional sales activities such as email outreach, cold calling, conference attendance, etc. 
• Develop and begin implementing new business strategies focusing on priorities to “close” new business 
• Further existing strategies and develop new strategies to increase revenue and profitability from existing customers 
• Penetrate high revenue pharmaceutical, biotechnology and medical device/MedTech companies resulting in increased revenue for Advarra 
• Provide the vision and necessary hands-on leadership to take advantage of the company’s growth opportunities 
• Represent relevant Advarra services offerings across services and product / technology and 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 then drive solutions through business development activities, driving towards completing the appropriate transaction 

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 
• Other duties will include working with key internal parties to identify promising segments or technologies, and evaluating strategic fit and potential for operational synergy 

Budget Responsibilities

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

Activities on the Business Development Team 

• Participate in training initiatives as part of the sales team 

Other

• Position requires travel 40 - 60% of the time 

Location 

This role is open to candidates working remotely in the United States. 

Basic Qualifications 

• BS in Business, Marketing, or Life Science (MBA preferred) or equivalent combination of education and experience 
• 7-10+ 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) 
• Selling to established customers and in identifying and selling to new customers 
• 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 identifying customer needs 
• Effective at working remotely 

Physical and Mental Requirements

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

Advarra is an equal opportunity employer that is committed to diversity, equity and inclusion and providing a workplace that is free from discrimination and harassment of any kind based on race, color, religion, creed, sex (including pregnancy, childbirth, and related medical conditions, sexual orientation, and gender identity), national origin, age, disability or genetic information or any other status or characteristic protected by federal, state, or local law.  Advarra provides equal employment opportunity to all individuals regardless of these protected characteristics. Further, Advarra takes affirmative action to ensure that applicants and employees are treated without regard to any of these protected characteristics in all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and separation from employment.