Job Information
Norstella SME Selling Manager, China in Huangpu District, China
SME Selling Manager, China
Company: Norstella
Location: Huangpu District, Shanghai, China
Date Posted: Aug 7, 2024
Employment Type: Full Time
Job ID: R-434
Description
About Norstella
At Norstella, our mission is simple: to help our clients bring life-saving therapies to market quicker—and help patients in need.
Founded in 2022, but with history going back to 1939, Norstella unites best-in-class brands to help clients navigate the complexities at each step of the drug development life cycle —and get the right treatments to the right patients at the right time.
Each organization (Citeline, Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making. Together, via our market-leading brands, we help our clients:
Citeline – accelerate the drug development cycle
Evaluate – bring the right drugs to market
MMIT – identify barrier to patient access
Panalgo – turn data into insight faster
The Dedham Group – think strategically for specialty therapeutics
By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics. As one of the largest global pharma intelligence solution providers, Norstella has a footprint across the globe with teams of experts delivering world class solutions in the USA, UK, The Netherlands, Japan, China and India.
Job description
To support our growth plans for 2024, we are looking for an experienced SME Selling Manager to join our global business in China to drive Medium and Small Accounts Revenue and report into the Head of China.
To be successful in this role, the ideal candidate will thrive on achieving results, elevating team performance to surpass pipeline growth and sales targets. As a consultative seller, the successful candidate will have their own track record of sales performance and possess a relentless drive for success as an integral part of a diverse global team. This role requires strong leadership skills, a deep understanding of the industry, and the ability to cultivate and maintain relationships with clients.
Key duties and responsibilities
Be accountable to achieve and exceed the agreed quarterly and annual sales targets as set forth by the business
As an expert of your clients, you will be responsible for understanding every facet of a clients business including organizational structure, performance, business strategy and key leadership
Execute against a comprehensive account and territory plan to drive new bookings within relevant whitespace
Proactively identify and capture opportunities or address risks at strategic and tactical levels
Demonstrate deep knowledge of your client base to align product offerings and packages with client needs
Full cycle of planning execution, collaborating with support teams internally (SDRs, Account Management, Solution Consulting and Consulting & Analytics) to drive success
Partner with Product management & Client Success teams to share feedback from client interactions and strive for continuous improvements in Norstella’s offering to Pharma companies.
Utilize SFDC to document all sales activities and provide accurate and up-to-date sales pipeline reports and forecasts on a weekly basis
Key requirements
At least 8+ years of experience in similar roles preferred
Account Leadership Experience: A proven track record expanding business with clients by engaging key stakeholders to understand their needs and provide value
Provide accurate and up-to-date sales pipeline reports and sales forecasts.
Weekly Pipeline reviews to ensure your team fully understands client needs; buying triggers; and has a robust action plan to progress and win each deal.
Strategic Perspective: You approach each interaction from a strategic point of view and create account plans to ensure alignment across internal teams, identifying risks and opportunities as they emerge to build and maintain effective relationships
Contracting Skills: Youve led contract negotiations in rapidly changing environments by proactively identifying risks and opportunities within each account
Knowledge of the Pharmaceutical Industry: You’re able to demonstrate deep knowledge of the pharmaceutical industry and speak the language of life sciences clients when communicating about the strategic value of Norstella’s solutions.
Consultative Sales Skills: You have proven consultative sales skills, including competitive market research, lead generation, prospecting, business development and closing sales
Collaboration: You have worked in a collaborative environment and thrive by partnering internally as well as with clients/prospects
High Close Ratios: You have strong presentation, communication, negotiation, objection handling skills leading to high close ratios
A desire to be the best in the team while supporting your fellow team members, to be their best
Our Guiding Principles for success at Norstella:
01: Bold, Passionate, Mission-First
We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients. Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.
02: Integrity, Truth, Reality
We make promises that we can keep, and goals that push us to new heights. Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t. By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.
03: Kindness, Empathy, Grace
We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude. We use this principle across the organization to collaborate and build lines of open communication.
04: Resilience, Mettle, Perseverance
We will persevere – even in difficult and challenging situations. Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission.
05: Humility, Gratitude, Learning
We will be true learners by showing humility and gratitude in our work. We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.
Additional Information
Travel: Minimal
Location: Hybrid - Shanghai office and remote office work
Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.
Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.