Sales Development Representative

The Client:

Our client is a global, rapidly growing, pricing and market access business combining state-of-the-art Digital Solutions and expert Consultancy Services.

They help the world’s largest pharma and biotech companies bring their products to market. With well above average year-on-year growth and preferred vendor status to the likes of Merck, Pfizer, Novartis, and Astra Zeneca among others, our client is revolutionising the approach to solving the world’s pricing and access complexities with our unique hybrid consultancy and digital solutions.

The Role:

Our client needs another Sales Development Representative (SDR) with a track record of working in direct sales within Market Access.

The SDR will work closely with the Marketing and Business Development team to support new customer acquisition activities such as nurturing and qualifying leads, setting up product demonstrations, sourcing new client contacts, building key account plans and taking responsibility for operational sales tasks to build a healthy pipeline of new business opportunities.

The SDR will be required to make cold calls, send personalised & contextual emails and prospect via LinkedIn.

They will also be comfortable with using CRM and marketing automation tools such as HubSpot.

The Person:

A bright, enthusiastic, self-starter who is hungry to make a career in Sales and is always striving for excellence.

Excellent communication skills and working in a cross-functional, multicultural environment will be key. Someone who is committed to deeply understanding customer needs (their personas, desired outcomes, challenges, what makes them tick), as well as how our client's products and services can solve their customer's challenges or otherwise improve their lives in a meaningful way.

A person who is comfortable meeting and exceeding our client's targets for revenue and customer success.

Key Responsibilities:

Prospecting: Conducting market research to identify potential customers or target accounts, gathering contact information, and generating leads. This involves utilising various sources such as databases, social media, industry events, and referrals.

Cold Calling/Outreach: Initiating contact with prospects through phone calls, emails, or other communication channels to introduce our client’s products, qualify leads, and schedule appointments or demonstrations for the BD team.

Qualification: Evaluating the potential fit of leads by engaging in conversations, asking relevant questions, and assessing their needs, budget, timeline, and decision-making authority. This process helps determine if the lead is a viable sales opportunity.

Lead Nurturing: Building and maintaining relationships with leads who are not yet ready to make a purchasing decision. This will involve regular follow-ups, providing relevant information, addressing questions or concerns, and guiding leads through the sales funnel.

Collaboration with the BD Team: Collaborating closely with the BD team, providing them with detailed and accurate information about qualified leads, ensuring a smooth handoff, and effectively communicating customer insights or feedback obtained during the qualification process.

CRM Management: Recording and updating prospect information, interactions, and sales activities in HubSpot to maintain accurate and up-to-date records, track progress, and facilitate collaboration within the sales team.

Continuous Learning: Staying informed about industry trends, market conditions, and competitors' offerings to effectively communicate the value proposition of our client’s products and services and engage in meaningful conversations with prospects.

Metrics and Reporting: Track and report on key performance indicators (KPIs) such as the number of calls made, leads generated, qualified opportunities, conversion rates, and other relevant metrics to evaluate individual performance.

Competencies:

• 2+ years of Pharma sales experience, preferably in Market Access, with a proven track record of driving revenue growth
• Specific experience selling digital SaaS solutions
• Excellent communication and presentation skills
• Strong analytical and problem-solving skills
• Ability to build and maintain strong relationships with key clients and prospects