MJH Associates

Business Development, Market Research

4 months ago
Job ID
2017-1201
Category
Sales
US-NJ-Cranbury

Overview

Michael J. Hennessy Associates, Inc., is dedicated to providing healthcare professionals with the information and resources they need to optimize the quality care of their patients. As a company, we are the preferred source of daily news and information within the healthcare industry, and are committed to launching innovative platforms and video programming. Our passion for preserving quality of life and advancing healthcare is paramount to everything we do.

 

Our company values its relationships with clients fostered by our commitment to listening, understanding, and developing comprehensive solutions to meet their information and marketing goals. As a full-service, healthcare communications and media company, we are continuously striving to identify new areas of publishing to improve our offerings to our readers and clients.

 

The Business Development/Market Research will be responsible for leading and developing the Healthcare Research & Analytics (HRA) division sales/new business development team in increasing revenue and market share within the marketplace. Additional responsibility includes personal accountability for managing 5-8 client companies. A core responsibility as Business Development/Market Research is to develop relationships with key customer across our book of business, assessing their requirements and needs, and actively marketing all of the HRA (and related) capabilities to satisfy those needs across multiple client companies in collaboration with the full sales team.

 

** The position is located in Cranbury, NJ**

 

Responsibilities

• Lead the HRA sales team, attract and develop experienced sales associates and sales trainees

•Identify and understand customer imperatives, goals and objectives 
• Responsible and accountable for the account planning and selling into a number of well-defined accounts across the Pharmaceutical,  Biotech and Medical Devices areas and deeply penetrating the top 5–8 accounts with very detailed business plans and business  objectives 
• Accountable for overall HRA sales strategy and team goals working closely with senior leadership

• Drive consistency in selling strategy and approach across the sales team

• Develop and implement creative, effective marketing and sales programs to achieve specific individual sales revenue targets across all of HRA product and service lines 

• Conduct quarterly account reviews to assess progress against objectives 

• Develop specific account plans reflecting the strategy and objectives defined by HRA Leadership team and Practice Area

• Demonstrate and employ the ability to establish convergence among people and ideas (internally and externally) 

• Achieve annual revenue & profit targets by account through effective methods (prospecting, relationship building, lead & proposal  generation, consultative selling, etc.) 

• Maintain a high level of client satisfaction 

• Attend seminars/conferences as appropriate for Pharma Industry and Sales Management 

• Stay abreast of client and market issues 

• Lead and manage, on a daily basis, a multi-functional team and operate within a clearly define system of roles and responsibilities, across multiple product & service areas, and cross-organizational team members, and, monitor the performance of the individual team members and the overall team toward setting and attaining; goals, objectives and performance 

• Collaborate with the other sales leaders and Division Presidents across the broader organization to drive teamwork and create      synergies

• Ensure that the MJH sales model is in place 

• Work with Sales, Research & Operations team to:
Drive proposal process
Leverage current business to drive additional business
Meet or exceed client deadlines for RFPs and project delivery
Drive “in person” presentations of completed projects and use these meetings to drive new opportunities
• Drive the Oncology and Managed Markets Centers of Excellence

Qualifications

• Primary market research sales experience and sales leadership is required

• Strong network of contacts and relationships within pharma and biotech

• Ability to build and execute on account plans

• Forecast and communicate business goals month to month

• Ability to manage multiple client companies, contacts, projects, priorities and timelines

• Ability to lead the sales/new business development team, work in collaboration with a broader cross-functional team, clearly define roles and responsibilities of the sales team members and monitor the performance of the individuals and the overall team

• Strong communication and interpersonal skills

• Positive attitude and creativity through the peaks and valleys of the sales cycle

• Passion to seek out, or create new business opportunities

• Ability to work in a service delivery business model

 

Michael J. Hennessy Associates, Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. All employees of Michael J. Hennessy Associates, Inc. are employed “At Will.” This means that either the employee or the Company is free to end the employment relationship at any time, for any reason, with or without cause and with or without notice.

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