Overview:
The Business Development Representative (BDR) role will focus on prospect accounts in the EU. In this role you will work closely as part of our Sales Team to prospect a list of accounts which will be provided to you and hand-off to our Account Executives. You will maintain a thorough understanding of Certara service offerings, industry knowledge including competitive landscape, customer pain points and needs in order to properly position the solution and qualify-in/qualify-out campaign responders. This is a high-energy position as goals are a minimum 100 prospecting activities per day. This role requires an individual who is extremely positive, motivated, enthusiastic, results-driven, pays great attention to detail, is coachable and wants a career in drug development service sales. As a BDR for Certara it will be critical for you to conduct business dealings with prospects in a way that creates a superior customer/prospect experience that will set the stage for a future sale of the Certara solutions. The ideal candidate for this position will possess a strong sales aptitude, a willingness to perform sales campaigns, and the flexibility to work an alternative schedule to meet the needs of our customers.
Responsibilities:
Certara is a growing company that provides a dynamic and exciting place to work. Our purpose is to assist in accelerating the development of meaningful medicines that make an impact on our society and the people that need them most. Innovation and creativity are highly valued, and everyone is given the opportunity for training and continuous development. Our portfolio spans the discovery, preclinical, clinical and post-marketing phases of drug development, working with 1,200 commercial companies, 250 academic institutions, and numerous regulatory agencies.
The Business Development Representative (BDR) role will focus on prospect accounts in the EU. In this role you will work closely as part of our Sales Team to prospect a list of accounts which will be provided to you and hand-off to our Account Executives. You will maintain a thorough understanding of Certara service offerings, industry knowledge including competitive landscape, customer pain points and needs in order to properly position the solution and qualify-in/qualify-out campaign responders. This is a high-energy position as goals are a minimum 100 prospecting activities per day. This role requires an individual who is extremely positive, motivated, enthusiastic, results-driven, pays great attention to detail, is coachable and wants a career in drug development service sales. As a BDR for Certara it will be critical for you to conduct business dealings with prospects in a way that creates a superior customer/prospect experience that will set the stage for a future sale of the Certara solutions. The ideal candidate for this position will possess a strong sales aptitude, a willingness to perform sales campaigns, and the flexibility to work an alternative schedule to meet the needs of our customers.
- Meet/exceed Sales Assigned and Sales Qualified Lead goals on a weekly and monthly basis
- Meet/exceed Key Performance Indicator (KPI) metrics on daily/weekly prospecting activities (200 blended activities daily e.g 50 calls / 100 emails/ 50 LI messages)
- Document all activities (phone and email outreach)
- Qualify prospects to the correct agreed upon criteria with the sales organization
- Host Hand-off calls with prospects and the sales team
- Develop and maintain superior relationships with prospects and customers
- Build a strong pipeline to support assigned software quotas to account executives
- Gather market intelligence and relay to management in order to improve offerings and communication for various market needs
- Bachelor’s degree in business or within a science related discipline
- 1-2 years as a lead generation representative, preferably within the pharmaceutical industry.
- Attention to detail for capturing all prospect interaction notes into Salesforce
- Experienced in the MS Office suite (Excel/Word/PPT)
- Excellent verbal and written communication skills
- Strong organizational skills with the ability to multi-task and set priorities
- Ability to work in a high energy team environment
- Must be capable of communicating value propositions for software and services to effectively identify opportunities
- Ability to support bookings pipeline forecasts for account executives
- Must be able to multitask and have strong organizational skills
- Self-motivated professional with ability to work with minimal supervision in a team environment
Certara bases all employment-related decision on merit, taking into consideration qualifications, skills, achievement, and performance. We treat all applicants and employees without regard to personal characteristics such as race, color, ethnicity, religion, sex, sexual orientation, age, nationality, marital status, pregnancy, physical or mental condition, genetic information, military service, or other characteristic protected by law.
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