Inside Sales Account Manager

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 purpose of this role is to sell Advarra products and services to customers and prospects in assigned segment (Sponsors, Academic Medical Centers, Health Systems, and/or related sites). The Inside Sales Account Manager manages a pipeline from initial discovery to contract signature.

Job Duties & Responsibilities

• The Inside Sales Account Manager is responsible for achieving booking, revenue, and profit objectives within their assigned account territories including identifying sales opportunities through daily prospecting, qualifying opportunities, and efficiently leveraging Advarra resources to bring opportunities to a successful conclusion.
• Consistent attainment of booking, revenue, and profit targets within assigned territory.
• Daily prospecting efforts via various methods (calls, emails, messages, etc.) to build pipeline.
• Manage and maintain a pipeline of prospective clients and opportunities in the CRM system
• Directly responsible for closing sales transactions with clients and prospects.
• Directly responsible for collaborating with the Contracts & Legal team to organize mutual NDAs, MSAs, etc.
• Partner with Advarra’s Service & Solution Sales Teams (SSDs) to support pipeline progression and direct discussions and interactions with sponsors.
• Collaborate with the marketing and sales teams to follow up on leads generated from campaigns.
• Deliver compelling presentations and product demonstrations virtually.
• Maintaining and updating contact, account and opportunity data within company systems as directed including Salesforce.
• Provide exceptional customer service and maintain strong, long-term client relationships.
• Prepare and deliver accurate sales reports and forecasts to management.

Location

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

Basic Qualifications

• Bachelor’s degree or equivalent combination of education and relevant experience
• 1-3 years of experience in direct sales, account management, or business development

Preferred Qualifications

• Enterprise software experience and healthcare and/or clinical research experience preferred
• Excellent organizational and time management skills with ability to multi-task
• Excellent verbal and written communication skills
• Knowledge of computer usage in a web-based environment
• Ability to gain executive credibility, understand organizational political dynamics and competitive awareness
• Strong business planning skills
• Solid analytical and technical skills
• Self-motivated, able to assume responsibility, and work in a professional team environment
• Demonstrated consistent track record in exceeding targets
• Demonstrated consistent tenacity and drive to achieve goals
• Demonstrated success with process approached selling

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.

The base salary range for this role is $50,000 - $80,000, Note that salary may vary based on location, skills, and experience and may vary from the amounts listed above. This position may also be eligible for a variable bonus in addition to base salary as well as health coverage, paid holidays, and other benefits.