Director of Sales

🕒 il y a 14 jours

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🔴 Expert

🤑 Commercial

👻 Score fantôme 10%

Ce que ça veut dire : la probabilité que cette offre reste ouverte sans recrutement actif.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Drug Hunter

Site WebLinkedInTous les Emplois

11 - 50 employés

Fondée en 2018

🏥 Santé

💼 Conseil

🍽️ Alimentation et boissons

Healthcare • Consulting • Food & Beverage

Drug Hunter est une plateforme spécialisée de médias scientifiques et de renseignements, qui sélectionne des actualités, des études de cas, des analyses de brevets, des profils de molécules et du contenu de webinaires axés sur la découverte et le développement de médicaments à petites molécules et biologiques. Le site met en lumière les divulgations précliniques et cliniques, les insights en chimie médicinale, la science translationnelle et les points forts en matière de propriété intellectuelle (PI) pour les chercheurs, les professionnels de la biotechnologie/pharmaceutique et les investisseurs. Drug Hunter organise également des webinaires et des flash talks, et propose des ressources visant à tenir la communauté de la découverte de médicaments informée des avancées en matière de pipeline et des technologies de découverte.

Description

• Directly lead, coach, and develop a team of Account Executives and Account Managers. • Conduct weekly one-on-ones, opportunity reviews, pipeline inspections, forecast reviews, call reviews, and email coaching. • Develop individual coaching plans to improve discovery, qualification, prospecting, messaging, stakeholder engagement, negotiation, and closing skills. • Set expectations for performance, activity, CRM discipline, account planning, and follow-through. • Manage performance proactively through feedback and improvement plans. • Support onboarding, training, career development, and ongoing skill development. • Ensure consistent execution of Drug Hunter’s sales process and commercial strategy. • Maintain accurate, qualified, well-staged pipeline opportunities with clear next steps. • Partner with the SVP, Head of Business Development on pipeline reviews, sales execution, and forecast ownership. • Inspect opportunities for deal risk, stalled opportunities, qualification gaps, missing stakeholders, and unclear next steps. • Coach prospect and account research, stakeholder identification, relationship mapping, multi-threaded account relationships, prospecting, and follow-up. • Drive CRM accuracy, pipeline hygiene, forecast discipline, and opportunity documentation. • Embed Customer Centric Selling and The Challenger Sale principles across the sales process. • Review calls, emails, proposals, and opportunity strategies to improve execution quality. • Partner with the SVP to strengthen the sales playbook, training, and commercial best practices. • Partner with Revenue Operations on CRM discipline, reporting accuracy, pipeline visibility, and sales processes. • Collaborate with Marketing on outbound execution, campaign follow-up, messaging, and lead conversion. • Coordinate with Application Science and other customer-facing teams on discovery, demonstrations, scientific engagement, and follow-up. • Surface customer feedback, competitive intelligence, and frontline observations to commercial leadership.

🎯 Exigences

• 8+ years of experience in B2B SaaS, enterprise software, technology, or another consultative sales environment. • 5+ years of direct experience managing, coaching, and developing quota-carrying sales representatives, with demonstrated success developing junior and mid-level sellers. • Strong experience with Customer Centric Selling and The Challenger Sale, or closely related consultative and insight-led sales methodologies. • Demonstrated expertise in pipeline management, opportunity inspection, forecasting, qualification, CRM discipline, and sales coaching. • Proven ability to coach representatives on discovery, prospecting, written communication, stakeholder mapping, multi-threading, negotiation, and closing. • Experience reviewing sales calls, emails, pipeline data, and individual opportunities to identify execution gaps and coach toward improvement. • Strong performance-management skills with the ability to establish expectations, provide direct feedback, and hold representatives accountable. • Excellent communication, organizational, and leadership skills. • Experience selling into pharmaceutical, biotechnology, life sciences, scientific, or highly technical organizations is strongly preferred. • Comfortable operating in a fast-moving, high-growth environment where sales processes and commercial strategies continue to evolve.

🏖️ Avantages

• Competitive salary, variable compensation, and equity • Broad range of medical, dental, vision, and life insurance plans for employees and their dependents, including generous coverage for a platinum PPO healthcare plan • Short-term disability and long-term disability insurance • Cancer and critical illness coverage • Up to 14 weeks paid parental leave (after 1 yr tenure) and childcare FSA plan • 401(k) + employer match • Home office set up stipend for fully remote employees • Learning and development support • Generous and flexible vacation and leave policies