Portfolio Account Manager- BaseCase

About Certara

Certara accelerates the potential of bringing medicines to market and to patients using biosimulation software, technology, and services to transform traditional drug discovery and development. Our clients include more than 2,400 biopharmaceutical companies, academic institutions, and regulatory agencies across 70 countries.

Our goal is to enable the life sciences industry's use of data, modeling, and analytics to make better decisions across the various phases of discovery and drug development. Our software and scientists incorporate modern advances in scientific understanding, drug development experience, data analysis, and AI resulting in significant opportunities to decrease the cost and increase the probability of success for new drug approval and commercialization.

Certara is hiring a Portfolio Account Manager for BaseCase in our Software division based in AMER focusing on driving growth for Certara's BaseCase solutions, managing a geographic territory account list of the Enterprise Life Sciences companies. The ideal candidate will be located in the AMER. In this role, you will build and maintain a thorough understanding of Certara BaseCase products and services and work closely to manage and grow our existing business through our direct sales model, but also leveraging other Certara Divisions and Certara Software strategic partners. The role requires industry knowledge of Market Access and HEOR including competitive landscape, solution linkage, understanding and uncovering key requirements, in order to properly position our BaseCase software and consulting service solutions within your assigned and new accounts.

This role requires strong initiative, self-motivation and collaborative skills to work with other team members within and externally to Certara. The ideal candidate for this position will possess a strong complex sales aptitude and a willingness to grow sales utilizing complex sales methodologies and approaches.

You will develop, coordinate, and implement plans designed to increase existing business and create/capture new opportunities. You must be keenly aware of organizational growth initiatives related to the life science market and target customer segments, as well as Certara's potential to meet customer needs with our software products and services. Ultimately, you are responsible for bookings and revenue growth through the use of value creation for your customers.

• Establish multiple-level contacts within assigned accounts by presenting to, consulting with, and cultivating relationships at all influencers levels including the C-level executives.
• Qualify companies and contacts to understand the customer's key needs/challenges through identification, discovery, planning and account/customer qualifications.
• Grow sales by successfully initiating client contacts, generate new leads, and follow up on assigned leads.
• Identify, profile and aggressively pursue new clients in the life sciences industry.
• Grow sales and follow-up leads into sales through professional key account management.
• Develop client specific solutions presentations and contribute to the RFP response and proposal process, developing appropriate win strategies based on your knowledge of the client.
• Work with marketing/BD to formulate lead-generation plans that will lead to new revenue generation opportunities.
• Participate in professional trade shows and clinical conferences, or the equivalent, (or as practically possible), setting up client meetings, exhibit coverage and lead generation.
• Document communication/discussions and all opportunity details in SalesForce.com to ensure a tracked record of existing correspondence and/or future next steps required.
• Utilize market knowledge and industry contacts to grow the Software and Service business in line with agreed commercial goals. This will include pursuing new product opportunities, identifying new contacts and accounts, and broadening the range of business in existing accounts.
• Meet/exceed sales quota on a monthly, quarterly, and annual basis.
• Follow Certara processes and best practices for properly working Marketing Qualified Leads (MQLs)
• Document all activities (phone and email outreach) within our Salesforce Lightning CRM

• 5+ years as a business development manager, preferably within the top 50 pharmaceutical companies and enterprise B2B SaaS industry
• Master's degree (in a science discipline) or advanced business degree preferred
• Excellent communication skills, both verbal and written
• Attention to detail for capturing all sales interaction into Salesforce
• Strong organizational skills with the ability to multi-task and set priorities
• Ability to work in a high energy team environment
• Able to fully utilize the MS Office suite (Excel/Word/PPT)
• Proven track record of high level of sales performance in a competitive, dynamic market place.
• Speaks fluent English

Values:

• High degree of professionalism: Lives the values of transparency, authenticity, collaboration, respect and accountability
• Has a "Growth Mindset"
• Is a "Continuous Learner"
• Ability to work autonomously and flexible with a roll your sleeve up mentality

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.