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Senior Business Development Manager, China

Location: Huangpu District, Shanghai, China

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Description

#LI-hybrid 

 

Why Norstella? Norstella unites market-leading companies that all have a shared goal of improving patient access. Each organization (Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making.          

          

Together, we help our clients:         

  • Assess the market need and competitive landscape
  • Know precisely which drugs to prioritize in their portfolios
  • Find out where the launch difficulties will be—before they’re difficulties
  • Track and improve market access post-launch

           

By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics.  At Norstella, we don’t just deliver information and insights. We deliver answers you can act on.         

          

THE TEAM  

The Senior Business Development Manager – China is a key role in the Norstella APAC Sales Team reporting into Business Development Director - China. Globally, we’re a company who delivered double digit growth last year and have high growth expectations for 2024 and China is a key growth market for Norstella.             

          

SCOPE OF ROLE  

To support our growth plans for 2024, we are looking for an ambitious Senior Business Development Manager to join our global business in China. Our Business Development Managers are responsible for driving and acquiring new logo prospective clients in the pharmaceutical industry.         

          

To be successful in this role, the Senior Business Development Manager must be a self-driven, tenacious, intelligent, articulate self-starter, who enjoy both cultivating client relationships and uncovering new sales, as well as working for an organization with excellent and varied career development opportunities.         

          

In this role as Senior Business Development Manager - China, you will:          

  • Prioritize Hyper-Growth to exceed Monthly, Quarterly & Annual Sales Targets for New Logo Booking
  • Be proficient in holding a consultative and value-based discussion with prospective clients to identify business needs and issues and to present the key benefits and value propositions of products and consulting services.
  • Account Strategist - Strategically map out and plan your approach to acquire each account (Including Company size & Revenue; Their mission & Strategy; SWOT Analysis; Org Chart; Contact details & relationships; Current Services; Potential for Growth; Strategy for Growth and Implementation Schedule)
  • Be responsible for the full sales cycle leveraging support teams to help you.
  • Meet and communicate with your clients when appropriate, including online demonstrations, telephone, email, social media and face to face meetings as required.
  • Use a range of communication, sales and negotiation frameworks to grow new logo bookings. Master knowledge of our Business Intelligence product suite (subscriptions, one-time products, and consulting), our competitors & clients to provide excellent service & maximize sales.
  • Build and manage a robust pipeline and prepare accurate sales forecasts, new growth ideas and contingency plans
  • Continually improve your product and industry knowledge to ensure the best support can be offered to your customers and colleagues
  • Provide feedback from customer training sessions / meetings – share best practices with colleagues and ‘manage up’
  • Maintain high customer satisfaction for all services, functions and experiences
  • Frequent travel: 50% of your time will be spent with your clients

 

Ideal Mindset:          

Drive: operates with a sense of urgency and thrives on winning through continuous improvement and learning

Prioritizes Team: recognizes that businesses build not through single individuals but via teams and systems; prioritizes building a culture that enables a high performing team.

Expert Communicator: takes complex, nuanced data concepts and presents simply through storytelling to tie use cases to successful outcomes for clients.

Integrity: operates with a high level of ethics and communicates with honesty and transparency

Learning Agility: the ability to consume new learnings, conceptualize and iterate behavior quickly.

 

HOW YOU’LL SUCCEED  

  • Exceed Monthly, Quarterly & Annual Sales Targets for New Logo Bookings
  • Set up for future success having built an excellent network within the industry
  • Build on the success of Evaluate and Citeline sales in the region and have the opportunity to sell all products
  • Excellent communication skills to recognize the individual characteristics and needs of your clients
  • Consultative sales approach to build trust and become an advisor clients turn to
  • Creative and seeking to learn about products, industry and competitors at every available opportunity      

 

WHAT IT TAKES   

  • Experience in B2B New Logo Selling.
  • A proven track record of having successfully and consistently won new business contracts
  • Healthcare/drug development/pharmaceutical industry-related work experience
  • Experience selling technology solutions within the clinical services arena is a plus and would also be considered
  • New Business Selling experience directly to senior decision-makers
  • Strong networking and rapport building ability
  • Proven ability to successfully conduct business with clients in person
  • Ability to present complex ideas & products simply, so they resonate with your audience
  • Ability to present to different audiences / personas in their own ‘language’
  • Ability to identify client challenges, and develop creative solutions in close collaboration with colleagues and clients to maximize product potential
  • Strong organizational skills set priorities and be flexible in changing, fast-paced, and high-stress environment
  • Highly developed business acumen and the ability to understand the wider issues of the industry
  • Excellent, communication, presentation, listening, negotiation and closing skills
  • Must be resident of China.
  • Ability to speak, read, and write in English to business level.
  • Ability to speak, read, and write in Chinese to native level.

 

THE GUIDING PRINCIPLES AT NORSTELLA  

01:  Bold, Passionate, Mission-First           

We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients.  Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.            

02:  Integrity, Truth, Reality          

We make promises that we can keep, and goals that push us to new heights.  Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t.  By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.      

03:  Kindness, Empathy, Grace          

We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude.  We use this principle across the organization to collaborate and build lines of open communication.            

04:  Resilience, Mettle, Perseverance          

We will persevere – even in difficult and challenging situations.  Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission.          

05:  Humility, Gratitude, Learning          

We will be true learners by showing humility and gratitude in our work.  We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.            

 

EQUAL OPPORTUNITIES STATEMENT  

Norstella is an equal opportunities employer and do not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, colour, nationality, ethnic or national origin, religion or belief, disability or age. Our ethos is to respect and value people’s differences, to help everyone achieve more at work as well as in their personal lives so that they feel proud of the part they play in our success. We believe that all decisions about people at work should be based on the individual’s abilities, skills, performance and behaviour and our business requirements. Norstella operates a zero tolerance policy to any form of discrimination, abuse or harassment.      

   

We know that sometimes the 'perfect candidate' doesn't exist, and that sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here, you are welcome. If you read this job description and feel engaged and excited, we’d love to see you apply.    

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