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Sales Researcher

Company: Citeline
Location: London, United Kingdom
Date Posted:
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About Citeline

Citeline is one of the world's leading providers of data and intelligence on clinical trials, drug treatments, medical devices and what's new in the regulatory and commercial landscape. Relying on us to deliver vital advantage when making critical R&D and commercial decisions, our customers come from over 3000 of the world’s leading pharmaceutical, contract research organizations (CROs), medical technology, biotechnology and healthcare service providers, including the top 10 global pharma and CROs.  
From drug and device discovery and development to regulatory approval, and from product launch to lifecycle management, we provide the intelligence and insight to help our customers seize opportunities, mitigate risk and make business-critical decisions, faster. As the pharma and healthcare sector faces unparalleled upheaval, customers rely on our independent advice, enabling them to cut through the clutter and make sense of changing drug development, regulatory and competitive landscapes. 
Now, Citeline is proud to be a part of Norstella, an organization that consists of market-leading pharmaceutical solutions providers united under one goal: to improve patient access to life-saving therapies. Within this organization, Citeline plays a key role in helping clients connect the dots from pipeline to patient. 

Job description

The New Logo sales team is responsible for driving net new business within EMEA for Citeline and Evaluate; and we are creating a new role for an individual to enable this senior sales team to focus on being out in the market and customer facing.
The role encompasses a number of activities and tasks so we are looking for someone agile, organised and with laser focus. The market is complex so they need to have an understanding of the biotech/life sciences space.
This role is a great opportunity if you are looking to discover different potential career avenues for the future, as you will work along side leading sales people, product creators and commercial support teams among many other functions, whilst working for a complex, innovative and high-growth company in the life sciences space.  
As part of this role, you will have the opportunity to join the sellers at industry events around Europe; and in addition join the annual sales kick off, which will take place in Disney World, Florida in 2025.

Key duties and responsibilities

  • Responsible for liaising with the internal Commercial Transformation team to ensure the data health of the TAM (Total Addressable Market) list that the sellers work from is as up to date as possible
  • Scour press for leads and insight to share with the sellers on their prospects
  • Build up insight on existing customer relationships to share comparable intel with the sellers that they can use when pursuing prospects
  • Track ex-users of our products to see where they have moved to and pass onto the sellers
  • Research areas e.g. top C&G biotechs in a country and then cross-ref against the TAM
  • Cross-ref companies on delegate lists of key events versus the TAM
  • Work closely with the SDRs to provide them the leads list to pursue (in tandem with sharing with the seller), along with supporting data and insight
  • Work closely with marketing, sales and the SDRs to create highly targeted campaigns
  • Analyse our marketing activity from campaigns and our results through to sale

Key requirements

  • Demonstrate progressive relevant experience and an understanding of sales operations
  • Experience working with sales teams
  • Ability to prioritise multiple projects
  • SFDC experience and knowledge of enterprise SaaS tools
  • Excellent problem solving, project management, interpersonal and organizational skills. Bias toward action.
  • A self starter that is willing to both respond to requests but also show initiative in carving out this role to be most impactful in its purpose
  • An understanding of the biotech/life sciences market

Nice to have

  • SaaS and B2B experience preferred
  • A biopharma background / biochem degree / natural sciences degree

Our guiding principles for success 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.   


  • 25 days annual leave, 4 days for volunteering and a personal day
  • 5% pension match
  • Group Life Assurance (100% employer funded)
  • Group Income Protection (100% employer funded)
  • Other voluntary benefits such as: Dental, Cash Plan, PMI Excess Cover, Health Screening & Critical Illness
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.