Senior Manager - Business Development, China
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Company: Norstella
Location: Huangpu District, Shanghai, China
Date Posted:
Employment Type: Full Time
Job ID: R-599
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Description
#LI-Hybrid
About Norstella:
At Norstella, our mission is simple: to help our clients bring life-saving therapies to market quicker—and help patients in need. Founded in 2022, but with history going back to 1939, Norstella unites best-in-class brands to help clients navigate the complexities at each step of the drug development life cycle —and get the right treatments to the right patients at the right time.
Each organization (Citeline, Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making. Together, via our market-leading brands, we help our clients:
- Citeline – accelerate the drug development cycle
- Evaluate – bring the right drugs to market
- MMIT – identify barrier to patient access
- Panalgo – turn data into insight faster
- The Dedham Group – think strategically for specialty therapeutics
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. As one of the largest global pharma intelligence solution providers, Norstella has a footprint across the globe with teams of experts delivering world class solutions in the USA, UK, The Netherlands, Japan, China and India.
The Role:
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.
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.
Responsibilities:
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
- Build on the success of Evaluate and Citeline sales in the region and have the opportunity to sell all products
Qualifications:
- 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.
- Education requirements should be listed under Qualifications
Travel: 50% with clients
Location: Shanghai
Our Guiding Principles for success at Norstella:
01: Bold, Passionate, and Mission-First
02: Integrity, Truth, and Reality
03: Kindness, Empathy, and Grace
04: Resilience, Mettle, and Perseverance
05: Humility, Gratitude, and Learning
02: Integrity, Truth, and Reality
03: Kindness, Empathy, and Grace
04: Resilience, Mettle, and Perseverance
05: Humility, Gratitude, and Learning
Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.
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 passion and excitement, we’re just as excited about you.
All legitimate roles with Norstella will be posted on Norstella’s job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address: [email protected].
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