Commercial Solutions Sales Director

2 weeks ago

Columbus, United States McKesson Full time

Location field must contain 'city, state' or a zip code to perform a radius search (e.g.,

Denver, CO

or

46122 ). City and state must be separated by a comma followed by a space (e.g.,

Houston, TX ) The Commercial Solutions Sales Director (CSSD) continually monitors and prospects for new sales opportunities from RFPs or emerging business needs in the market. They take leadership for identified salesopportunities, including overseeing proposal development and executive presentations to position CMM capabilities using a consultative/solution selling approach. When landing newbusiness, they oversee the contracting process so that contracts accurately address the customer's needs and protect CMM business interests. They collaborate closely with other membersof the sales team to align services with customer and business needs.Key Responsibilities:Solution SellingOversee the proposal process to ensure materials are accurate, meet customer needs, and delivered on timeEnsure that the proposal content leverages the power of the holistic CMM portfolio, while addressing the specific customer needsDeliver high impact executive presentations strongly positioning CMM and its capabilitiesProactively identify and implement ways to secure and grow business with customers through a consultative/solution sales approach that focuses on customer needs and solutionsLeverage the sales team and other CMM resources to position CMM products and show how they address client needsDevelop strong credibility and effective information delivery, leading discussions and engagement to influence decisionsSupport sales by extending existing business (e.g., renewals, retention)ProspectingAct as the primary point of contact within the CST for new sales opportunitiesMaintain a strong grasp of the current market conditions and of prospective customer businessMaintain a working understanding of CMM products and their relevance to customer needsStay current on opportunities in the marketplace including key trends for customers, competitors, etc.Attend and support industry trade shows, company sponsored and/or internal company meetings as neededOpportunity ManagementQualify opportunities and develop a clear value proposition for the CMM product portfolioTrack sales-related discussions and next steps with prospective customersUpdate the sales pipeline regularly and accurately, ensuring that CST and CMM leadership are aware of actions and support requiredEnsure key relationships and opportunities identified by Emerging Biopharma are transitioned to the CSTContracting OversightLead the development and update of contracts that accurately address the customer's needs and protect CMM's business interests, working across Contracting, Pricing, and Legal to resolve issuesPractice excellent negotiation skills to maximize the exchange of valueMinimum Job Qualifications (Knowledge, Skills, & Abilities):Education/Training -Typically requires 10+ years of relevant experience, experience in the pharmaceutical industry a plusBusiness Experience:Minimum 5 years healthcare sales or business development to biopharma companies.Demonstrated success in consultative and solution-oriented selling in a B2B environmentDemonstrated success with developing strategic customer plans and executing KPIsProven track record to meet and/or exceed business targetsFinancial acumen to evaluate revenue opportunities associated with pricingAbility to leverage in-depth knowledge of the customer's pipeline and business operations with account planning to identify, inform, analyze, and close on account opportunities.Team player with strong interpersonal and partnership skills.Ability to work within a CRM system; ability to create presentations using Microsoft PowerPoint and ease of use with applications including, but not limited to Microsoft Teams, Excel and Word.Ability to leverage cross functional partners in order to advance customer strategic plan and CMM financial goals.Strong executive presence

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