Head of Strategic Partnerships and Business Growth

2 weeks ago

Atlanta, Georgia, United States Florence Full time
About Us:

Florence Healthcare, Inc. specializes in software solutions that significantly reduce the time required to deliver medical treatments to those in need. Our cutting-edge software is utilized to enhance the efficiency of clinical trials at over 10,000 research facilities, sponsors, and Contract Research Organizations (CROs) across 45 countries. Our goal is to double the speed at which new medications reach the market by increasing the productivity of trial site teams.

At Florence, we are dedicated to improving the world by accelerating research while fostering a workplace where our employees can thrive, find joy in their roles, and develop professionally.

We are proud to have been recognized on several prestigious lists:
  • Built In Atlanta Best Midsize Remote Companies to Work For 2023
  • Atlanta Journal Constitution - 8th Best Small Workplace in Atlanta in 2022 and recipient of the "New Ideas Award"
  • Inc Best Places to Work 2022
  • Best & Brightest 2022 Atlanta
  • Best & Brightest 2022 USA
Your Role:

As the Head of Strategic Partnerships and Business Growth, you will be instrumental in transforming the clinical trial landscape through enhanced Site Enablement to expedite cures. Your responsibilities will include:
  • Developing a comprehensive understanding of Florence's SiteLink solution and articulating its value to both Sponsors and CROs.
  • Demonstrating a successful history of sales performance and excellence in introducing innovative solutions to major global pharmaceutical and CRO strategic accounts.
  • Meeting your annual sales targets by cultivating and sustaining a robust pipeline in Salesforce.
  • Identifying and securing meetings with key decision-makers within the top 100 global CRO/Sponsor accounts, effectively engaging them in discussions to uncover their most pressing clinical operations challenges.
  • Building relationships with executives at the Director, VP, and SVP levels across various departments, including clinical operations, innovation, drug development, procurement, and information management.
  • Driving operational improvements at client organizations through ROI models, current/future state analyses, and case studies.
  • Maintaining detailed records of meetings, pipeline status, forecasts, quarterly business reviews, mutual action plans, and MEDDIC assessments.
  • Upon acquiring new accounts, devising a comprehensive strategy to foster account growth by implementing SiteLink across all upcoming studies.
  • Collaborating with Florence's Implementation, Customer Success, Product, Development, and other internal teams to ensure seamless delivery and enhance business growth through high customer satisfaction.
Ideal Candidate Profile:
  • Customer-Centric: You will engage with our most significant accounts, delivering value to their objectives.
  • Proactive and Organized: You possess a forward-thinking mindset that translates ideas into actionable solutions, facilitating quick problem resolution among stakeholders.
  • Results-Driven: You have a proven ability to cultivate deep relationships with CRO/Sponsor stakeholders and navigate complex customer organizations successfully.
  • A Natural Leader: You can establish ambitious yet achievable agendas, inspiring others with your positive and energetic approach to work and life. You thrive on solving challenging problems.
  • Effective Communicator: You exhibit exceptional project management skills, clearly articulating issues and adeptly coordinating with Florence stakeholders across teams to resolve challenges.
Qualifications:
  • BA or BS degree or equivalent professional experience
  • 5+ years of sales experience
  • Experience in selling to global large pharmaceutical and CRO strategic accounts
  • Proficiency in selling software through a web-based demonstration approach is essential
  • Demonstrated success in managing complex sales cycles, including acquiring new clients and expanding existing accounts
What We Offer:
  • Competitive Compensation: We provide a comprehensive compensation package, including medical and dental benefits.
  • Meaningful Work: We believe that health technology is a noble pursuit in software development, contributing to advancements in cures and therapies.
  • Innovative Culture: Become part of a high-performance environment focused on creating modern, impactful software solutions.
Florence is committed to workplace diversity and does not discriminate based on race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical disability, or any other protected class.

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