Director of Business Development

Position Summary:

The Director of Business Development is responsible for the sales of Astrix Technology Group’s Scientific Informatics Services portfolio within a defined territory, serving customers across a wide variety of industries including Pharma, Life Sciences, Food & Beverage, Oil & Gas and Chemical. Sales growth expectations will be achieved through the targeting of new account opportunities while further developing an existing customer base.

Key Responsibilities:

  • Meet and/or exceed sales targets within the southeast region Prospecting
  • Effectively communicate Astrix Technology Group’s value proposition to new and existing customers
  • Accurately forecast sales pipeline on a quarterly basis

Minimum Requirements/Qualifications:

  • Negotiating and closing sales
  • Prospecting
  • Managing & forecasting sales pipeline
  • Territory management
  • Effectively collaborating with internal resources

Preferred Qualifications:

  • Minimum of five years of selling enterprise software and services in the Life Sciences, Food & Beverage, Oil & Gas, or Chemical industry sectors.
  • Proactively meets with customers throughout the assigned territory on a regular basis to ensure customer satisfaction
  • Prepares business plans for the territory. Plan should include opportunity map, estimates current and future levels of spending on products and services, sales strategies, tactics and resource requirements.
  • Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
  • Ensures that the account plans and sales activities are consistent with overall business goals.
  • Serves as customer advocate and ensures that any major conflicts with customers are resolved.
  • Builds relationships at multiple levels of account and across all constituents.
  • Ensures that management understands business requirements and is kept informed of significant developments within account(s).
  • Ensures that management is involved at critical times and during pivotal opportunities. Delegates to other departments as appropriate.
  • Maintains and updates a list of prospects within a centralized CRM system.
  • Prospects across the account(s) to ensure that target opportunities are developed.
  • Understands business goals and evaluates and prioritizes opportunities accordingly.
  • Works with partners/customers to identify additional prospects.
  • Establishes initial contacts at an executive level in potential customers, and builds alignment with the right people in the political structure.
  • Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way and revenue expectations are met.
  • Provides realistic sales forecasts to management and communicates any significant changes or developments.
  • Updates lead/contact management system to track progress.
  • Participates in regional meetings to share best practice, review performance against targets, and conduct informal training.
  • Has sufficient technical and business knowledge to present a compelling value proposition to
  • prospects and customers.
  • Uses knowledge of the competition in the sales campaign to develop competitive strategies.
  • Collaborates with other groups within Astrix to implement appropriate strategies to address business opportunities and overcome obstacles.
  • Works with sales executives from other Divisions and Sectors to identify cross-selling opportunities.
  • Manages the contract review process and negotiation.
  • Builds commitment and closure at each stage of the sales process.