Business Development Executive – Life Science Industry

ISG is a leading technology research and advisory services firm supporting organizations in transforming their enterprises. The role of Business Development Executive involves executing business development activities in the Life Science industry, managing client relationships, and achieving sales targets while promoting ISG's services.

Responsibilities:

• Meets / exceeds annual sales, revenue and pipeline building performance quotas
• Actively calls on prospects/clients to identify, qualify, manage and close opportunities in new and targeted existing accounts
• Creates and manages a robust pipeline of qualified new business opportunities sufficient to meet annual quotas
• Works closely with Life Science leadership to translate strategic objectives into market-specific messaging and go-to-market efforts
• Actively supports the development of new ISG offerings and solutions based on industry insight and client / prospect needs
• Demonstrates strong business management including market calling, prospect selection, activity tracking, and reporting
• Determines optimal prospect / client contact strategies and develops approaches to achieve stated new business / account goals
• Provides market expertise and direction to ISG’s Events & Marketing teams to maximize lead generation and professionally manage follow-up
• Increases Life Science leadership visibility through speaking engagements, writing articles etc
• Applies expertise to sales process management, contact management and organizational effectiveness
• Participates in service & technology provider dialogues for lead generation
• Regularly updates sales pipeline system(s) for reporting purposes

Requirements:

• New York, New Jersey, Chicago, location preferred
• Travel 50% likely and required
• Rich and deep Life Science industry experience
• Successful and demonstrable experience carrying and meeting an annual sales and revenue quota for personal production
• 10+ years of industry experience working in a strategic/targeted account sales environment managing 'global' Clients and selling large consulting /professional services engagements
• Extensive experience landing new business with new prospects to grow the Life Science client and revenue bases
• Extensive existing network of Life Science contacts and potential clients to be leveraged by ISG in this new role
• High energy and level of professionalism in working in the market and building and cultivating relationships
• Effective team-seller, who can collaborate and orchestrate the roles of ISG SMEs and leadership in a sales pursuit
• Able to understand and communicate the unique value proposition for each ISG service and solution
• Able to align client & ISG strategic objectives as well as ISG integrated offerings to help achieve client's business goals
• Deep understanding of factors impacting the Life Science industry and how ISG can help address the client's associated business imperatives
• Strong listening and consultative problem-solving skills with an ability to visualize and shape large integrated offerings from ISG
• Best in class executive 'C' level sales & communications skills
• Able to converse in business value terminology and appreciate the nuances between the Life Science sub-domains (life science, pharma, medical devise, medical products, distribution and contract research and contract manufacturing etc.)
• Creative and strategic thinking with the ability to create and execute effective account plans, as well as plans to bring in new logos
• Effective leadership skills with demonstrable sharing of best practices
• Sincere integrity and ethics which build trustworthy relationships internally and externally with an unspoken commitment to follow-up and follow through
• Proven communications skills for both writing, speaking and presentation
• Ability to convey a professional, polished image and the highest of professional ethics while maintaining a strong company attitude
• Key traits and characteristics include high energy, empathic, transparent, consultative, hungry to succeed, strong commercial skills, strong domain knowledge and a strong personal contact network
• Demonstrates strong knowledge with MS-Office suite of software applications and tools, including Microsoft Word, PowerPoint, and Project, MS-Outlook
• Bachelor of Arts or Science degree in a technical or scientific field
• MBA or other advanced degree(s) desirable