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Client Sales Account Executive, Life Sciences - Pharma - Remote, US

Company: Capgemini Engineering
Location: Cleveland
Posted on: May 16, 2022

Job Description:

Capgemini Engineering is an integral part of the Capgemini Group, a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided every day by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of 300,000 team members in nearly 50 countries. With its strong 50-year heritage and deep industry expertise, Capgemini is trusted by its clients to address the entire breadth of their business needs, from strategy and design to operations, fueled by the fast evolving and innovative world of cloud, data, AI, connectivity, software, digital engineering and platforms. The Group reported in 2020 global revenues of $18 billion.
People matter, results count.
The Engineering Services Client Account Executive is responsible for:

  • Managing a large existing relationship and driving new booking into existing and new logos within the Life Sciences Industry
  • Should have proven experience working with CXO level positions in target Pharma/Life Sciences Vertical
  • Promotes team work and provides employees with coaching and leader's support.
  • Show clear dedication and commitment to individual business objectives and responsibility to the group.
  • Operate with minimal supervision in complex environments taking responsibility for a substantial aspect of Capgemini activity and will manage last minute changes calmly & professionally.
  • Actively promote the group's image capability and resources to the external environment.
  • Generate innovative solutions for delivering services and introduce new tools and technology to support this.
  • Leads the development of sales leads to a win through the development of Sales strategies, solution proposal and deal closing for large opportunities.
  • Thought Leader in key sector technologies, solutions, Pharma R&D, Werum, Connected products, IoT, Digital Manufacturing, Process Engineering
  • Good understanding of the Global Delivery model for a services organization
  • Prepare Proposals and Solution & Architecture development along with Pre-Sales & Delivery team
  • Manages identification and generation of sales opportunities and the cultivation of pipeline growth.
  • Effectively exceeds network and contacts to build and maintain an attitude of vigilance for opportunities.

  • Key Responsibilities:
    • Grow thought leadership level in the Life Sciences Vertical
    • Understand and discuss Sales plan with Sales Leader to agree on potential major opportunities to be chased in his/her own focus area (sector, offers)
    • Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by bid team (solution design, pricing and costing, delivery of proposal, planned project management)
    • Manages and accountable for the opportunity along the collaborative selling Sales process until closing
    • Manage Engagement, Delivery & Profitability of the account
    • Build and maintain an external network and client relationships
    • Address complex client issues involving interactions up to executive level and master meetings and negotiations techniques
    • Manage business development costs according to levels set by business unit leaders and provide forecast to BU Sales Leadership
    • Design bid organization, recruit internally for bid organization and account management team and other sales people connected to the client
      • 4+ years of sales experience in a Life Sciences Industry selling Engineering Services and/or Medical Devices, Life Sciences, PLM products, MES, Regulatory affairs, Digital Manufacturing
      • Should have a strong background in Product/Process Engineering, Product Marketing background
      • Ability to communicate and influence at senior business levels
      • Several years of proven sales experience in Engineering Services in a global complex environment
      • Proven sales track record - meeting or exceeding annual sales target of $5M+
      • Strong commercial, project/program delivery & solution development experience
      • Strong relationship building, communication, and influencing skills
      • Business Leadership skills
      • Strong interpersonal, written and oral communication skills
      • Driven and able to work under pressure
      • Self-motivated, enthusiastic individual able to communicate at all levels with a proven track record of working on their own initiative
        Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

Keywords: Capgemini Engineering, Cleveland , Client Sales Account Executive, Life Sciences - Pharma - Remote, US, Professions , Cleveland, Ohio

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