Director, Business Development

Your mission

Excelra’s data and analytics solutions empower innovation in life sciences across the drug development value chain. The company’s global and multifaceted team has successfully helped harmonize large volumes of disparate unstructured data; analyze data using cutting-edge AI/ML technologies; and galvanize data-driven decisions to unlock operational efficiencies and support the life science industry and accelerate drug development. We help our partners integrate data and analytics across chemistry, omics, clinical trials, and RWE to uncover novel insights and opportunities. You will help to leverage this initial success and drive the growth of the Technology Solutions vertical as a key growth engine for the company.

Key roles and responsibilities:

• Sell Data & Analytics (D&A) Technology Solutions to pharmaceutical, biotech, and life science companies.
• Identify new potential business prospects across Pharma, Biotech, VC, Non-profits, research institutes, and agrochemical segments and build a pipeline of opportunities through various activities including leveraging network, desk-bound research, cold calling, attending events, networking, etc.
• Meet/exceed quarterly and annual sales targets: You will carry individual sales targets, but will also be expected to collaborate with the current global sales team by bringing a combination of domain and technology expertise to help them close deals.
• Identify/contact/nurture key decision makers at the prospect and existing accounts and facilitate meetings with the technical teams and senior leadership as required. This role will collaborate extensively with our technical and solutioning teams and the Business Unit Head in engaging with clients in a consultative approach.
• In both existing and new accounts utilize strong sales skills throughout the sales cycle to understand client needs, identify opportunities, coordinate presentations, work with the solutioning team to share client-facing proposals, and close deals.
• Utilize strong interpersonal skills to negotiate contracts and/or proposals and build long-term relationships with both clients and internal partners.
• Travel to develop and grow customer relationships.
• Work with Inside Sales to drive effective prospecting of new clients
• Using CRM, maintain up-to-date sales information, visit reports, forecasts/pipelines, report individual sales results, and analysis/interpretation of sales trends.

Key areas of focus: 

• Enterprise data strategy and related use cases to leverage our deep domain expertise.
• Technology solutions enabling efficient collaborative data analytics platforms/pipelines – from data ingestion, aggregation, storage and retrieval, quality and governance, visualization, and analytics.

Experience/Skills/Education

• You are a collaborative pioneering, hunter, not afraid to roll up your sleeves and experience in the pharmaceutical/biotech/CRO/life-sciences Services Companies selling D&A Technology solutions/ services
• You have experience, and a deep network of decision-makers, to sell the following to pharma/biotech/life science companies:
  • Cloud Services and Cloud Ops
  • Enterprise Digital Transformation
    • Application Development
    • Workflow and Process Integration
    • Data Visualization
    • ELN/LIMS
  • Enterprise Data Strategy
    • Semantic enrichment; Ontology Mapping; Data harmonization; Data ingestion pipelines; Meta/Master data management; Semantic and Knowledge Graph solutions
• You have a solid understanding of drug discovery and development and have a strong scientific background (ideally an advanced degree in science).
• You have experience and are comfortable working in a global organization spanning multiple time zones and cultures.
• You are a true team player who inspires others with unquestionable integrity and professionalism, combined with an obsession with customer-centricity.
• You are located in the United States but are used to collaborating with global teams.