Sales Development Representative

Advarra provides integrated solutions that safeguard trial participants, empower clinical sites, ensure compliance, and optimize research performance. Connecting the clinical research ecosystem, Advarra delivers solutions through a site-centric approach that unifies and accelerates the drug development lifecycle, making clinical trials safer, smarter, and faster.

General Summary:

The Sales Development Representative is responsible for sourcing new sales opportunities and building rapport with prospective customers. This role is responsible for taking initiative in seeking out customers in Advarra's target market along with collaborating with internal team members to create a seamless customer service experience.

Principal Duties & Responsibilities

• Source new sales opportunities for your Business Development partners primarily through outbound prospecting, with some minimal inbound lead processing
• Engage and build rapport with prospects through call, email and social outreach activity
• Understand customer needs and requirements through research, discovery and qualification and drive leads through the early stages of the sales process
• Set appointments with new customer for your Business Development partner
• Route qualified leads and opportunity to your Business Development partner to further qualify, develop and close
• Follow up with your Business Development partners post meeting/call to determine results of such meetings and appropriate next steps to close the loop or move the opportunity forward
• Co-manage sales territories and develop territory plans and a strategy with your Business Development partners in order to achieve new customer and revenue growth targets
• Build your opportunity funnel via research and identify target accounts, key prospects and opportunity at each account within your territories
• Continually maintain and expand your database/funnel of target accounts, prospects and opportunities within your territories
• Partner with Marketing to understand and leverage their initiatives and Business Development to tackle territory targets and goals
• Track and manage all of your activity and outreach in Salesforce, CRM and our sales automation tool; maintain all account, opportunity, contact and lead records in these systems
• Use other technology and data tools to make connections, conduct research and identify prospects
• Meet daily, weekly and monthly activity, appointment and new business metrics and targets developed by Director, Sales Development
• Attend trades shows and other events as needed
• Perform other job-related duties as assigned.

Education:

• Bachelor's degree preferred
• High school diploma required
• Equivalent work experience will be considered

Experience:

• 1-3 years of inside sales experience preferred
• Experience in software industry preferred
• Experience in clinical research, academic medical centers or Life Sciences preferred
• Experience with Salesforce CRM system preferred
• Experience with other sales technology tools preferred (Outreach, LinkedIn Sales Navigator, ZoomInfo, etc)

Knowledge, Skills, Abilities:

• Demonstrated strong verbal and written interpersonal communication
• Strong problem-solving skills
• Ability to effectively manage time and multi-task
• Excellent listening skills
• Ability to take initiative
• Strong researching skills, innate curiosity
• Strong work ethic
• Positive attitude
• Comfortable working in a fast-paced and dynamic environment
• Proficient in Microsoft Office; Word, Excel, PowerPoint, Outlook

Physical and Mental Requirements:

• Sit or stand for extended periods of time at stationary workstation.
• Regularly carry, raise, and lower objects of up to 25 Lbs.
• Learn and comprehend basic instructions.
• Focus and attention to tasks and responsibilities.
• Verbal communication; listening and understanding, responding, and speaking.

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EEO Statement:Advarra provides equal employment opportunity to all individuals regardless of their race, color, religion, creed, sex, sexual orientation, gender identity, national origin, age, disability, veteran, marital, or domestic partner status, citizenship, genetic information or any other status or characteristic covered by federal, state, or local law. Further, the company takes affirmative action to ensure that applicants are employed, and employees are treated during employment without regard to any of these characteristics. Discrimination of any type will not be tolerated. EEO/M/F/Disabled/Vets

Advarra employees must be fully vaccinated as a condition of employment unless a medical or religious exemption is approved as a reasonable accommodation. Being fully vaccinated means that an individual is at least two weeks past their final dose of an authorized COVID-19 vaccine regimen. New hires must be fully vaccinated or have received approval of an exemption as a reasonable accommodation as of their first day of employment.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)