Sales Manager, Life Sciences  – ANZ

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POSITION SUMMARY\: 

• Responsible for developing and executing the Australia & New Zealand (ANZ) Life Sciences strategy and plan in close coordination with the local and APAC Health Sciences team

• Responsible for Sales of Oracle’s Life Sciences Solutions and Services including Clinical Data Management, Trial Management, Safety & Pharmacovigilence.

• Teamwork\: Working closely with HSGBU Sales consulting, Services, Business Development, Marketing & Alliances teams to drive bookings and revenue 

• Customer Satisfaction

KEY RESULT AREAS\: 

• Understanding of the Market/Industry and opportunity for Oracle’s solutions in the Life Sciences segment in the defined territory

• Developing & executing sales strategies based on the Territory Plan 

• Forecasting, Pipeline management & Managing the “Lead to Reference cycle”

• Articulate Oracle’s message and build relationships with key client executives to determine their needs, business issues & establish Oracle’s Value proposition

• Where-ever applicable, working with Partners in the defined territory to generate and mature sales pipeline

• Participate in Industry Forums, Seminars and events to evangelize Oracle and generate leads

• Identify PR initiatives and work with customer, partner and internal teams to create customer wins and “go-live” case studies.

• Competitive Intelligence

• Ensure appropriate alignment with all stake-holders in Country, APAC as well as HQ

• Meet sales bookings/revenue targets 

POSITION REQUIREMENTS\: 

• Strong business acumen, communication and interpersonal skills

• Proven Sales Management track record in Australia & New Zealand (ANZ)

• Ability to work independently and with a team

• Demonstrates a high level of understanding of tools & processes

• Highly motivated self-starter, innovative and creative thinker

• Professional with strong planning and analytical skills

• Ability to manage key internal and external relationships at all levels

QUALIFICATIONS (Preferred)\: 

• Minimum 12 -15 year’s experience in the Industry/Software Solutions & Services

• Business Applications and Solution sales experience 

• Understanding of Sales methodologies & processes

• Life Sciences Industry knowledge 

• Understanding of Market, Partner and customer needs

• Minimum of Bachelor’s degree

• Knowledge of Oracle and competitive solutions 

• Exposure to ANZ market

 

!|!Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.!|!