Client Partner
Company: Astrix Technology
Location: Hartford
Posted on: April 24, 2024
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Job Description:
Client Partner
POSITION
Reports To: Vice Commercial, Clients, and Channels
FLSA Status: Exempt
ROLE
SUMMARY
The Client Partner / Practice Sales Leader is responsible for the
initial sale and growth of Astrix Technology Group's Scientific
Informatics Services to a portfolio of clients they secure or that
are provided by the company. Target industries include
organizations across a wide variety of industry verticals including
Pharma, Life Sciences, Food & Beverage, Consumer Products, Oil &
Gas and Chemicals.
Client Partners are both the "tip of the spear" and client
relationship leader charged with identifying and penetrating
prospects and existing clients to develop new business for Astrix.
After securing a new and understanding their objectives and
challenges the client partners work with the client to align Astrix
as a differentiated value driving partner.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Duties include but are not limited to the following:
Understand industry trends and relevance for assigned clients. Be
able to discuss trends and requirements with clients in an advisory
manner.
Be an industry leader presence with the client able to speak to and
position Astrix capabilities to solve client and industry
challenges.
Actively engage a client, identify/define their needs, frame and
scope these needs and demonstrate value of Astrix Consulting
Services via examples of previous client success.
Establish new Life-Sciences client relationships (including C-Level
and Directors) and grow existing client relationships, if
applicable.
Provide a focused approach to establish and grow Astrix brand at
targeted companies. Build an understanding of targeted client's
objectives and work with appropriate personnel to build and execute
strategic client plans (or go to market practice strategies) to
expand our presence with existing clients and close additional
business with prospective clients.
Prospect for and identify qualified key targeted new client
relationships in assigned client portfolio.
Understand the full suite of Astrix offerings and be able to map
offerings to client needs.
Drive Astrix relationship and growth at a set of defined Strategic
Clients, actively managing these clients like a business with
quotas, practice targets, and financial metrics - coordinating all
activity across Astrix Sales and Astrix practice leads including
SCS, LIS CRS, and Strategic sourcing as needed.
Employ a Trusted Advisor and strategic mindset and using
consultative selling techniques, sell Consulting Services to
address client problems and needs, establish relationships as a
strategic partner/advisor, and thereby position to introduce,
scope, sell and oversee end-to-end Astrix Consulting Services.
Define client situations, frame opportunities, and drive the
development of proposals and SOWs helping to differentiate Astrix
with client specific considerations.
Develop a client specific strategic plan for each client that,
along with active 90 day running plans, provides clarity and
guidance on client specific goals and business drivers for
corporate, R&D , Manufacturing and Clinical and Regulatory
areas. Align strategy for Astrix to clearly present how we help our
clients drive success in their initiatives.
Leverage LIS brand success at Clients to evolve and expand Astrix
brand from LIS and Staffing to end-to-end consulting services.
Collaborate with other Astrix Client Partners and practice leaders
to leverage success at current clients to be used and leveraged to
build brand at other clients.
Partner with Marketing and Delivery teams to identify client
personas that are critical buyers or decision influencers for
Astrix services and prospect such targets to expand brand.
Partner with delivery teams to define approach to aligning Astrix
services with the client's objectives.
Work with EU team to partner and expand Astrix services to these
Clients globally.
Meet or exceed sales quotas for renewal and new business to achieve
a year over year growth target for set of defined clients set
annually by management.
SUPERVISORY RESPONSIBILITIES
This position has no immediate supervisory responsibility.
QUALIFICATIONS
EDUCATION and EXPERIENCE
Bachelor's Degree or equivalent work experience.
Ideally 15+ years life sciences experience in consulting services
environment.
10+ years selling solutions in complex, multi-location client
environments.
Must have a successful history of performing client prospecting and
selling activities.
Experience is a collaborative team-selling environment with the
ability to actively partner with internal resources to prioritize
and penetrate key clients and quickly build relationships with key
stakeholders.
Experience serving as customer advocate to resolve any client
issues.
REQUIRED KNOWLEDGE, SKILLS, ABILITIES
Excellent written and verbal communication skills.
Excellent client relationship development skills.
Ability to work independently or with a team.
Excellent interpersonal skills, ability to take initiative, highly
organized.
Proven recent history of success in new significant client
development, selling to senior IT and line of business executives,
managers, and influencers.
Proven experience in developing and executing a successful client
portfolio strategy.
Proven experience driving large client business development.
Enterprise level or strategic SOW/Project-based IT or business
solutions
Excellent understanding of technology client buying personas.
Excellent oral and written presentation skills with the ability to
develop and conduct effective presentations.
WORKING CONDITIONS
PHYSICAL DEMANDS
The physical demands described here are representative of those
that must be met by an associate to successfully perform the
essential functions of this job. Reasonable accommodations may be
made to enable individuals with disabilities to perform the
essential functions.
While performing the duties of this job, the associate is regularly
required to sit; use hands to finger, handle or feel. The associate
is occasionally required to stand; walk; talk or hear; climb or
balance; stoop, kneel, crouch or crawl; reach with hands and arms.
The associate must occasionally lift and/or move up to 15 pounds.
Specific vision abilities required by this job include close
vision, color vision, and ability to adjust focus.
WORK ENVIRONMENT
This role is largely expected to work from home.
Travel 20-25%
COMPENSATION
Salary plus quarterly incentives -$300-325,000/year based on
performance
BENEFITS
Employees (and their families) can elect medical coverage, dental
coverage, Flexible Spending Accounts (medical-after qualification
period-and dental), and Health Savings Accounts. Employees are
covered for vision, short term disability, long-term disability,
and basic life insurance. After six months, employees are able to
enroll in our company's 401k plan. Employees will also receive 10
hours of Paid Time Off (PTO) every month. Employees will also enjoy
eight paid holidays throughout the calendar year
We are an equal opportunity employer and all qualified applicants
will receive consideration for employment without regard to race,
color, religion, sex, national origin, disability status, protected
veteran status, or any other characteristic protected by law.
Keywords: Astrix Technology, New Britain , Client Partner, Other , Hartford, Connecticut
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