Senior Client Manager - Client Services
Portishead, GB, BS20 7AW Keele, GB, ST5 5SP Saffron Walden, GB, CB10 1XL Tranent, GB, EH33 1EH Margate, GB, CT9 4LT Hatfield, GB, AL10 9SN High Peak, GB, SK23 6FJ Harlow, GB, CM19 5TR Tranent, GB, EH33 2NE
For 75 years, Charles River employees have worked together to assist in the discovery, development and safe manufacture of new drug therapies. When you join our family, you will have a significant impact on the health and well-being of people across the globe. Whether your background is in life sciences, finance, IT, sales or another area, your skills will play an important role in the work we perform. In return, we’ll help you build a career that you can feel passionate about.
Job Summary
Do you have proven client or account management experience in a CRO / Pharma or Biotech?
Have you got a solid understanding of the drug discovery process to be able to hold appropriate credible scientific and business discussions with drug discovery and academic clients at all levels?
We are excited to be recruiting for a Senior Client Manager - in a hybrid capacity, to join our Client Services Team and make an impact!
This role requires an independent and self-motivated professional, represent the company to external and internal customers, answer service and technology-related questions, interpret and clarify customer study designs to place into proposals / contracts, develop pricing strategies for customer contracts and negotiate for maximum company revenue. You will also assist in developing and implementing strategies to grow current business as well as initiatives to win new business. The role will also require you to provide valuable insight into forecasting services by business line, customer and facility as well as ensuring maximum capacity utilisation by working with operations to identify studies and clients to prioritise.
What You'll Be Doing
- Work with internal teams (TMDM, PM, Management, etc.) to increase market share and revenue at assigned accounts.
- Work with management to prepare and provide accurate forecasts for assigned accounts / territories when required by management.
- Develop and qualify leads through frequent customer contact and prospecting.
- Build relationships with customers to influence the acceptance and use of company products and services.
- Engage with existing clients to drive business.
- Communicate available product and services and inform customers of new products and services in a timely manner.
- Handle initial inquires and qualify all prospective opportunities.
- Effectively utilise CRM (Salesforce) to capture customer information to included but not limited to accurate pipelines and effective opportunity management and activity documentation.
- Proficient in knowledge of competitor profiles and can develop positioning to influence potential customers.
- Qualify bids and scopes of work with sponsors to ensure appropriate service is provided.
- Develop and/or review Statement of Work (SOW).
- Coordinate and facilitate proposal and SOW processes to ensure smooth and timely business process flow by working with the marketing, scientific and finance staff.
- Prepare sale price estimates, proposal for protocols, bid requests, study revisions and additions using site’s suggested selling price for clients and BD teams.
- Coordinate generation of multi-site proposals
- Creatively identify ways to secure open proposals by working with scientific staff, finance, management and others.
- Lead customer and internal webinars/trainings and present.
- Lead Sales meeting sessions and participate through presentations, etc.
- Provide recommendations for Sales process improvements and participate in the execution of the improvement.
- Support sales team strategy by developing and identifying harmonisation initiatives. Coordinate discussions and meetings to gain additional business.
Profile and Requirements
- Excellent communication skills, both written and verbal
- High levels of self-motivation and proactivity under minimal supervision
- Ability to work in a dynamic working environment.
- BS.c / BA in relevant subject.
- Ability to deal with changing priorities and tight deadlines.
- Track record of consistently achieving or over-achieving targets.
- Proficient in Microsoft Office and other IT platforms.
- Good numeracy and literacy skills.
Advantageous but not essential:
- Experience using a Customer Relationship Management tool, particularly Salesforce.
- Driving licence!
- Experience of working with clients based in the United States.
- Experience in a contract research and / or pharmaceutical setting preferred.
What We Offer You
- A very comprehensive benefits package from day one, including a generous pension contribution, private medical, BONUS and more!
- Global opportunities and strong career progression.
- Personal development and skills enrichment as one of our key focuses.
- To be able make a difference to health and well being of people.
- Flexible working opportunities.
About Discovery
Discovery from Charles River is industry-proven in the successful development of novel therapies, with over 350 patents and 80 preclinical drug candidates delivered to our sponsors in the past 17 years. Backed by more than 650 scientists, our comprehensive, integrated portfolio employs the latest technology and platforms to provide chemistry, biology, and pharmacology services that support clients from the earliest stages of hit identification all the way through to IND. Our client-focused, collaborative approach creates true partnerships that anticipate challenges, overcome obstacles, and move us forward together on the journey of getting new drugs to market.
About Charles River
Charles River is an early-stage contract research organization (CRO). We have built upon our foundation of laboratory animal medicine and science to develop a diverse portfolio of discovery and safety assessment services, both Good Laboratory Practice (GLP) and non-GLP, to support clients from target identification through preclinical development. Charles River also provides a suite of products and services to support our clients’ clinical laboratory testing needs and manufacturing activities. Utilizing this broad portfolio of products and services enables our clients to create a more flexible drug development model, which reduces their costs, enhances their productivity and effectiveness to increase speed to market.
With over 20,000 employees within 110 facilities in over 20 countries around the globe, we are strategically positioned to coordinate worldwide resources and apply multidisciplinary perspectives in resolving our client’s unique challenges. Our client base includes global pharmaceutical companies, biotechnology companies, government agencies and hospitals and academic institutions around the world.
At Charles River, we are passionate about our role in improving the quality of people’s lives. Our mission, our excellent science and our strong sense of purpose guide us in all that we do, and we approach each day with the knowledge that our work helps to improve the health and well-being of many across the globe. We have proudly worked on 80% of the drugs approved by the U.S. Food and Drug Administration (FDA) in the past five years.
At Charles River Laboratories, we recognize and recruit all talent. We are a company committed to fostering a sense of belonging and work daily in this direction.