The Oracle Health Sciences Global Business Unit (Commercial Development department).
Oracle is a leading strategic software solutions provider to the health sciences industry, helping pharmaceutical, biotechnology, medical device, and healthcare organizations become the most successful in the world by offering the most innovative products and services that deliver the most compelling customer and shareholder value. Oracle's comprehensive industry solutions include clinical trial management and analysis, electronic data capture, adverse event reporting and pharmacovigilance, and healthcare interoperability. Oracle partners with health sciences industry leaders – including 20 of the top 20 life sciences companies and 14 of the top 14 Fortune Global 500 healthcare organizations – to prevent and cure disease, enhance quality of life, and accelerate insights for better health.
The Commercial Development department is part of the HSGBU sales organization and provides overarching support to the field sales team.
A Sales Representative partners with Strategic Account Managers (SAM) [formal Oracle title: Application Sales Representatives]. The partnership drives increased penetration within the 3-4 strategic accounts that the SAM covers thus increasing the volume of business signed, in turn driving the team’s success in overachieving the assigned quota of selling SaaS and Licensing. The role of Sales Representative is a developmental role and is intended to provide a timely career path through to Account Manager [formal Oracle role: Application Sales Representative] which is a field based role with own account responsibility.
As a Sales Representative the post holder will partner with Strategic Account Managers managing assigned accounts and selling SaaS and Licensing. The primary aim of the Sales Representative role is to generate both increased incremental and repeatable business. Key to success in the role will be a detailed understanding of the industry and full HSGBU suite of SaaS and Licensing offerings, ability to network and sell, and an understanding of Oracles corporate processes.
Strategically partnering with the SAM, responsibilities in strategic accounts will include:
Jointly manage customer relationship
Understand current profile of relationships within account and take action to expand
Develop new relationships with individuals within accounts, specifically with an aim of generating new business lines
Identify strategic opportunities for selling Oracle SaaS and Licensing across products
Manage entire sales cycle for transactions within strategic accounts
Attend customer meetings as required
Act as primary customer contact in absence of SAM
Act as an expert on Oracle processes to ensure the SAM is aware which documents need to be created, processed and tracked throughout a sales cycle – these include pricing, proposals, RFI and RFP completion, statement of work (SOW), ordering documents, deal sheets, executive summaries, change orders and amendments.
Where necessary act as the interface between the customer and Services on sales issues
Work with the Services group to secure resources are available to assist in sales engagements.
Assist with the scheduling of client visits and sales meetings.
Other duties as requested by the line manager
For candidates showing aptitude and where vacancies exist the role of Sales Representative is intended to be a fast track development position. The post holder will be provided opportunities to develop their sales skills so that they can undertake the field based role of Account Manager
Experience of working to Oracle approval process would be beneficial. Two to three years background in a clinical environment is desirable – roles within an R&D environment such as a CRA, or alternately pharmaceutical sales would be ideal. Candidates who can demonstrate a strong sales pedigree in a parallel field would also be considered. Where a candidate demonstrates limited prior experience the Sales Associate role may be more appropriate.
The Sales Representative role is seen as a fast track career development path to the field sales position of Account Manager and aptitude to achieve this must be shown at interview.
Duties and tasks are varied and complex needing independent judgment while working within defined policies and procedures. The successful candidate will show evidence of:
Proven ability to navigate intricate sales cycle, deliver on commitments, and thrive in a fast-paced environment.
Highly focused on internal and external customer service
A proven ability to multi-task and a willingness to work to the benefit of others to the success of the team.
Demonstrated knowledge of software sales
Excellent communication/negotiating/closing skills with customers/prospects
Aggressive, great attitude, strong organizational skills and a self-starter
Bachelor’s required, Masters preferred.
5+ years’ business experience
Will partner with small number of Strategic Account Managers who will provide day-to-day direction and drive development program. Willing to work flexible hours as needed. Travel will be required – estimated at 10 to 25%.
This role is eligible for the standard Oracle Internet Sales Representative sales compensation package.
Oracle - 3 years ago