Director, Industry Marketing - Pharmaceutical & Biotechnology

Director, Industry Marketing – Pharmaceutical & Biotechnology

Location: San Diego, CA

Job Code: DIMPB

 

Accelrys develops and commercializes scientific business intelligence software for the integration, mining, analysis, modeling and simulation, and interactive reporting of scientific data across the research and development enterprise. Our modeling and simulation applications are the backbone of scientific expertise and our technology and services provide innovative and acceleration to the research and decision-making processes of the world's leading research and development organizations including leading commercial, government and academic organizations. Our customer base includes the world’s largest pharmaceutical, biotechnology, chemical, and petroleum companies.

The Director, Industry Marketing Pharmaceutical & Biotechnology is responsible for the development and implementation of go-to-market strategies for the Pharmaceutical & Biotechnology Sector in order to increase our revenue and penetration in the industry and to be recognized by companies in the industry, as a leader in Pharmaceutical & Biotechnology Sector Scientific Solutions. This individual will provide field sales personnel with the knowledge, strategies and sales tools and materials for penetrating accounts in the Pharmaceutical & Biotechnology Sector.  S/he will create and orchestrate a comprehensive industry plan to generate new sales opportunities and accelerate current sales cycles, and will drive Accelrys’ pharmaceutical & biotechnology solutions strategy. 

 

Specific Deliverables and Responsibilities will include:

 Creation and implementation of a comprehensive industry plan for the Pharmaceutical & Biotechnology Sector. The focus of the plan will be to identify the strategy (sales, marketing and business development) and resources required for successful execution of this initiative. Based on a deep understanding of industry issues and trends, s/he will develop a comprehensive solution and sales positioning model including compelling value propositions and customer applications. Support the field sales organization by implementing programs and tools that provide knowledge transfer through prospecting and qualification models, sales call scripts, customer/prospect presentations, objection-handling scenarios and scripted demos. Work with the alliances team to develop a plan to identify, develop and promote key partnerships and strategic alliances with organizations. Leverage available resources to facilitate knowledge transfer of industry information to sales, customer support, and all constituencies at Accelrys.  Work closely with the product R&D teams to provide feedback on product direction to address Pharmaceutical & Biotechnology industry needs. Establish and track metrics to measure results from industry initiatives.

 

 

Experience & Qualifications:

 

 Undergraduate Degree in Biology, Chemistry, or related Science, MBA a plus

 Proven ability to articulate compelling, industry focused, value propositions for enterprise software customers

 10+ years in the Pharmaceutical & Biotechnology Industry, working for companies in the clinical development space

 In-depth marketing, business development experience

 Experience leading a business initiative including strategy planning, managing, and implementing programs on a global basis

 Clear understanding of business trends and issues facing the pharmaceutical, biotechnology, or the clinical industry

 Successful track record working with and leveraging resources cross-functionally in an organization to implement an initiative

 Excellent interpersonal and communication (oral and written) skills. 

 High-energy, driven and self-motivated with an entrepreneurial spirit and a commitment to excellence.

 High tolerance for travel

 

 

 

At Accelrys, we believe better solutions and decisions are born of diversity and are proudly an EEO/AA employer.

 Should you be available and interested, please submit your resume to: jobs@accelrys.com or fax: 858 799 5110.