Sales Executive

Company overview:

TraceLink's software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

We're looking for a Sales Executive to join our US based sales team who cover the North American market. You will sell Tracelink's platform of solutions to prospects and be responsible for developing new accounts in the region. This position is based in our Wilmington, MA office.

We need a high energy, team oriented, driven sales talent with exceptional communication skills, willing to learn and grow within our sales organization. With a consultative sales approach, you will manage the entire sales process from initial outreach through to contract negotiations. You will collaborate with marketing to prospect into your territory and work collaboratively with a Solutions Consultant to demonstrate TraceLink's solutions.

Responsibilities

• Engage with multiple account contacts and network into strategic prospects via telephone, email, web and in person meetings to educate and drive them through a value drive sales process.

• Generate demand by uncovering business issues and aligning them with our offerings.

• Execute customer-centric meetings, presentations and product demonstrations both virtually and in person with key decision-makers and influencers.

• Develop high impact proposals with Solution Consulting partners which articulate TraceLink's differentiated solution, market leadership, and unique value as a partner.

• Manage and support all aspects of the closing process.

• Build and execute a sales plan to achieve revenue targets on a quarterly and annual basis

• Manage and document sales pipeline including forecasts, prospect details, current opportunities and future planned activities.

• Build a Pipeline leveraging Direct efforts and Partners.

• Work collaboratively with other team members to share information, expertise and market feedback.

• Develop a pipeline that results in closed deals and meets sales targets.

• Focus on value and return on investment rather than just technical features.

• Establish credibility and trust to influence purchasing decisions.

• Identify business challenges and align our solutions to multiple departments' needs.

• Possess a strong understanding of business operations and the priorities that guide executive-level decisions.

Preferred Skills and Qualifications

• Outstanding verbal, written, organizational, and interpersonal skills.

• Experience selling into one of the following areas is highly beneficial: Pharma/Life Sciences, Healthcare, Contract Manufacturing, Supply Chain.

• 4-6 years in a SaaS sales role, preferably in full-cycle selling (from lead generation to closing) of enterprise solutions and services.

• Ability to work both independently and as a part of the TraceLink team

• Ability to involve the right internal resources to add value during the sales process.

• Demonstrated understanding of and success in the sales lifecycle: prospecting, qualifying, overcoming objections and closing sales.

• Capable of prioritizing high-value tasks and managing multiple accounts and opportunities simultaneously.

• Problem-solving skills, with the ability to offer solutions when encountering roadblocks during the sales process.

• Ability to sell on value and ROI, particularly to senior decision-makers, with some experience navigating C-level conversations.

• Experience handling complex negotiations and experience with contract terms, procurement processes, and legal teams.

• Relevant sales training certifications (e.g., Challenger Sales, SPIN Selling, Sandler Training).

• Expertise in using Salesforce to manage account relationships and sales activities.

• Experience using sales tools such as Outreach, Zoominfo, Highspot, Zoom, Grammarly, Docusign and Linkedin Sales Navigator.

• Office working in Wilmington (MA) 5 days per week.

Please see the Tracelink Privacy Policy for more information on how Tracelink processes your personal information during the recruitment process and, if applicable based on your location, how you can exercise your privacy rights. If you have questions about this privacy notice or need to contact us in connection with your personal data, including any requests to exercise your legal rights referred to at the end of this notice, please contact Candidate-Privacy@tracelink.com.