Account Manager (Drug Substance) at EMERGENT BIOSOLUTIONS
over 1 year ago
Best way to prepare is to have 5-7 years of sales experience within the Life Sciences services sector and have 3 great references. It is a complex sale so you will want to have several great experiences of where you won and lost sales. Also, in complex sales must be able to discuss how you maintain internal and external pro-active communication and relationships during a long selling process. Having great examples of active listening skills is very helpful. It is also good to share any experiences that you have had selling multi-million dollar opportunities. You will want to discuss your sales process or standard operating procedures (SOPs)since the cycle time to close a sale can take 6-12 months. Must describe a needs based, process-oriented, consultative sales approach such as SPIN Selling and Miller/Heiman. You will want to share how your adaptive selling process that leverages your own Social Styles and your prospect's Social Styles. It is best to share all of your team-based selling approaches and how you learned when to use expensive corporate resources at the right time to differentiate your offering and to create value. Also, discuss how you work with your sales manager in an effective and productive way. Do share how your approach considers a very ethical style of professional sales that is focused on long-term commitment to all relationships. Give examples of how you are truthful/honest at all times and that you know how to put out fires that can occur in any relationship.