Clinical Sales Consultant - EMEA Health Sciences

Global Business Unit (HSGBU)
1. To work with senior customer staff, from business, industry and IT perspective, to understand & extend their needs, and subsequently to define the solution and high level blueprint to meet these requirements.
2. To generate up-sell opportunities to develop customer's business by deploying Oracle products with particular focus on Pharmaceutical Applications
3. To develop innovative Value Propositions for, and work in partnership with, Sales in order to maximise the generation of license sales revenue in Oracle’s Pharmaceutical Applications
4. To engage in designated opportunities by applying Life Sciences industry insight and R&D market & product knowledge to opportunities.

Scope
Works in the Life Sciences industry in Europe, Middle East and Africa (EMEA)
Contributes to the achievement of set growth targets for HSGBU
Works closely with other lines of business and stakeholders across geographies
Has a level of understanding of the breadth of Oracle's product set that enables them to define comprehensive solution blueprints covering areas of technology and applications
Travel extensively throughout EMEA region.

Responsibilities
Acting as the expert in Clinical Development sector of the Life Sciences industry set
Maintaining an in depth and up to date industry knowledge in Life Sciences and Clinical Development
Maintaining an up to date knowledge of all relevant customer needs around the successful development of new drugs and medical products, the conduct of clinical trials, and regulatory requirements.
Building and maintaining effective relationships with all relevant customers throughout the sales lifecycle
Maintaining up to date knowledge and commercial awareness of the external market place and competitor product/solution offerings and value propositions
Contributing to the generation and maintenance of relevant Life Sciences Value Propositions
Exploiting Oracle's Marketing messages in the definition of Life Sciences solutions
Is capable of developing, justifying and defending Oracle solution blueprints with board level customer persons and capable of articulating the solution plan and roadmap to them
Designing and delivering customer demonstrations/presentations to articulate, update and evangelize Oracle solutions in Life Sciences as required
Working as part of Account Teams on specific opportunities to enhance revenue for Oracle Corporation through license sales
Ensuring the creation of reference sites with all customers
Ensuring adherence and application of Oracle sales methodology (Infomentis)

Accountabilities
Act as a Life Sciences solution contact for customers in the designated areas, particularly Clinical Development
Engage with Product Development teams to maintain product knowledge
Develop Life Science Applications expertise and exposure - presenting at and attending relevant internal and external events
Lead Business Case, Solution & architecture definition in bid development
Successfully create, present and deliver meetings/presentations/seminars and events as required
Run seminars and workshops for Partner organisations as required
Represent Oracle at marketing events as required
Recognise and communicate opportunities to up-sell based on solutions insight
Ensure knowledge sharing of competitors activity within the Life Sciences sales team and relevant Oracle Lines of Business
Work closely with customers to qualify solution requirements and track benefits
Contribute information in response to Invitations To Tender (ITT) and Requests For Information (RFIs) for Industry Solutions
Further develop and maintain the Oracle Life Science Applications demonstration environment, together with the global presales community.


		Qualifications:		Bachelors
		Experience:		7 years +
		Languages:		French : Speak Well German : Speak Well English : Speak / Write Fluently
		Job-Type:		open-ended
		Remuneration:		unspecified
		Permit Type:		EU National
		Region:		London

Core Professional Competencies
• Communication (in English, and at least one other language – German or French preferred)
• Presentation
• Influencing & Negotiating
• Customer focus
• Building relationships
• Planning & organizing
• Adapting to change
• Innovation
• Self motivation
• Organisational awareness
• Working within ‘virtual’ teams, often across geographies and cultures

Core Management Competencies
• Strategic thinking

Core Business Competencies
• Business development
• Consultative selling
• Customer needs analysis
• Industry mastery – Life Sciences Clinical Development industry
• Product mastery – Oracle Life Science Applications

Sales Competencies
• Sales process acumen
• Competitive awareness
• IT market literacy
• Solution demonstration
• Objection handling

For over three decades, Oracle has been the center of innovation for business software—birthplace of the first commercially available relational database, the first suite of Internet-based applications, and the next-generation enterprise-computing platform, Oracle Fusion. Today, Oracle is the largest business software company in the world, with more than 320,000 customers, including 98 of the Fortune 100. And Oracle's 85,000 global employees—including more than 20,000 developers working full-time on Oracle products—are critical to that success.

Oracle