Strategic Accounts Director (EvaluatePharma USA, Inc.)

Telecommute · Boston, Massachusetts, United States · Sales

Description

The Strategic Accounts Director is a consultative sales position focused on the life science sector including large pharmaceutical and large biotechnology companies, consultancies and other advisors to this industry. This senior sales role will have a strategic focus and be responsible for pro-actively engaging with larger biopharma consulting and other business advisors to the pharmabiotech industry clients as may be assigned. The Director will apply the Evaluate sales methodology to achieve their sales targets and the company’s strategic objectives. This person will work independently and collaboratively with all Sales & Client Success team members to deliver outstanding client service and to maximize the value of the global business. This position will focus on sales execution by maintaining, cultivating and growing an assigned group of client accounts.



Responsibilities:

1. Maintain, cultivate, service and grow existing assigned pharmaceutical, and related advisor accounts to assure successful renewal business

• Develop strong professional relationship/partnerships with all clients to maximize lifetime value of each account
• Work as a partner and pro-actively uncover opportunities for additional users, products or services to maximize account value
• Organize and facilitate on-site client meetings employing the Evaluate sales methodologies to learn what the business issues are and the key solutions Evaluate can provide
• Deliver onsite and web-based trainings and provide updates regarding Evaluate products, promoting the integration of Evaluate into the client’s daily workflow allowing them to maximize the value of the Evaluate service
• Understand client problems and identify the differentiated solutions Evaluate can provide
• Document client information accurately and thoroughly in Customer Relationship Management (CRM) system
• Follow-up on all leads to establish new points of contact within assigned accounts and document findings and activities in CRM system
• Generate new leads through traditional and professionally creative methods


2. Provide outstanding customer service

• Become an Evaluate expert user and serve as a consultative client resource by quickly and thoroughly answering client queries and documenting them appropriately in the CRM system
• Listen to client queries/suggestions/concerns, assess the problems and/or unmet needs, document the potential solutions, product improvements, and/or product enhancements, and share with the appropriate staff ensuring any un-met need or issue is processed through internal systems and addressed with the client by the product team
• Collaborate with the Client Success staff to deliver optimal customer service, including training clients, answering client queries, providing appropriate services, and tracking the competition


3. Promote the Evaluate brand as needed to help maximize visibility and recognition within the pharmaceutical sector


• Attend conferences as assigned in US/North America as exhibitor or participant to network and generate new leads and promote the Evaluate brand
• Collaborate with colleagues as needed on other projects


4. Become an expert in employing the Evaluate sales methodologies to all sales activities necessary to maintain and grow existing accounts and gain new accounts


5. Apply critical thinking and creative problem solving skills to all client and internal issues that require action or resolution


Requirements

Skills

• Performs the sales role by embracing and living the company values of trust, improve, empower, client focused and friendly (see values in attached document)
• Exceptional leader, high-performing, highly motivated and a self-starter with strong sales and customer service skills
• Outstanding oral and written communication skills
• Highly goal oriented with strong problem solving skills and ability to execute solutions/deliverables in a timely manner
• Fully committed and driven to delivering outstanding sales results
• Strong ability to negotiate contracts and close business deals in a successful and timely manner
• Good understanding of financial data for drugs and drug companies with ability to read and interpret financial statements (P&L, Balance Sheet, Cash Flow)
• Flexibility to travel up to 50% of time
• Good knowledge of pharmaceutical market research needs
• Strong customer-focus, with a friendly, positive, resourceful, and creative demeanor when dealing with all clients and work colleagues
• Outstanding team player with an excellent work ethic and a “can do” attitude
• Strong ability to quickly learn, recall, and apply new information to new situations
• Excellent computer skills are required including a thorough ability to work in Excel, PowerPoint and CRM systems


Experience:

• Five or more years of sales work experience in the pharmaceutical industry or related business experience requiring knowledge of ethical drugs including their classifications, indications, development phases, and other key commercial/financial data
• Created and maintained good relationships at major pharmaceutical companies
• Worked in a capacity where they provided a set of solutions via selling and/or training clients in the Life Sciences, Large Consulting or Banking industries
• Delivered presentations to a management or executive level client audience
• Worked in a Life Science, Large Consulting or Banking business successfully as a team member and leader in a fast paced dynamic environment meeting tight deadlines and delivering results to clients


Education:

• Bachelor’s Degree in Science, Finance, Economics or other related field is required; MBA or advanced degree is a plus




This role is based in Boston, however a remote location will be considered for well-qualified candidates.

Candidates must be authorized to work in the USA as per I-9 federal requirements.

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