Vice President, Strategic Accounts

Company Description

IntegriChain is the data and application backbone for market access departments of Life Sciences manufacturers. We deliver the data, the applications, and the business process infrastructure for patient access and therapy commercialization. More than 250 manufacturers rely on our ICyte Platform to orchestrate their commercial and government payer contracting, patient services, and distribution channels. ICyte is the first and only platform that unites the financial, operational, and commercial data sets required to support therapy access in the era of specialty and precision medicine. With ICyte, Life Sciences innovators can digitalize their market access operations, freeing up resources to focus on more data-driven decision support.  With ICyte, Life Sciences innovators are digitalizing labor-intensive processes – freeing up their best talent to identify and resolve coverage and availability hurdles and to manage pricing and forecasting complexity.

We are headquartered in Philadelphia, PA (USA), with offices in: Ambler, PA (USA); Pune, India; and Medellín, Colombia. For more information, visit www.integrichain.com, or follow us on Twitter @IntegriChain and LinkedIn.

Job Description

Mission:

The Vice President, Strategic Accounts, will drive new business growth and expand existing relationships within a select portfolio of top-tier pharmaceutical accounts. This role is focused on selling enterprise cloud-based technology platforms, leading complex sales cycles, and engaging senior stakeholders to deliver high-value solutions. The ideal candidate is a proven hunter with the ability to manage a small number of high-value accounts while orchestrating cross-functional resources to win enterprise deals. 

Duties:

• Lead IntegriChain’s business development execution at assigned strategic accounts:
  • Lead business development and sales execution for a defined set of strategic big pharma accounts
  • Drive net-new revenue opportunities and expand existing relationships through consultative and value-based selling.
  • Develop and execute comprehensive account plans, including stakeholder mapping, opportunity targeting, and competitive positioning. 
  • Build compelling business cases and articulate the value proposition for IntegriChain’s platform and solutions.
  • Lead Business Development activities on prospecting approach and strategy for new pipeline generation
  • Responsible for sales forecasting for the assigned territory
  • Work with the team to develop business case communications and customer evaluation plans
  • Lead efforts to respond to RFP’s, develop and submit proposals, and Statements of Work.
  • Manage complex, multi-stakeholder sales cycles with C-suite engagement.
  • Engage with Solutions and Marketing to ensure the company’s content marketing plans, sales support, and pricing approach align with the needs of your assigned territory and sales pursuits.
  • Deliver your quarterly/annual new business quota in sales.
  • Responsible for driving a 92% customer retention rate and the end-to-end renewal process for your assigned accounts  
  • Drive IntegriChain’s Executive Business Review (“EBRs”) process for assigned accounts

Outcomes:

• Execute IntegriChain’s go-to-market strategy to win new deals
• Bringing end-to-end subject matter expertise up front in the sales cycle can improve initial customer engagement.
• Streamline information sharing between Sales and other IntegriChain groups (Product Management, Marketing, and Solutions) to ensure the company’s strategy is aligned with the needs of this market segment.
• Achieve individual pipeline development targets.
• Achieve individual new business quota achievement on a quarterly and annual basis, consistent with the plan
• Maintain accurate pipeline data, forecasting, and reporting within Salesforce.

Qualifications

Qualifications and Competencies:

• A bachelor’s degree is required; an MBA or advanced degree is a plus.
• 15+ years of experience in pharma, with subject matter expertise in:
  • Product launch, commercialization, contracting and pricing, trade and market access, regulatory compliance, gross to net, and channel/distribution
• Experience managing a small portfolio of high-value accounts while driving new business and expansion opportunities.
• An exceptional ability to identify compelling market value and associated market problems by listening to customers, SMEs, ecosystem partners, and analysts
• Proven track record of selling and renewing into large pharmaceutica