Account Director

 

Account Director

 

What you will be doing:

The purpose of this job is to develop and execute successful sales processes that result in the sale of Premier Applied Sciences data and retrospective research solutions and the development of relationships with mid-tier life science companies. The Account Director will formulate and execute strategies to expand current relationships to increase the sales data and retrospective selling opportunities in existing customer base and create new relationships with mid-tier life science companies. The Account Director will need to develop and foster new relationships within their assigned accounts to understand the prospect’s issues that they are trying to fix, solve or avoid and offer the appropriate Premier Applied Sciences solutions. The Account Director will need to develop strong and fluid working relationships with the Premier Applied Sciences research and operations team as the Account Director may at times be relied upon for retention efforts and existing account growth opportunities.

• Account Management

• Selling data/research

• Client relationships

• Negotiation

Key Responsibilities

Sell Assigned Program Solutions to New and Existing Customers – 80%

• Build executive level relationships and position Premier as a Strategic Partner to target accounts

• Create breadth of depth of contacts within target accounts

• Identify business needs of prospective customers and present, close and sell Premier Applied Sciences solutions (products and services) that will result in the customer’s business improvement

• Establish credible image through business knowledge in presenting and selling appropriate Premier Applied Sciences solutions to customers

• Educate customers on the benefits and business results of Premier Applied Sciences products and services

• Implement strategies that will expand existing accounts

• Clarify, confirm and resolve customer issues as required in order to increase new business for new and existing client base (customer advocate)

• Work closely with and leverage client management, and other sales and operations resources, to strengthen customer relations leading to the identification and closure of additional program-specific sales opportunities.

• Create a relationship of interdependency with customers so the cost of change is prohibitive to both parties

• Match customer executives with “same level” resources to forge relationships at every level in the account

• Maintain consistent contact with customers to keep abreast of potential opportunities and to close additional business

Sales Administration Functions – 10%

• Maintain appropriate status updates within the customer relationship management system (SalesForce.com)

Develop a strategic web of influence – 5%

• Join and participate in organizations frequented by customer executives

  • Attend conferences, meetings, community functions and other activities that enable executive contact

Develop internal strategic relationships – 5%

• Communicate strategic information to senior management

• Coordinate the appropriate use of executive resources to close business

• Build strong relationships with all internal departments and business units

• Respect all internal resources by utilizing appropriately

​Required Qualifications

Work Experience:

Years of Applicable Experience - 7 or more years

Education:

Bachelors (Required)

 

Required Certifications/Licensing

Become C-SAM certified from the Strategic Account Management Association upon hire

Preferred Qualifications

Skills:

• Sales and Contract Negotiation

• Communication

• Relationship Building

Experience:

• Experience in pharmaceutical or medical device industry and/or experience selling data and retrospective research

• Experience in a field based commissionable sales position

• Experience with senior level leadership

• Proven ability to meet sales goals

Education:

• Master’s degree<