Director Account Management (MidWest)

Client Description: Our client is a wholly owned subsidiary of one of the largest global clinical organizations in the world.  Our client is a developing business that provides a variety of technology products and services designed to improve sponsors? product development and commercialization processes. The business currently offers a portfolio of information technology solutions that include web-based portals, interactive voice response systems, clinical trial management systems (CTMS), medical imaging and other related products and services that can be customized to sponsors? needs. Our client?s web solutions support clinical trials management communications, collaboration and the viewing of metrics and clinical trial data. IVRS solutions support patient enrollment and randomization, management of study drug inventory and collection of diary information from clinical trial subjects. Our client?s medical imaging services coordinate the use of a variety of medical imaging modalities to evaluate product safety and efficacy.

Opportunity Statement:

The Director Account Management shall serve as overall client relationship manager and strategic business partner responsible for developing and expanding new business opportunities with customers. Oversees process of procurement and delivery of business, delivering top line business development performance.

Responsibilities:

Position responsibilities will include, but not limited to;

Client Acquisition
? Actively prospects and leverages potential new business opportunities within specified client account(s).
? Cultivates strong, long-term relationships with key decision-makers within Account and develops deep knowledge of the client organization.
? Analyzes potential opportunities and develops sales strategies for each client account. Monitors actions and results against plans.
? Identifies and responds to client needs in order to define potential opportunities. Ensures appropriate strategy/solution is proposed to client.
? Works with Project Director and Function Managers to identify sales team and prepare presentation. Educates team participants in client culture, operational needs/methods and sales techniques needed to close the sale.
? Leads the sales process, including identifying the appropriate bid defense team and prepares and leads the sales presentation.
? Coordinates proposal development.
? Handles follow-up related to the sale and drives completion of contractual documents.

Project Execution and Success
? Ensures appropriate hand-off to project team by transferring knowledge on client needs and expectations.
? Shares client account strategies and sales plans with Project Directors/Managers.
? Coordinates with Project Managers/Directors to escalate and quickly address client issues/concerns.
? Works with Project Manager/Director to ensure changes in scope are appropriately negotiated with the client.

Client Relationship Management
? Maintains high visibility within client organization.
? Monitors client satisfaction by communicating regularly with customer.
? Seeks input from Project Managers/Directors to proactively address changes in scope, new opportunities or customer dissatisfaction.

Qualifications

Education/Certifications
An undergraduate degree is required while a postgraduate degree is preferred.

Professional Qualifications
Our client is seeking an acknowledged, successful, sales professional with more than five years of experience in selling services to the emerging biotechnology and large pharmaceutical marketplace.
? Experience selling software and service solutions to the Pharmaceutical and/or Biotech industries.
? A proven track record in selling to the biotech and/or pharmaceutical industry preferably in providing services in support of the organization?s revenue growth plans and market positioning.
? Ability to drive the sales process to include client relationship development, sales presentations, diagnosing business opportunities, and negotiating/closing sales.
? Sound understanding of the clinical trials process in the Pharmaceutical industry with experience in understanding the appropriate service solutions clients require. This includes an understanding of the competitor?s products and services and their competitive strengths and weaknesses.
? Demonstrated ability to identify business opportunities, attract new business and build lasting professional relationships with senior-level company executives both internally and externally.
? Executive presence and exceptional interpersonal skills with a demonstrated ability to gain the confidence and respect of senior executives and customers.

Characteristics:

? Demonstrated influencing and negotiating ability.
? Self-starter.
? Excellent attention to detail.
? Passion, energy, personal drive and motivation.
? Outstanding written, oral, organizational, and interpersonal skills, are required. 

As a professional search firm, we will only be responding to those inquiries that most
closely align with the stated requirements. Moreover, our client employer can only
review candidates with valid US work authorization at this time. Please include the
position ID (CC 744) in the subject line of your correspondence to ensure review and
forward your credentials (*Word format please), in confidence, to: