Consultant/National Account Manager
Symphony Health Solutions is a leading provider of high-value data, analytics, technology solutions and actionable insights for healthcare and life sciences manufacturers, payers and providers. The company helps clients drive revenue growth and commercial effectiveness, while adapting to the transformation of the healthcare ecosystem, by integrating a broad set of patient, prescriber, payer and clinical data together with primary and secondary health research, analytics and consulting. Symphony delivers a comprehensive perspective on the real dynamics that drive business in the healthcare and life sciences markets.
A National Account Director is well experienced executive who acts as the principal point of contact with select SHS customers. The NAD leads an integrated account team comprised of product and service experts which are generally dedicated or aligned with these select customers. The NAD is the principal sales leader for these client relationships and is ultimately responsible for fulfilling the sales targets and cultivating the SHS relationship and performance.
The members of the account team are not NAD direct reports in most cases. Rather they are parts of a formal customer team and are aligned and directed through a shared customer vision and a formal account business plan. The NAD is the principle author/coordinator of the account business plan which is developed in collaboration with fellow account team members. This account business plan becomes the primary document that prioritizes and drives the activity of the account team and provides for quantitative and qualitative measures and metrics for account success.
To effectively lead an integrated account team an NAD must: understand vision and strategy; the big picture with the need for attention to detail, must demonstrate a high level of personal accountability, must possess the know how for working in a matrix environment and to lead teams, must have a well developed sense for our business, and must be able to manage complexity and have the appropriate financial acumen. This individual must also demonstrate strong communications skills and executive poise since this individual will lead the efforts into the customer c-suites. In addition the NAD needs to understand their role in customer advocacy balanced with the need of the business. Finally this individual should have a high tolerance for ambiguity, must be comfortable with change and be able to demonstrate prudent decision making and sound judgment.
The NAD reports to an Area Vice President function but will have significant interactions with senior SHS management.
The National Account Director (NAD) for the Strategic Accounts team is an individual who acts as the principal point of contact with select Symphony Health (SH) customers. The NAD is the key leader in the establishment and management of client relationships and is responsible for fulfilling the sales targets assigned to the territory on a quarterly / annual basis.
In addition, the NAD is responsible for leading an integrated account team comprised of product and service experts who are generally dedicated or aligned to these specific customers. To effectively lead an integrated account team an NAD must understand the vision and strategy associated with each account, comprehend the big picture with the need for attention to detail, demonstrate a high level of personal accountability, develop and maintain outstanding client and prospect relationships, possess the know-how for working in a matrix environment and effectively engage with cross-functional teams, understand the foundation of our business, and exhibit financial acumen. This individual must also exhibit strong communications skills and executive poise when participating in discussions with c-suite customers. Finally, this individual should have a high tolerance for ambiguity, must be comfortable with change and be able to demonstrate prudent decision making.
Our Ideal Candidate:
Essential Duties and Responsibilities:
The NAD serves as the “general manager” and ultimately the person responsible for the SHS relationship and performance. Fulfilling these broad responsibilities requires a detailed understanding of the client, our company, our products and services, and an understanding of the processes and methods to fulfill client expectations and our sales targets. Successful large account management relies on strong capabilities in leading and directing matrixed teams and managing multiple agendas. Incumbents need to have a firm grasp of the “big picture” yet be capable of managing the “details” to assure true client satisfaction and achievement on the Company’s business objectives.
Chief among the duties of a NAD is the development and execution of the Account Business Plan. This business plan articulates the chief client needs, the Company’s business priorities and the many and varied activities necessary to achieve and fulfill the business objectives. Success is defined by fulfilling the business plan objectives and meeting or exceeding the sales objectives for our product and services.
There are numerous business processes for which the NADs must be SMEs. These processes include the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the sales development process from idea generation & client problem/question through the offer development, negotiation and deal close, and the implementation of the Plan of Action. NAD will also be expected to fully leverage the Sales Force Automations tools and related reporting applications as is necessary.
Given the nature of these clients it is essential that the NAD possess a strong executive presence and cultivates a client relationship across the client organization including the client c-suite. These deep and broad relationships are to be augmented with the SHS leadership efforts of the VP for Sales and Marketing, the Area VPs, Practice Area executive management and the Symphony Health Solutions as the case warrants.
From time to time and at the direction of management the NAD will be asked to assume important collateral responsibilities designed to both develop their skills and fulfill Company needs. Examples could include working with Brand Management, participating in company strategic planning efforts, new business development and other such duties as management deems necessary.
Other Knowledge, Skills, Abilities and Certifications:
The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job. They’re not intended to be an exhaustive list of all duties and responsibilities and requirements. Symphony Health Solutions is an Equal Opportunity Employer.