PRAHS

  • National Account Director – Midwest-South, Emerging-Small Pharma Sales Region

    Job Locations US | US-NC-Raleigh | US-IL-Chicago
    Posted Date 3 days ago(12/14/2018 10:48 AM)
    ID
    2018-50881
  • Overview

    National Account Director – Midwest-South, Emerging-Small Pharma Sales Region

     

    Job Summary:

    The National Account Director for the Emerging-Small Pharma (ESP) Region Sales team is a senior executive who acts as the principal point of contact with select Symphony Health (SH) customers.  The NAD leads an integrated account team comprised of product and service experts, who are generally dedicated or aligned with these select customers.  The NAD is the principal leader for these client relationships.  They are ultimately responsible for fulfilling sales targets and cultivating the SHS relationship and performance.

     

    Essential Duties and Responsibilities:

    • Is responsible for 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.

     

    • Account Team Leadership

    To effectively lead an integrated account team, a NAD must:

      • Understand the vision, strategy, and big picture
      • Have the need for attention to detail
      • Demonstrate a high level of personal accountability
      • Possess the know-how for working in a matrix environment and leading teams
      • Have a well-developed sense for our business
      • Be able to manage complexity and have the appropriate financial acumen
      • Be able to demonstrate strong communication skills and executive poise, since this individual will lead the efforts into the customer c-suites
      • Understand their role in customer advocacy, balanced with the need of the business 
      • Have a high tolerance for ambiguity
      • Be comfortable with change
      • Be able to demonstrate prudent decision-making and sound judgment.

     

    • Serves as the “general manager” and ultimately the person responsible for the SHS relationship and sales 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.   
    • Business Process Expertise

    There are numerous business processes for which the NADs must be SMEs: 

      • Account Business Planning Process
      • Sales forecasting and funnel process
      • Pricing and contracting process
      • Sales development process from idea generation & client problem/question through the offer development, negotiation and deal-close
      • Implementation of the Plan of Action
      • Targeting and compensation data services.  The NAD will also be expected to fully leverage the Sales Force Automation tools and related reporting applications, as necessary.

     

    Responsibilities

    Detailed Duties:

    • Responsible for new business development through high-volume sales activities, including cold calling, prospecting, relationship-building, networking, and other efforts.
    • Line-of-sight to account team client contact, including full knowledge of existing business, new business development, and account growth as executed on a day-to-day basis by the account team members.
    • Assuring the account team’s execution of the strategic account plan, including development and implementation of qualitative and quantitative metrics for achieving account success.
    • Managing/organizing the day-to-day direction of account team activities to ensure proactive and seamless pursuit of business with assigned accounts – while the NAD is not involved in every customer interaction, they are informed, engaged and consulted in order to provide high-level support and team direction. 
    • Proactively builds deeper strategic relationships at higher levels within the accounts. e.g., C-suite level contacts.
    • Is the account team’s go-to resource for senior SHS management; reports performance against both the strategic account plan and revenue targets.
    • Frequently monitors and reports activity against plan.
    • Acts as a team leader by keeping the team informed, clarifying methods for working together, reminding team of its common Goal, and conducting productive team meetings.
    • Demonstrates enthusiasm, drive, rigor, and a sense of urgency when managing the business.
    • Keeps on top of changes and trends in the marketplace, and how they impact the business.

    Qualifications

    Qualifications:

    • Education: Bachelor's degree in business, sales or marketing or equivalent. Advanced degree in Business is highly desirable.
    • Location: Currently residing in the Midwest or Southeast (ideally in Illinois or North Carolina) and able to travel across the South and Midwest/Central area.

    Experience:

    • Must be able to demonstrate the ability to design, implement, and measure new business development strategies for complex products.
    • Must have previous experience selling healthcare data and or data analytics to Emerging Small Pharma segment.
    • Must be able to demonstrate consultative selling skills.
    • At least ten of years progressively-responsible sales experience preferably in a healthcare data or healthcare consulting.
    • Given the nature of our clients, it is essential that the NAD possesses a strong executive presence and ability to cultivate a client relationship across the client’s organization, including the c-suite. 

     

    Travel Requirements 

    • Travel as required, up to 50% within the South and Midwest/Central areas of the United States.

    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 is an Equal Opportunity Employer.

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