My client is looking for an Account Director to join their established team.
Responsible for the business by leading the delivery of an efficient, innovative, effective, and profitable service on client accounts and programmes. The pivotal link between clients and internal teams, the Account Director, in conjunction with an Account Manager, will ensure that all programmes with clients are delivered to the highest standard and new opportunities are identified to grow the business.
The Account Director will own and build upon existing client relationships, as well as identify prospective new client accounts through work with influencers and decision makers within target organisations. The Account Director is responsible for positioning my clients service offering.
The role calls for demonstrable competency in b2b sales, identifying leads, opportunity sourcing, sales process, meeting and presentation management (some overseas travel may be required), negotiation, proposal preparation and closing.
Candidates should be comfortable working to targets and committed to developing and closing their own sales opportunities. Whilst Pharma sector experience and a science background is an advantage it is not a necessity. This opportunity will suit a candidate with proven sales competency, is self-motivated, and looking for a challenge that will both improve and progress skills, whilst also offering a long-term career within an exciting and dynamic sector.
Key areas of responsibility:
Client management: • Sound knowledge of pharma client personnel and their business environment • Proactive monitoring of newsfeeds for news relating to current clients, products and therapy areas and regularly review their impact upon programmes and client objectives • Excellent understanding of medical education and how projects sit strategically within client accounts • Understanding of business goals of clients and seek strategic opportunities to expand the business on designated client accounts • Provide regular status insights to the client about ongoing programmes
Business development: • Identify potential new clients and decision makers within accounts • Development of bespoke proposals/budgets to provide the clients with optimal solutions for programmes to meet their communication needs. Proven ability to follow sales process to close new accounts • Proactively seeking RFPs through in-depth client interactions • Ownership of strategic planning and account expansion • Cross-selling: networking with the client organisation to acquire new programmes. Up-selling: identifying additional activities with existing clients that add value to client
Renewals: excellent programme delivery resulting in client renewals
Programme management: • Ensure that regular updates are provided to internal and external teams and to clients. Involve relevant individuals in team meetings and discussions, to ensure that client business needs are optimally addressed • Ensure team understanding of client corporate values • Requirement for a high level of attention of detail within all documents and communications and adherence to 'best practice’ and internal processes at all times, both within client accounts and across the company as a whole • Maintain an overview of programme tactics and strategies. • Ensure tactical focus of all materials and programmes delivered, reviewing their content when necessary, to consistently meet client needs • Troubleshoot challenges and identify solutions in a timely and effective manner.
Attend client off-site meetings/conferences and take the lead on events as required • Responsible for ensuring the wider team is applying compliance rules and regulations to all programmes • Provide support and guidance for Account Manager Financial management: • Establish and confirm financial arrangements with clients and ensure these are adhered to at all times • Maintain awareness of financial status of accounts and ensure accurate reporting • Assist in finalising programme activity and budget with client • Ensure invoices are dispatched on time.
Key Attributes/Competencies: Desired:
Excellent attention to detail and ability to be the hands-on lead of multiple accounts and programmes to deliver them profitably • Excellent interpersonal and communication skills (written and verbal), ability to work in a high-pressure environment • Ability to build long-lasting and trusted relationships with customers • Awareness and understanding of relevant industry compliance guidelines • Strong organisational skills • Thorough understanding of the commercial drivers of the business and strategic approach to supporting client’s business • Financial acumen to add strategic value to accounts to maintain organic growth and seek new business opportunities • Strong influencing and negotiating skills • Evidence of delivery of revenue targets, growing existing business and ensuring annual renewal of contracts •Happy to review and monitor competition to identify new opportunities • Organised and disciplined • Confident and decisive • Determined and committed to succeed • Openness to some global travel
Professional experience: • Experience in a similar role in the medical education/communications industry
International experience, for example, collaborations with non-UK partners (commercial and academic) • Good knowledge of medical communications, digital publishing/media, and pharmaceutical medical/marketing • Knowledge of related areas within medical, regulatory and digital marketing • Track record in managing client relationship and achieving organic growth • Extensive experience with management of clients, Key Opinion Leaders and third-party suppliers • Proven record of achieving targets
Remuneration: Annual salary circa 45 -60k depending on experience, plus bonus structure. 20 days holiday plus bank holidays, Office based role with some international travel. Parking. Private healthcare.