Senior Account Executive, Strategic Solutions
Company: Citeline
Location: Remote, United States
Date Posted: Sep 11, 2024
Employment Type: Full Time
Job ID: R-555
Description
About Citeline:
Citeline is one of the world's leading providers of data and intelligence on clinical trials, drug treatments, medical devices and what's new in the regulatory and commercial landscape. Relying on us to deliver vital advantage when making critical R&D and commercial decisions, our customers come from over 3000 of the world’s leading pharmaceutical, contract research organizations (CROs), medical technology, biotechnology and healthcare service providers, including the top 10 global pharma and CROs.
Now, Citeline is proud to be a part of Norstella, an organization that consists of market-leading pharmaceutical solutions providers united under one goal: to improve patient access to life-saving therapies.
The Role:
As an Account Manager, you will grow and maintain an existing client base of Biopharma accounts through renewal and expansion of long-term partnerships. You’ll serve as a trusted advisor for key leaders and identify how Citeline’s solutions will support each client with achieving their business priorities.
Responsibilities:
- Be accountable to achieve and exceed the agreed quarterly and annual sales targets as set forth by the business.
- As an expert of your clients, you will be responsible for understanding every facet of a client’s business including organizational structure, performance, business strategy and key leadership.
- Execute against a comprehensive account and territory plan to drive high retention rates, renewal uplift, and new bookings within relevant whitespace.
- Proactively identify and capture opportunities or address risks at strategic and tactical levels.
- Demonstrate deep knowledge of your client base to align product offerings and packages with client needs.
- Collaborate with support teams internally (SDR’s, Client Success, Solution Consulting and Consulting & Analytics) to drive success.
- Partner with Citeline’s Product management & Client Success teams to share feedback from client interactions and strive for continuous improvements in Citeline’s offering to Biopharma companies.
- Utilize SFDC to document all sales activities and provide accurate and up-to-date sales pipeline reports and forecasts on a weekly basis.
Qualifications:
- At least 5+ years of experience in similar roles preferred.
- Account Leadership Experience: A proven track record expanding business with clients by engaging key stakeholders to understand their needs and provide value.
- Strategic Perspective: You approach each interaction from a strategic point of view and create account plans to ensure alignment across internal teams, identifying risks and opportunities as they emerge to build and maintain effective relationships.
- Contracting Skills: You’ve led contract negotiations in rapidly changing environments by proactively identifying risks and opportunities within each account.
- Knowledge of the Pharmaceutical Industry: You’re able to demonstrate deep knowledge of the pharmaceutical industry and speak the language of life sciences clients when communicating about the strategic value of Citeline’s solutions.
- Consultative Sales Skills: You have proven consultative sales skills, including competitive market research, lead generation, prospecting, business development and closing sales.
- Collaboration: You have worked in a collaborative environment and thrive by partnering internally as well as with clients/prospects.
- High Close Ratios: You have strong presentation, communication, negotiation, objection handling skills leading to high close ratios.
- A desire to be the best in the team while supporting your fellow team members to be their best.
Location: London/Hybrid
Our Guiding Principles for success at Norstella:
- Bold, Passionate, and Mission-First
- Integrity, Truth, and Reality
- Kindness, Empathy, and Grace
- Resilience, Mettle, and Perseverance
- Humility, Gratitude, and Learning
• 25 days annual leave, 4 days for volunteering and a personal day.
• Group Life Assurance (100% employer funded).
• Group Income Protection (100% employer funded).
• Other voluntary benefits such as: Dental, Cash Plan, PMI Excess Cover, Health Screening & Critical Illness.
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