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National Account Director - Emerging Small Pharma, West Region

National Account Director - Emerging Small Pharma, West Region

Job ID 
2018-5070
# of Openings 
1
Job Locations 
US-PA-Conshohocken
US-CA-San Diego
Posted Date 
1/29/2018
Category 
Healthcare

More information about this job

Overview

Symphony Health Solutions, a wholly owned subsidiary of PRA Health Sciences, 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.

At Symphony Health Solutions we pride ourselves on being Collaborative and customer centric. We do this by focusing on five key values:

  • Love the Customer by consistently exceeding expectations
  • Focus on Brilliant Execution by being detailed and accountable
  • Leapfrog the Competition by Differentiating ourselves and providing innovative solutions
  • Build a High Performance Culture that does not accept mediocrity
  • Make it Fun by Connecting as one passionate high-energy team.
  • Connect with Symphony! Collaborate with Customers! Differentiate Yourself!

Responsibilities

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 Solutions (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 leader for these client relationships and is ultimately responsible for fulfilling the sales targets and cultivating the SHS relationship and performance.

 

The NAD 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.

 

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.

 

Essential Duties and Responsibilities:

The NAD 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.  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, the implementation of the Plan of Action, and targeting and compensation data services.  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. 

 

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 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.
  • Being the go-to resource of the account team for senior SHS management to report 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 these impact the business.

Qualifications

Qualifications:

  • Education: Bachelor's degree in business, sales or marketing or equivalent.
  • Advanced degree in Business is highly desirable.
  • Currently residing in and able to travel California, Washington, Arizona, Nevada or Oregon.

 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 years progressively-responsible sales experience preferably in a healthcare data or healthcare consulting.

 

Travel Requirements 

  • Travel as required, up to 50% within Western Region of 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 Solutions is an Equal Opportunity Employer.

 

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