Senior Account Executive

Responsibilities

Prospects and Develops New Revenue

• Identifies healthcare sub segment target focus areas (e.g., Pharma, Biotech/Specialty, and Medical Device Manufacturers).
• Identifies new product launch opportunities.
• Develops tailored sales approach to key sub segment groups.
• Identifies key companies to prospect and identifies key personnel to contact to generate revenue.
• Develops relationships with key company personnel to include Supply Chain, Trade Relations/ Trade Markets, Product Managers, and leadership personnel at C- level by way of technical and business skills/competencies and situational fluency.
• Evaluates accounts (e.g., strategic, enterprise, district, etc.) to identify potential new revenue.
• Qualifies and quantifies sales opportunities using internal resources (e.g., Solutions and Pricing Groups, etc.) to ensure potential accounts are viable based on product and industry alignment and available resources.
• Understands client processes and applications and communicates client technology product requirements.
• Acts on referrals and leads from existing accounts to determine viability of potential accounts and alignment with sales strategies.
• Analyzes existing accounts to formulate GL&D sales strategies and pursue key account decision makers.

Manages Customer Proposals and Presentations

• Collects essential data elements to complete sales documents (e.g., logistics services questionnaires, target account strategies, etc.), develop sales opportunities, and obtain management approval.
• Interfaces with customers and sales groups to manage requests for information (RFls) and requests for proposals (RFPs) and to ensure documents are completed and delivered within established deadlines.
• Present customer agreements and reviews business terms and conditions to ensure understanding and to set expectations.
• Coordinates with leadership and other stakeholders to lead efficient and accurate CRM reporting initiatives.

Oversees Customer Account Negotiations and Implementation

• Presents business agreements to key decision makers to review business terms and conditions, verify customer understanding, and confirm customer expectations.
• Negotiates customer contracts to position contractual language, negotiates issues and gaps, and sign new contracts.
• Schedules business requirement validation meetings to formulate implementation changes and to address external issues.
• Oversees implementation handoffs to the Operations group to ensure work continuity and to maintain internal customer relationships.
• Develops new reporting tools as needed.
• Other duties as assigned.

Qualifications and Job Specifications

• Bachelor’s degree in Life Sciences, Marketing, or related field required.
• MBA preferred.
• Minimum 10 years professional experience in sales/account management in the pharma industry.

Technical Expertise

• Intermediate to Advance in Microsoft Office skills: Outlook, Excel (including Statistics and Pivot Table functions), PowerPoint, Internet.
• Strong Business Acumen (summarize Annual/Quarterly reports, Supply & Demand, Pricing, ROI).
• Demonstrate Business Etiquette, Command Presence, Professional Appearance, and Ethics.
• Ability to manage long sales cycles.
• Ability to conduct Web-based research, understand financial documents, contract language, and analysis.
• Intermediate public speaking and presentation skills.
• Excellent verbal and written communication skills.
• Clear and professional verbal and written communication skills.

Additional Employment Requirements

• Must be able to successfully pass all preliminary employment requirements (i.e., background check and drug screen).
• Demonstrate the following: effective relationship building, strong verbal and written communication skills, attention to detail and organization, critical thinking, ability to learn quickly, and interest to work in a fast-paced environment.
• Must be able to travel up to 40% of the time.
• Must have a valid driver’s license.

Physical/Mental/Visual Demands

• Work is light to medium in nature with frequent walking to perform assigned tasks.
• Must be able to safely conduct occasional lifting of 25 lbs.

Working Conditions

• Activities occur within a typical office environment.

Equipment Operated

• Equipment: EX: Laptop computer, SharePoint, scanner/copier, desk phone, and cell phone.
• Systems: Tecsys WMS, Compliance Quest QA software, Outlook, Excel, Word, Salesforce CRM or other CRM software.

Work Arrangement

• This is a hybrid position.
• We are open to candidates located anywhere in the United States.