Description
The Role:
As Account Director, you will grow and maintain an existing client base of CRO 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
• Full cycle of planning execution, collaborating 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
• Ad hoc duties as assigned (All Responsibilities need to end with this bullet)
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: Remote US
Benefits:
• Medical and Prescription Drug Benefits
• Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
• Dental & Vision Benefits
• Basic Life and AD&D Benefits
• 401k Retirement Plan with Company Match
• Company Paid Short & Long-Term Disability
• Paid Parental Leave
• Paid Time Off & Company Holidays
