National Account Director

PRA Health Sciences   •  


Industry: Healthcare


8 - 10 years

Posted 169 days ago

This job is no longer available.


National Account Director

Symphony Health Solutions 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 thehealthcare 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.

Job Summary:

A National Account Director 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 the principle author/coordinator of 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 todemonstrate 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 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. Successful large account management relies on strong capabilities in leading and directing matrixed teams and managing multipleagendas.

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, and the implementation of the Plan of Action. NAD will also be expected to fully leverage the Sales Force Automations tools and relatedreporting 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:

  • Organizing and establishing the necessary business rhythm and communications approach for the team.
  • 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 – whilethe NAD is not involved in every customer interaction, they are informed, engaged and consulted in order to provide high level support and team direction.
  • Serves as the high level client contact.
  • 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.
  • Meets or exceeds appropriate financial goals for the Team
  • Demonstrates enthusiasm, drive, rigor and a sense of urgency when managing the business.
  • Knows when to share decision making and when not to… taking ownership for difficult decisions.
  • Keeps on top of changes and trends in the marketplace and how these impact the business.




  • Bachelor's degree in business, sales or marketing or equivalent.
  • Advanced degree in Organizational Development, Project Management, Business, or its equivalent is desirable.
  • This individual generally has had most of the following professional experiences: sales and sales management, marketing, large account management and other complementary roles.


  • A minimum of seven to ten years progressively-responsible leadership experience in driving process improvement initiatives, and the development andreporting of metrics, preferably in a healthcare, managed care, or pharmaceutical managed care organization.

Travel Requirements

  • Travel as required

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 intendedto be an exhaustive list of all duties and responsibilities and requirements. Symphony Health Solutions is an Equal Opportunity Employer.

  • ID 2018-49646