The Major Account Manager will have a proven track record selling technology and information solutions and services to life sciences companies. This role requires a dynamic self-starter who has the ability to network and manage relationships specifically within the Healthcare and Life Sciences sector.
The post holder will be responsible for developing and implementing an effective global account strategy through collaboration with Strategic Account Team members in all global locations, the professional services team, & customer training team. The candidate must be a strong communicator to both senior management and scientific end users with an ability to clearly articulate an in-depth understanding of our Product, Platform, Solution, and Services capabilities.
About You - experience, education, skills, and accomplishments
- Bachelor's Degree in a relevant field or equivalent work experience
- 10+ years of proven success selling solutions (information, technologies, services) into Healthcare and Life Sciences organizations
- Experience selling RWD products and solutions
It would be great if you also have...
- Deep knowledge and experience with marketing and selling HEOR and Real World Data (RWD) offerings (Lab, Claims, Prescription, EMR, Hub, Specialty Pharmacy, SDOH data) into Life Sciences organizations
- A keen ability to extend the customer contact base through to new business channels and to develop the strategic alignment to customer
- Appropriate granular knowledge and understanding of the Drug Development business and its key drivers, able to present an appreciation of the competitive landscape of the life sciences sectors
- Ability to manage and generate revenue from existing customers through a conscientious and driven approach with excellent customer management skills
- Commercial acumen; with a proactive and creative approach to looking after the needs and concerns of customers and an understanding of the role of customer training as an integral part of the sales process
What will you be doing in this role?
- Achieving territory revenue plan to meet business expectations
- Maintain existing subscriber base through renewals and to grow revenues from within existing accounts
- Prepare an account plan for each organization which includes an organization profile, an analysis of revenues, relationship profiles for contacts, SWOT analysis, use of services, strategy for growth, objectives and implementation schedule of Total Account Management.
- Lead Global Account Manager will be responsible for creating and updating account profiles in Salesforce.com.
- Devise overall strategy for each assigned “lead” account, with the help of the Regional Sales Manager and other support functions (Strategic Marketing, Product Management, CSD, etc…).
- Present account strategy to the global account team and allocate actions.
- Chair regularly scheduled account development meetings with peer and Executive Committee to develop account awareness within organization.
- Major Account Manager will be charged with developing, adapting, and ultimately owning the sales strategy for each account.
- To acquire detailed in-depth knowledge of Clarivate’s products and to keep that knowledge up-to-date.
- Maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes.
- Liaise effectively with internal departments (Product Development, Sales Support, and Marketing) to maximize sales opportunities and to keep up to date with existing and new Clarivate services and marketing/sales campaigns
- Lead and identify training and developmental needs for yourself on an on-going basis
About the Team
In this position, you will collaborate across many different functions and levels of seniority within complex global Pharma and Life Sciences organizations. The territory is made up of a limited number of Clarivate's largest Life Sciences clients.
Hours of Work
· Full Time, permanent
· This is a remote position and required to be performed Eastern or Central US region
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Clarivate is an Equal Opportunity Employer Vets/Minorities/Women/Disabled
Top Skills
What We Do
Clarivate™ is a global leader in providing solutions to accelerate the lifecycle of innovation. Our bold mission is to help customers solve some of the world’s most complex problems by providing actionable information and insights that reduce the time from new ideas to life-changing inventions in the areas of science and intellectual property. We help customers discover, protect and commercialize their inventions using our trusted subscription and technology-based solutions coupled with deep domain expertise. For more information, please visit clarivate.com.
