Strategic Account Management, Senior Director

Description

Success Profile - Strategic Account Management, Senior Director

Team:Sales – Americas

Reports to: SVP, Strategic Accounts Americas

Location:Remote - US

Evaluate isa global company providing outstanding market intelligence services for the Pharmaceutical, Medical Device, Financial and Consulting sectors, through the Evaluate Pharma®, Evaluate Medtech®, Evaluate Omnium and Evaluate Vantage® online brands. Our international clients in Pharma and Biotech, Medtech, Banking and Consultancy regard Evaluate Pharma® as the industry’s gold standard for timely and accurate analysis of reported drug sales, consensus sales forecasts, R&D pipeline, markets and comprehensive company financials. 

ROLE

In this role as Strategic Account Management,Senior Director, you will be strategically focused on driving sales growth from some ofEvaluate’s largest clients including the top pharmaceutical manufacturers, their suppliers, and advisors.This position will focus on sales execution, individually and as part of a team, by growing and retaining an assigned group of client accounts.You will apply the Evaluate sales methodology to achieve sales quotas and the company’s commercial objectives.

Reporting to the SVP, Strategic Accounts Americas, this is an excellent opportunity if you are highly motivated to deliver outstanding sales performance within a high-growth SaaS business.

We are looking for a sales hunter, a self-starter with excellent business acumen and a growth-mindset.  This role is ideal if you are achievement-oriented and believe in driving individual and team-based performance to exceed pipeline growth and sales goals. You will be consultative seller, driven to succeed, and love working at pace as part of a diverse global team.

SCOPE OF ROLE

In this role as Strategic Account Management,Senior Director, you will:

• Achieve or exceed salesgoals within your client base
• Manage the entire sales pipeline from prospecting to closing the sale, managing to a weekly/ monthly opportunity progression cadence
• Develop outstandingand multi-threaded professional relationships to maximize lifetime value of each account
• Huntfor additional syndicatedproduct and/or Services sales for Evaluate and referrals intoother Norstella companies
• Devise and execute territory and account development plans to assure quota achievement
• Use a range of communication, sales and negotiation frameworks to grow sales to assigned clients
• Share feedback from client interactions and strive to deliver more value to Evaluate Customers
• Follow-up all SQLs to establish additionalopportunities within assigned accounts and record activities in Salesforce

HOW YOU’LL SUCCEED

• Your success will be measured by achievement of assigned sales quota/s, including Subscription and Consulting & Analytics sales within your client base
• Collaborate with your Account Management team members on shared accounts, and Sales Leaders, Marketing and Customer Success to devise and pursueAccount Development strategies
• Generate sales growth through traditional and professionally creative methods
• Provide accurate and up-to-date sales pipeline reports and sales forecasts on a weekly basis
• Enjoy what you are doing and have fun!

WHAT IT TAKES

Essential requirements:

• You have a track record of quota achievement, hunting and closing business with large B2B clients
• You have experience selling to pharmaceutical and/or life sciences consulting clients
• You have experience selling business data/intelligence or SaaS solutions that drive ACV growth
• You understand how analysis and information support strategic decision making
• You have proven ability to plan, prepare, execute, and review professional meetings to achieve commercial objectives and win/win outcomes with clients
• You have an ability to establish rapport quickly with a demanding and expert client base
• You have experience in utilizing Microsoft Office applications and CRM systems (Salesforce)
• You have grit and resilience with acan-do attitude!

Nice to have:

• Life-science focused degree
• Previous formal sales training

Our Guiding Principles for success at Norstella: 

01: Bold, Passionate, and Mission-First   

02: Integrity, Truth, and Reality  

03: Kindness, Empathy, and Grace  

04: Resilience, Mettle, and Perseverance  

05: Humility, Gratitude, and Learning  

Benefits:

• Medical & Prescription Drug Benefits
• Health Savings Account (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

Norstella is an equal opportunity employer.  All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.  

Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.    

All legitimate roles with Norstella will be posted on Norstella’s job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. 

Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address: ApplicationHelp@norstella.com.