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.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)