Account Development Manager

Position Summary:

The focus of the Account Development Manager is to increase market awareness and generate leads, resulting in the provision of qualified meetings [in accordance with agreed KPIs] for the Business Development Team. This is achieved by a high degree of direct contact with prospective clients including by telephone, by email and direct mail. The duties also include assisting in developing and implementing strategies to facilitate long term relationship with new and existing clients.

The Account Development Manager will also work closely with the Business Development Leadership Team to establish and help implement and confirm “inside sales” best practices based on prior experience, available technologies and aligned to company goals.

Essential functions of the job include but are not limited to:

• Implement outreach actions resulting in the provision of qualified meetings for BD Leads in accordance with agreed KPIs.
• Review current account development processes, messaging & technologies and recommend areas for improvement
• Assist in establishing account development production expectations and metrics aligned to corporate goals
• Collaborate with Business Development Leadership Team for performance review, mentoring and development
• Hold territory outreach planning calls with assigned BD on newly identified Accounts at a pre-agreed cadence.
• Identify well aligned potential clients and contacts using defined “ideal account” profiles by using Citeline, ZoomInfo, LinkedIn Sales Navigator and other news resources as triggers for new based outreach
• Identify key stakeholders/decision makers and introduce differentiators and capabilities resulting in opportunities to participate in the request for proposal and bid process.
• Using activity and results data, inclusive of leads generated from the Marketing teams,create improved outreach messaging in an effort to increase client response and interactivity
• Develop and deploy territory and account strategies that incorporate significant account and industry profiling with pipeline and therapeutic content.
• Initiates sales process by communication (call, emails or direct mail), understanding prospective client requirements, introducing services that address their needs and engaging Business Development with prospective clients when ready for face-to-face meetings.
• Support conferences through pre-conference outreach to targets, and conference lead follow-up
• Provide weekly, monthly and quarterly sales activity reports to review with Line Manager and Business Development executives.
• Ensure all activity is recorded in Salesforce and HubSpot appropriately.
• Mentor & train new members in the Inside Sales team.
• Other duties as assigned. (as discussed work with BD when appropriate on proposals to progress developing career towards BD).

Qualifications:
Minimum Required:

• Bachelors, or equivalent level of experience, ideally in a, scientific or healthcare discipline
• Full Professional Proficiency in English Other Required:
• 5 years or more in the CRO/pharmaceutical/biotech industry
• Availability for occasional domestic and international travel including overnight stays Preferred:
• Account development and sales experience

Skills:
Competencies

• Possesses a keen understanding of the current paradigm of therapeutics and diagnostics development, the overall market supporting therapeutics and diagnostics development, and the role that Precision for Medicine plays in that environment
• Active listening skills, ability to understand prospect’s business, their pain points and needs
• Proven relationship/rapport building skills, ability to develop relationships of trust
• Proven experience of proactively anticipating objections that may come up, and having a plan to address and prevent
• Well versed in using a variety of methods to generate leads including but not limited to cold calling social media, referrals, outreach and networking
• Resolves company and client related problems and prioritizes workload to meet deadlines with little support from management
• Exhibits high self-motivation, and is able to work and plan independently as well as in a team environment
• Motivates other members of the company to meet timelines and company goals
• Focuses on continuous improvement, including the ability to make proactive assessments on how to make processes more efficient and people more effective
•  Ability to identify process efficiencies and make recommendations for improvement
• Ability to work effectively with minimal direction
• Demonstrates a high degree of professionalism, as evidenced by ability to deliver on commitments, an understanding of the service culture and positive interactions with customers and teammates, including good interpersonal skills in the areas of diplomacy and negotiation
• Communicates both verbally and in written form in an exemplary manner
• Conducts formal presentations to a wide variety of audiences including colleagues, investigative staff, and clients with a high level of proficiency
• Possesses practical knowledge of IT tools and systems in use in the company and on the project teams

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