Job Order: 4981
Staff Representative: Tim Jadwin
Position: Area Vice President
Location: New Jersey
Company Summary:
Our client, a leader in interactive medical education, creates customized, engaging interactive training modules that have been proven to enhance the medical knowledge and sophistication of pharmaceutical, biotech and medical device sales representatives. They pride themselves on their deep medical content and healthcare expertise, with a staff of physicians, award winning medical illustrators, former marketing managers and sales trainers.
Description:
SUMMARY/OBJECTIVE:
The Area Vice President’s primary function is to generate revenues. To successfully generate the level of business required, the AVP needs a high level of consultative sales sophistication and a track record of closing 7-figure sales from Pharma/Device clients in the recent past. The position may grow to a leadership role if multiple 7-figure deals are closed and require a team to support additional revenue opportunities.
DUTIES:
- Responsible for generation of first year revenue target of $2,500,000, and all sales activities, including developing new business, managing and maintaining new and existing accounts assigned within the defined area. The Area may consist of either a region or a number of assigned companies as defined at the sole discretion of the Supervisor.
- Responsible for development of an account plan for each assigned account.
- Responsible for supporting the development of all marketing initiatives in the assigned Area.
- Responsible for presentation of all appropriate client reports regarding program metrics and the development of appropriate ROI models for each program sold.
- Required to attend all quarterly and national sales meetings, plan and direct local Area meetings, and attend multiple training sessions in the Los Angeles office.
- Drive additional sales to clients who have previously purchased Company’s products and services
- Fully elucidate the client’s organizational chart with Sales, Sales Training, Marketing, Business Development, e-Business, and IT groups clearly separated
- Identify the chain of command in funding line item budgetary inclusion
- Communication - superior skills are essential to the position across the following groups:
- Clients: Need to assess needs, establish trust, educate, set expectations, and keep in touch with notoriously "busy" clients
- Internal Prod./Tech.: Need to be flexible and insistent as a client advocate with Project Manager, and stay up to date on all aspects of client projects as well as new product/feature development
- Management: Need to escalate appropriately and work well with entire senior management team
- Personality
- Energetic, dynamic
- Warm and supportive with clients in need of "consultative" sales process
- Superior communication skills
- Detail-oriented for projects with many aspects that need to be monitored on a regular basis
- Sophistication
- Top of class in education
- Top of group in prior sales/marketing/consulting positions
- Understands computers, the Internet, and the benefits of e-Learning Internet data tracking programs relative to the healthcare industry’s needs for: Sales Training, Med Ed (including e-Details, general MD education, and CME Programs), and DTC
- Bachelor’s Degree required - MBA preferred (RN, MD, RPh, NP a big plus)
- 5+ years in a major Pharmaceutical or Device Company with significant promotions and progression to the Sales or preferably Marketing Manager level
- 4+ years in a Consultative Sales, Account Management or Business Development Role with a Medical Education, Communications, of Advertising Agency
- Successfully closed deals ranging from a minimum of $200k to over $1M
