Job Order: 4982
Staff Representative: Tim Jadwin
Position: Senior Vice President - Group Account Director
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:
Position Overview
Our client has committed to recruiting an outstanding sales professional to join the existing team of Senior Vice President - Group Account Directors, during a critical period of the Company’s growth and evolution. The SVP-GAD will report directly to the Company’s Chief Marketing and Sales Officer, and working as a member of a strong executive team will be a strategic partner in planning for and managing an aggressive and accelerated ramp-up of the Company’s sales and revenue base, profitability and enterprise/shareholder value.
Our client is in the midst of creating the first fully integrated global medical education and training company. The SVP-GAD will play a critical role in driving sales and market leadership leveraging the unique global advantages while working towards fundamentally altering client perceptions regarding how pharmaceutical services can be delivered at higher quality, shorter cycle times and at higher ROI using a hybrid global model. This change at the market level is expected to yield a highly differentiated service offering and very attractive profit margins.
The SVP-GAD will be responsible for achieving the sales goals within a specified group of client accounts (defined as the Group Account) while leading a team of front line sales professionals (Area Vice Presidents - AVPs). Our client typically has 2 AVPs under a SVP. The SVP-GAD will have an individual sales target of approximately $2.5Mn - $3.5Mn, in addition to responsibility for meeting group bookings targets of around $6.5Mn - $8Mn. The SVP-GAD will have the additional responsibilities of providing strategic and tactical leadership to the AVPs (individual sales goals typically around $2.5 Mn), creating and maintaining strong relationships with the senior management in client organizations, mentoring and coaching the AVPs to enhance their performance and manage the day-to-day activities of the AVPs in the team.
The SVP-GAD will be a key member of the senior management team and must be closely aligned with corporate, sales and production strategies as well as the operating plans for each function. Teamwork, leadership and communication strengths are critical success factors for this position.
Key Responsibilities & Objectives
- Meet / exceed Group Account annual sales targets ~ $ 6.5 Mn - 8 Mn.
- Provides strategic marketing direction to the account team regarding specific product and business opportunities ( Understands all marketing aspects of the client’s business)
- Accelerate account penetration and rapid expansion by innovative thinking, quick decisions and compelling value proposition to clients.
- Is on-site with major accounts on a frequent basis and drives to build and maintain deep relationships across clients by ensuring a high touch culture within the sales organization.
- Provide strategic and tactical leadership for a consultative sales approach within the Account Group that result in long term, large value projects and relationships.
- Ensure tight and efficient operations within the Group Account team including timely reporting of sales activities, maintaining detailed Account Plans, analysis of operational metrics and reviewing the performance of team members.
- Provide inspiration, mentorship and leadership to team AVPs and build them up to be superior performers.
- Identifies opportunities and directs internal team to proactively create new ideas and concepts specifically targeted to the client’s marketing or business needs.
- Evangelize the advantages of the hybrid global model and convert the unique proposition to the de-facto pharmaceutical services model.
- Outstanding Sales Performance Track Record. You have the aggression, intelligence and the quick thinking ability to grasp the advantage quickly and drive for all out winning performance. You are used to performing under high pressure situations and will not accept a below target performance.
- Passion for Winning and Making Money. Commitment to constant improvement in terms of expanding business and increasing profit margins. You enjoy blazing innovative new tracks in the industry and can identify opportunities early to capitalize on them.
- Client Sensitivity and Focus. Passion and ability to building deep client relationships across all levels of the client organization. You are extremely focused on ensuring that the team embraces total client satisfaction as a goal and works with the internal team to ensure alignment and set appropriate client expectations.
- Decisive in the Face of Ambiguity and Adversity. Ability to quickly foresee and understand market, client and personnel issues. Positive attitude and nimble response to challenging decisions.
- Proven Management and Leadership Skills. Sophisticated manager who has shown a great track record in hiring, training, developing and leading winning teams. You are a team player as well as an inspirational leader.
- Extremely Strong level of Integrity and Commitment to Ethical Business Practices.
- 10+ years sales experience, preferably in a healthcare communications, medical education or pharmaceutical sales training agency
- A proven rainmaker with an ability to hit sales targets quarter after quarter.
- Proven ability to provide consultative sales to clients and close projects > $ 1Mn.
- Ability and willingness to lead a team of high sales performers and help them hit their targets.
- Passion and past success in developing innovative client solutions, winning/maintaining strategic accounts and balancing conflicting interests
- Excellent written and verbal communication and interpersonal skills
