Director, Strategic Accounts
M3
- Abingdon, Oxfordshire
- Permanent
- Full-time
- Target: achieve/Exceed revenue and gross margin target
- Giving clear direction to AM/AD to facilitate optimal management of account - weekly prioritisation of opportunities and agreement of clear action plans in consultation with the Project management function
- Development and implementation of a strategic sales plan to meet account targets - where is the business going to come from and how?
- Account Plans: ensure account plans and account reviews for each customer are kept up to date
- Relationships: establish and maintain excellent customer relationships through regular close contact, including face-to-face meetings, telephone and e-mail communication with the ultimate goal of reciprocity with key strategic clients
- The ability to develop a strategic proposal to our clients with autonomy - to clearly understand the client's needs and clearly define the objectives of the program and how this will be achieved. Non-transactional sell, does not present a shopping list
- Retention and growth of existing business and acquisition of new business
- Working with autonomy in an often ambiguous internal dynamic - the ability to work in ambiguity and internally network to devise a solution that works for our clients and is deliverable and cost effective
- Overseeing delivery of successful programmes for your accounts to maximise repeat business and account growth
- Management of sales activities within the market (Pharma and other healthcare sectors - medtech, OTC/X, private sector healthcare, publics sector and medical charities)
- Business Understanding: manage a portfolio of customers, gaining an in-depth understanding of their business issues and how M3 can help address them
- Financial reporting: maintain a detailed understanding of the financial status of your portfolio including revenue and billings status
- CRM: manage an accurate personal sales pipeline within the company CRM system
- Forecasting: provide weekly, monthly and quarterly forecasts to the business
- SLA: work closely with account teams to ensure that the customer is receiving the highest level of service and excellent delivery of campaigns
- Communications: actively discuss opportunities within the team to increase the services offered to your portfolio, increasing the revenue generated from it
- Metrics: gather, monitor and analyse campaign performance data, providing detailed and useful information back to the customer
- Cost Management: ensure individual campaigns are delivered within budget tolerances
- Exhibitions: responsible for representing M3 as a delegate at relevant exhibitions, conferences etc.
- Proven B2B sales/business development excellence within the pharma/healthcare market
- Experience of selling strategically aligned digital solutions to pharma - to hunt, propose with dynamism and credibility and a timely close
- Pre-existing network of contacts within pharma/healthcare market.
- Ability to network across all accounts to build and nurture lasting and fruitful relationships - C-suite or otherwise
- 25 days annual leave
- Participation in a company bonus scheme linked to personal and company performance
- Group Life Cover 4x salary
- Pension 4%/4% employee/employer contributions
- Vitality Health Insurance after probation
- Staff discount scheme
- Discounted gym membership
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