Strategic Account Manager- Pharma Intelligence (CRO focus) | Remote, US
Informa
 New York, NY

Strategic Account Manager - Informa Pharma Intelligence (CRO focus) | Remote, US

Informa Pharma intelligence, part of the Informa group, is the trusted partner of all the top 50 global pharmaceutical companies and the top 10 largest Contract Research Organizations (CROs) providing timely intelligence and insight to help them make better decisions.

The Pharma Intelligence team currently has an exciting opportunity available for an experienced Strategic Account Manager to join a new team, focused on calling exclusively into Contract Research Organizations (CROs). The Strategic Account Manager will manage a defined book of existing CRO clients and will also be targeted with growth into new CROs.

We are seeking a confident, passionate and new business focused Strategic Account Manager who enjoys exceeding sales targets and networking throughout their targeted clients. The ideal candidate will come from a business-intelligence or subscription-based sales in the healthcare arena, or from a Contract Research sales background.

The role is an excellent opportunity with unlimited earning potential for a driven, tenacious, intelligent, articulate self-starter, who enjoys both cultivating client relationships and uncovering new sales, as well as working for an organization with excellent and varied career development opportunities.

Key responsibilities:

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  • Actively grow and maintain existing client base of large, medium, and small Contract Research Organizations (CRO), as well as pursue and close new business opportunities with new CRO partners

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  • Foster long term strategic relationships with key client stakeholders by developing a strong understanding of clients' service portfolios to maintain current revenue with annual uplift

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  • Ability to strategically map and plan approach to grow existing accounts using industry knowledge and clients' identified needs

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  • Be responsible for the full sales cycle by leveraging sales support teams and other internal resources as needed

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  • Travel to meet with client when appropriate, and maintain regular contact via phone and/ or social media

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  • Master knowledge of Informa Pharma Intelligence product suite (subscriptions, one-time products, and consulting), track competitors & clients to provide excellent service & maximize sales

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  • Establish productive, professional relationships with strategic business leaders

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  • Build and manage a robust pipeline and prepare accurate sales forecasts, new growth ideas and contingency plans

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  • Meet required KPIs and ensure your activity meets or exceeds Informa standards and expectations

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  • Continually improve your product and industry knowledge while also understanding client pain points to ensure the best support can be offered to your customers and colleagues

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  • Contribute fully to the objectives of your division and achieve the personal objectives set by your manager

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  • Be expected to collaborate with colleagues of all levels proactively, positively and professionally

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  • Provide feedback from customer training sessions / meetings – share with colleagues and 'manage up'

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  • Maintain high customer satisfaction for all Informa services, functions and experiences

What you will need to succeed:

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  • At least 4 years of sales experience and account management, ideally to CROs

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  • A proven track record of having successfully and consistently won new business contracts

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  • Experience in $1 M plus deal management and closing

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  • Working knowledge of the global pharmaceutical and healthcare industry

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  • Account Management experience up-selling & cross-selling directly to senior decision-makers

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  • Strong networking and rapport building ability

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  • Proven ability to successfully conduct business with clients in person

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  • Accountability, Positivity & Integrity

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  • Capable, and comfortable, in challenging the status quo

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  • To be a dynamic self-starter, solution focused and a creative thinker

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  • Ability to present complex ideas & products simply, so they resonate with your audience

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  • Ability to present to different audiences / personas in their own 'language'

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  • Ability to identify client challenges, and develop creative solutions in close collaboration with colleagues and clients to maximize product potential

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  • Strong organizational skills to set priorities and be flexible in changing, fast-paced, and high-stress environment

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  • Highly developed business acumen and the ability to understand the wider issues of the industry

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  • Effective use of Salesforce.com to detail contact and progress on each account

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  • Excellent, communication, presentation, listening, negotiation and closing skills

About Informa Intelligence

Informa Intelligence provides digital intelligence and data-based products, consultancy and research services that help businesses in specialist markets make better informed decisions, spot opportunities and gain competitive edge. We work in five markets, with over one hundred brands and many expert teams delivering predictive and action-based insight and intelligence

About Informa

Informa is a leading business intelligence, academic publishing, knowledge and events group.

We help customers in hundreds of professional, commercial and academic communities connect and learn, and create and provide access to content and intelligence so they can work smarter and make better decisions faster.

Why work at Informa

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritises promotions internally. Our benefits include:

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  • Learning and development plan to assist with your career development

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  • 15 days PTO plus 9 national holidays, 4 days for volunteering and a day off for your birthday!

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  • Competitive Benefits with 401k match

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  • Paid parental leave

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  • Commuters benefit

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  • Work with a high quality of specialist products and service

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  • Bright and friendly staff who are all “expert's experts“ and additional training and development for helping you achieve your career aspiration

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  • Share-Match options - become a shareholder

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  • Regular social events and networking opportunities

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.

This role may also be available on a flexible working schedule – please ask the Talent Acquisition team for more information.