Shire Jobs

Strategic Account Management, Senior Director

Company: Evaluate

Location: Remote, United States

Date Posted: Jun 28, 2024

Job ID: R-372

Description

Strategic Account Management, Senior Director

About Evaluate:

Evaluate is a global company providing outstanding market intelligence services for the Pharmaceutical, Medical Device, Financial and Consulting sectors, through the Evaluate Pharma®, Evaluate Medtech®, Evaluate Omnium and Evaluate Vantage® online brands. Our international clients in Pharma and Biotech, Medtech, Banking and Consultancy regard Evaluate Pharma® as the industry’s gold standard for timely and accurate analysis of reported drug sales, consensus sales forecasts, R&D pipeline, markets and comprehensive company financials.

To amplify the ability to make critical decisions, Evaluate is proud to become part of Norstella – an organization that unites four market-leading companies with a shared goal: to improve patient access to life-changing therapies. We are stronger together – and as a Norstella company, Evaluate plays a key role in helping to connect the dots from pipeline to patient.

The Role:

In this role as Strategic Account Management, Senior Director, you will be strategically focused on driving sales growth from some of Evaluate’s largest clients including the top pharmaceutical manufacturers, their suppliers, and advisors. This position will focus on sales execution, individually and as part of a team, by growing and retaining an assigned group of client accounts. You will apply the Evaluate sales methodology to achieve sales quotas and the company’s commercial objectives.

Reporting to the SVP, Strategic Accounts Americas, this is an excellent opportunity if you are highly motivated to deliver outstanding sales performance within a high-growth SaaS business.

We are looking for a sales hunter, a self-starter with excellent business acumen and a growth-mindset. This role is ideal if you are achievement-oriented and believe in driving individual and team-based performance to exceed pipeline growth and sales goals. You will be consultative seller, driven to succeed, and love working at pace as part of a diverse global team.

Responsibilities:

In this role as Strategic Account Management, Senior Director, you will:

• Achieve or exceed sales goals within your client base

• Manage the entire sales pipeline from prospecting to closing the sale, managing to a weekly/ monthly opportunity progression cadence

• Develop outstanding and multi-threaded professional relationships to maximize lifetime value of each account

• Hunt for additional syndicated product and/or Services sales for Evaluate and referrals into other Norstella companies

• Devise and execute territory and account development plans to assure quota achievement

• Use a range of communication, sales and negotiation frameworks to grow sales to assigned clients

• Share feedback from client interactions and strive to deliver more value to Evaluate Customers

• Follow-up all SQLs to establish additional opportunities within assigned accounts and record activities in Salesforce

How you’ll succeed:

• Your success will be measured by achievement of assigned sales quota/s, including Subscription and Consulting & Analytics sales within your client base

• Collaborate with your Account Management team members on shared accounts, and Sales Leaders, Marketing and Customer Success to devise and pursue Account Development strategies

• Generate sales growth through traditional and professionally creative methods

• Provide accurate and up-to-date sales pipeline reports and sales forecasts on a weekly basis

• Enjoy what you are doing and have fun!

Qualifications:

• You have a track record of quota achievement, hunting and closing business with large B2B clients

• You have experience selling to pharmaceutical and/or life sciences consulting clients

• You have experience selling business data/intelligence or SaaS solutions that drive ACV growth

• You understand how analysis and information supports strategic decision making

• You have proven ability to plan, prepare, execute, and review professional meetings to achieve commercial objectives and win/win outcomes with clients

• You have an ability to establish rapport quickly with a demanding and expert client base

• You have experience in utilizing Microsoft Office applications and CRM systems (Salesforce)

• You have grit and resilience with a can-do attitude!

• Other duties as assigned

Preferred Qualifications:

• Life-science focused degree

• Previous formal sales training

Travel: Estimate of monthly travel required.

Our Guiding Principles for success at Norstella:

01: Bold, Passionate, Mission-First

We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients. Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.

02: Integrity, Truth, Reality

We make promises that we can keep, and goals that push us to new heights. Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t. By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.

03: Kindness, Empathy, Grace

We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude. We use this principle across the organization to collaborate and build lines of open communication.

04: Resilience, Mettle, Perseverance

We will persevere – even in difficult and challenging situations. Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission.

05: Humility, Gratitude, Learning

We will be true learners by showing humility and gratitude in our work. We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.

Benefits:

• Medical and Prescription Drug Benefits

• Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)

• Dental & Vision Benefits

• Basic Life and AD&D Benefits

• 401k Retirement Plan with Company Match

• Company Paid Short & Long-Term Disability

• Paid Parental Leave

• Education Reimbursement

• Paid Time Off & Company Holidays

The expected base salary for this position ranges from $130,000 to $165,000 plus commission. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.

Norstella is an equal opportunities employer and does not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, color, nationality, ethnic or national origin, religion or belief, disability or age. Our ethos is to respect and value people’s differences, to help everyone achieve more at work as well as in their personal lives so that they feel proud of the part they play in our success. We believe that all decisions about people at work should be based on the individual’s abilities, skills, performance and behavior and our business requirements. Norstella operates a zero-tolerance policy to any form of discrimination, abuse or harassment.

Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we’re just as excited about you.