Strategic Account Management, Director

Norstella; Dover (DE); On-site; EUR 150,000 - 220,000; Full time

Benefits offered by this job

Medical & prescription drug benefits

HSA or FSA

Dental & vision benefits

Basic life and AD&D benefits

401k with company match

Short & long-term disability

Paid parental leave

Paid time off & company holidays

Job summary

Norstella is seeking a Strategic Account Management Director to lead key pharmaceutical and life sciences client relationships within a high-growth SaaS environment. You will own quota attainment, manage end-to-end sales cycles, and collaborate with global Account Management, Marketing and Customer Success teams.

In this role you will develop multi-threaded relationships, drive territory plans, and mentor teams while leveraging Evaluate’s market intelligence products to deliver measurable value

Qualifications

• Proven track record of quota attainment in large B2B sales.
• Experience selling to pharmaceutical and/or life sciences consulting clients.
• Experience selling business data/intelligence or SaaS solutions.
• Understanding how data supports strategic decision making.

Responsibilities

• Achieve or exceed sales quotas within assigned client base.
• Manage full sales cycle from prospecting to close.
• Develop multi-threaded client relationships to maximise lifetime value.
• Hunt for additional syndicated product and/or services sales and referrals.
• Devise and execute territory and account development plans to hit quota.
• Record activities in Salesforce and follow up on SQLs.

Skills

Quota achievement

Pharma/Life sciences sales

SaaS/business data sales

CRM proficiency (Salesforce)

Microsoft Office proficiency

Education

Life-science focused degree

Tools

Salesforce

Job description

Strategic Account Management, Director

Description

Success Profile - Strategic Account Management, Director

Evaluate isa 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.

ROLE

In this role as Strategic Account Management , Director ,you will be strategically focusedondrivingsales growth from some ofEvaluate’s largest clientsincluding the top pharmaceuticalmanufacturers,theirsuppliers,and advisors.This position will focus on sales execution, individually and as part of a team, by growingand retainingan assigned group of client accounts.You will apply the Evaluate sales methodology to achieve salesquotasand the company’scommercialobjectives.

Reporting to theSVP, Strategic Accounts Americas, this is an excellent opportunity if you arehighlymotivated todeliveroutstanding sales performancewithin a high-growth SaaS business.

We are looking for asales hunter,a self-starterwithexcellentbusiness acumen and a growth-mindset. This role is ideal if you are achievement-oriented and believe in drivingindividual andteam-based performance to exceed pipeline growth and sales goals. You will beconsultative seller,driven tosucceed,andlove working at paceas part ofa diverse global team.

SCOPE OF ROLE

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

• Achieve or exceedsalesgoals within your clientbase
• Manage the entire sales pipeline fromprospectingto closing the sale, managing to a weekly/ monthly opportunity progression cadence
• Developoutstandingand multi-threadedprofessional relationships to maximizelifetimevalue of each account
• Huntfor additionalsyndicatedproductand/orServicessalesforEvaluate andreferralsintoother Norstella companies
• Devise and execute territory and account development plans to assure quota achievement
• Use a range of communication, sales and negotiation frameworks togrowsalestoassignedclients
• Share feedback from client interactions and striveto deliver more value to Evaluate Customers
• Follow-up allSQLsto establishadditionalopportunitieswithin assigned accounts andrecordactivities inSalesforce

HOW YOU’LL SUCCEED

• Your success will be measuredbyachievement ofassigned sales quota/s,includingSubscription and Consulting & Analytics sales within your client base
• Collaborate withyourAccount Management team members on shared accounts,andSales Leaders, Marketing and Customer Successtodevise andpursueAccountDevelopment strategies
• Generatesales growththrough 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!

WHAT IT TAKES

Essential requirements:

• You have a track record of quotaachievement, hunting and closing businesswith largeB2Bclients
• You have experience selling to pharmaceutical and/or life sciences consulting clients
• You have experience sellingbusinessdata/intelligence or SaaS solutionsthat driveACVgrowth
• Youunderstandhow analysis and information support strategic decision making
• You have proven abilityto plan, prepare, execute, and reviewprofessional meetings to achievecommercialobjectives 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 havegrit and resiliencewithacan-doattitude!

Nice to have:

• Life-science focused degree
• Previous formal salestraining

Our Guiding Principles for success at Norstella:

01: Bold, Passionate, and Mission-First

02: Integrity, Truth, and Reality

03: Kindness, Empathy, and Grace

04: Resilience, Mettle, and Perseverance

05: Humility, Gratitude, and Learning

Benefits:

• Medical & Prescription Drug Benefits
• Health Savings Account (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
• Paid Time Off & Company Holidays

Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.

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.

Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.