Director, Strategic Accounts

M3; Abingdon; On-site; GBP 90,000 - 130,000; Full time

Benefits offered by this job

25 days annual leave

Participation in a company bonusscheme

Group Life Cover 4x salary

Pension 4%/4% employee/employer

Vitality Health Insurance after probab

Staff discount scheme

Discounted gym membership

Job summary

M3 EU is seeking a Director of Strategic Accounts to grow revenue across a portfolio of named accounts in Europe, with a focus on pharma and healthcare brands.

You will lead strategic proposals, nurture C-suite relationships, and coordinate with product, PMO and marketing to deliver integrated digital marketing solutions.

This role includes a company bonus scheme, along with a comprehensive benefits package and ongoing professional development.

Qualifications

• Proven B2B sales/business development excellence within pharma/healthcare
• Experience selling strategically aligned digital solutions to pharma with credibility and timely close
• Ability to network across accounts to build lasting relationships
• Pre-existing network within pharma/healthcare market

Responsibilities

• Target: achieve/exceed revenue and gross margin target
• Provide strategic direction to account teams with weekly prioritisation of opportunities
• Develop and implement a strategic sales plan to meet account targets
• Maintain account plans and reviews for each customer
• Build and maintain excellent customer relationships through regular contact
• Develop strategic proposals tailored to client needs and objectives
• Retain and grow existing business while acquiring new opportunities
• Work autonomously in ambiguous internal dynamics to deliver cost-effective solutions
• Oversee delivery of programmes to maximise repeat business and growth
• Manage sales activities across pharma/healthcare sectors
• Understand client business issues and how M3 can help
• Maintain detailed financial tracking of revenue and billings
• Keep CRM pipeline accurate and up-to-date
• Provide weekly, monthly and quarterly forecasts
• Ensure high service levels and campaign delivery
• Discuss opportunities to expand services within the portfolio
• Monitor and analyse campaign performance data
• Ensure campaigns stay within budgets
• Represent M3 at relevant exhibitions and conferences

Skills

B2B sales

Strategic accounts

Pharma/Healthcare

Relationship building

Forecasting & reporting

Job description

About the Business Division:

This role sits within Doctors.net.uk, a subsidiary of M3 Inc. Doctors.net.uk is the UK's largest professional network of doctors; a closed community used by over 50,000 doctors daily and with a total membership of over 245,000. Products range from a trusted email communications platform to robust news and educational web pages along with our world-class sponsored pharmaceutical content and doctors’ own user-generated content. Our mission is to continually improve these offerings as well as identifying new ways to support our community of doctors throughout their careers.

Job Description

Overview

The remit is to develop business opportunities and potentials within a portfolio of named accounts (typically 4 to 6). There is significant existing business within these accounts, but the drive is for further growth by greater penetration in Europe and expanding to brands where M3 has limited engagement. One of the key functions of the Director of strategic accounts is to have the ability to develop meaningful and mutually beneficial relationships with key clients. M3 are able to offer and deliver fully integrated digital marketing solutions, and this role requires an ability to develop a strategically aligned proposal that can add best value. The promotional Digital Services include, but are not limited to, edetails, medical education, online closed loop marketing, hosted content digital advertising, analytics and outcomes. The role has significant support of a Programme management team who deliver existing programmes, and a Business Solutions team who provide detailed customer information as well as supporting the development of leads.

Main Duties and Responsibilities

• 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.

Qualifications

• 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
• Ability to network across all accounts to build and nurture lasting and fruitful relationships – C-suite or otherwise
• Pre-existing network of contacts within pharma/healthcare market.

Employee Benefits:

• 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

About M3 EU:

M3 EU is at the forefront of healthcare innovation, offering digital solutions across healthcare, life sciences, pharmaceuticals, and more. Since our inception in 2000, we’ve seen remarkable growth, fuelled by our mission to utilize the internet for a healthier world and more efficient healthcare systems.

Our success is anchored in our trusted digital platforms that engage physician communities globally, facilitating impactful medical education, precise job placement, and insightful market research.

Joining M3 EU means being part of a dedicated team striving to make a significant difference in healthcare. We provide a unique opportunity for you to be at the cutting edge of healthcare innovation, shaping the future in a meaningful career. Embrace the chance to drive change with M3 EU.