Regional Key Account Director

Clarivate Plc; Singapore; On-site; SGD 180,000 - 260,000; Full time

Job summary

Clarivate Plc in Singapore seeks a Regional Key Account Director to secure and develop partnerships across APAC’s Pharma and MedTech multinationals. You will leverage an established book of business while proactively expanding relationships, upselling solutions, and leading strategic opportunities.

The ideal candidate has 10+ years of sales and account management experience, a strong regional pharma network, and proven ability to sell complex market research or BI solutions.

Qualifications

• 10+ years of Sales and Account Management experience.
• Established active network within Regional operations of Pharma MNCs.
• Experience selling complex market research or business intelligence solutions.
• Pharmaceutical or Healthcare industry experience preferred.
• Languages: fluency in English.
• Willingness to travel across Asia.
• Ability to create custom proposals and respond to RFIs/RFPs.

Responsibilities

• Strategic account development with Regional teams in Tier 1/2 Pharma and MedTech Multinationals.
• Build and maintain long-term C-Suite relationships.
• Upsell and cross-sell new/existing services and solutions.
• Lead regional multi-country strategic opportunities.
• Conduct whitespace analysis and define regional account strategy.
• Collaborate with Customer Experience and Marketing to optimize the journey.
• Interface with key buying points including senior management and department heads.
• Expand uptake into new departments; generate proposals and plan meetings.
• Develop and maintain industry and product knowledge.

Skills

Sales leadership

Key account management

Strategic selling

Pharma MNC network

RFP/RFI responses

Presentation skills

Travel readiness

English fluency

Education

Business or Scientific Degree

Job description

As a Regional Key Account Director, you will be tasked with securing, building and developing partnerships with Clarivate’s Key Strategic Accounts in the Asia-Pacific region. Successful candidates will have an active network of key stakeholders within Marketing, Strategy and Commercial teams and employ consultative sales skills to identify, qualify and facilitate innovative solutions to customer’s problems. Whilst there is an established book of business and strong foundational relationship base in some of these regional headquarters, there will also be an expectation develop new relationships and upsell/cross-sell new solutions.

Primary Duties and Responsibilities

Strategic account development with Regional teams in Tier 1/2 Pharma and MedTech Multinationals. This includes:

• Build and develop long-term C-Suite relationships to advance strategic alliances
• Managing existing relationships to growth
• Upselling and Cross-selling new/existing services and solutions
• Lead key Regional or multi-country strategic opportunities that are critical to achieving account plans and regional financial goals
• Conducting whitespace analysis for assigned Strategic Accounts. Owns the regional account strategy considering Clarivate priorities and customer strategic objectives and implement regionally.
• Partner with Customer Experience and Marketing teams to optimize the customer journey with Clarivate
• Interfacing with all key buying points and advocates including Senior management, users of the platforms, department/franchise heads, brand teams etc.
• Expand the uptake of Clarivate’s products and services into new departments
• Generating proposals, planning customer meetings, and forming a Clarivate team best suited to meet the customer need
• Developing and maintaining a high level of customer, industry and product knowledge

Education and Experience:

• 10+ years Sales and Account management experience
• Can demonstrate an established active network within Regional operations of Pharma MNCs
• Experience of selling complex and bespoke market research or business intelligence solutions
• Pharmaceutical or Healthcare industry experience preferred
• Business or Scientific Degree preferredi>
• Passionate about winning and focused on building relationships at all levels within an organisation
• Proactive; makes things happen and inspire others to take action
• Ability to travel (under ‘normal’ circumstances) within Asia
• Experience in territory / account planning, creating custom proposals and responding to RFPs/RFIs
• Excellent presentation, verbal and written communications skills
• Ability to manage time effectively and balance multiple priorities in a fast-paced environment
• Can lead and influence without direct authority
• Clear thinker with proven ability to synthesize complex issues into simple messages
• Languages: fluency in English. Knowledge of any, or several, other languages would be beneficial