Senior Account Executive Symphony Health - United States - Remote
ICON plc is a world-leading healthcare intelligence and clinical research organization. We’re proud to foster an inclusive environment driving innovation and excellence, and we welcome you to join us on our mission to shape the future of clinical development.
Symphony Health comprises curious thinkers and intellectual problem solvers driving the healthcare data industry forward. We leverage our large, integrated healthcare data repository and our analytic expertise to build customized, agile data solutions which answer the questions our clients -- life science manufacturers, payers, and providers -- have today, as well as those they’ll have tomorrow. Together, we can help patients get the right drugs at the right times.
What you will be doing:
The Account Executive is an account manager who acts as the principal point of contact with select SHS customers. The AE leads an integrated cross functional account team comprised of product and service experts which are generally dedicated or aligned with these select customers. The AE is the principal point of contact for these client relationships and is ultimately responsible for fulfilling the renewal of existing business, fulfilling the operational order to cash, and cultivating the SH relationship and performance.
The AE will work with the Senior AE and or VP of Sales authoring/coordinator of the account business plan which is developed in collaboration with fellow account team members. This account business plan becomes the primary document that prioritizes and drives the activity of the account team and provides for quantitative and qualitative measures and metrics for account success.
An AE must: understand vision and strategy; the big picture with the need for attention to detail, must demonstrate a high level of personal accountability, must possess the know-how for working in a matrix environment and to lead cross functional teams, must have a sense for our business, and must be able to manage complexity and have the appropriate financial acumen. This individual must also demonstrate strong communications and presentation skills to lead quarterly business reviews with key client leads. In addition, the AE needs to understand their role in customer advocacy balanced with the need of the business. Finally, this individual should have a high tolerance for ambiguity, must be comfortable with change, and be able to demonstrate prudent decision making and sound judgment.
Essential Duties and Responsibilities:
The AE serves as the ultimately person responsible for the SH relationship and performance. Fulfilling these broad responsibilities requires a detailed understanding of the client, our company, our products and services, and an understanding of the processes and methods to fulfill client expectations and our sales targets. Successful large account management relies on strong capabilities in leading and directing matrixed teams and managing multiple agendas. Incumbents need to have a firm grasp of the “big picture” yet be capable of managing the “details” to assure true client satisfaction and achievement on the Company’s business objectives.
Chief among the duties of a AE is the development and execution of the Account Business Plan. This business plan articulates the chief client needs, the Company’s business priorities and the many and varied activities necessary to achieve and fulfill the business objectives. Success is defined by fulfilling the business plan objectives and meeting or exceeding the revenue and renewal objectives for our product and services.
There are numerous business processes for which an AE must be SMEs. These processes include the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the renewal process, negotiation and deal close, and the implementation of the Plan of Action. The AE will also be expected to fully leverage the Sales Force Automations tools and related reporting applications as is necessary.
It is essential for the AE to possess a strong presence and cultivate a client relationship across the client organization. These deep and broad relationships are to be augmented with the SHS leadership efforts of the VP for Sales, Head of Sales, Practice Area executive management and the Symphony Health as the case warrants.
From time to time and at the direction of management the AE will be asked to assume important collateral responsibilities designed to both develop their skills and fulfill Company needs. Examples could include working with Brand Management, participating in company strategic planning efforts, new business development and other such duties as management deems necessary.
Detailed Duties:
Organizing and establishing the necessary business rhythm and communications approach for the team.
Line of sight to account team client contact, including full knowledge of existing business, new business development and account growth as executed on a day-to-day basis by the account team members.
Responsible for ensuring the order to cash process, such as contract signatures, purchase orders, invoicing and kick off meetings are completed and seamless for the client.
Serving as the primary liaison between Symphony and clients, ensuring alignment of goals, objectives, and expectations.
Facilitating effective communication and knowledge sharing among internal and external stakeholders to drive alignment and maximize value from partnerships.
Assuring the account team’s execution of the strategic account plan, including development and implementation of qualitative and quantitative metrics for achieving account success.
Managing/organizing day to day direction of account team activities to ensure proactive and seamless pursuit of business with assigned accounts with the intention for renewals of business.
Serves as the high-level client contact
Proactively builds deeper relationships across the client from procurement to end user.
Being the go-to resource of the account team for senior SHS management to report performance against both the strategic account plan and revenue targets.
Frequently monitors and reports activity against plan.
Acts as a team leader by keeping the Team informed, clarifying methods for working together, reminding Team of its common Goal, and conducting productive Team meetings.
Meets or exceeds appropriate financial goals for the Team
Demonstrates enthusiasm, drive, rigor and a sense of urgency when managing the business.
Knows when to share decision making and when not to… takes ownership for difficult decisions.
Keeps on top of changes and trends in the marketplace and how these impact the business.
Performs other duties as assigned by supervisor.
Your Profile:
5+ years of experience in the pharmaceutical/ life science industry in the following areas: sales, marketing consulting, data analytics, and managed care, including at least 3 years of client facing roles.
Experience in RWD/E, selling into HEOR, Epidemiology, medical affairs. market access, and data science teams
Demonstrated ability building relationships and generating new business revenue with pharmaceutical companies
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What ICON can offer you:
Our success depends on the quality of our people. That’s why we’ve made it a priority to build a diverse culture that rewards high performance and nurtures talent.
In addition to your competitive salary, ICON offers a range of additional benefits. Our benefits are designed to be competitive within each country and are focused on well-being and work life balance opportunities for you and your family.
Our benefits examples include:
- Various annual leave entitlements
- A range of health insurance offerings to suit you and your family’s needs.
- Competitive retirement planning offerings to maximize savings and plan with confidence for the years ahead.
- Global Employee Assistance Programme, LifeWorks, offering 24-hour access to a global network of over 80,000 independent specialized professionals who are there to support you and your family’s well-being.
- Life assurance
- Flexible country-specific optional benefits, including childcare vouchers, bike purchase schemes, discounted gym memberships, subsidized travel passes, health assessments, among others.
Visit our careers site to read more about the benefits ICON offers.
ICON, including subsidiaries, is an equal opportunity and inclusive employer and is committed to providing a workplace free of discrimination and harassment. All qualified applicants will receive equal consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please let us know or submit a request here
Interested in the role, but unsure if you meet all of the requirements? We would encourage you to apply regardless – there’s every chance you’re exactly what we’re looking for here at ICON whether it is for this or other roles.
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