Global Account Manager - Jack Farrell and Associates

Position Description

Global Account Manager
Location: East Coast (NJ, NY, PA in particular)
Compensation: Base of $85K – $95K and bonus of $55K at plan (no bonus cap)

Our client is the world’s leading source of intelligent information for businesses and professionals, combining industry expertise with innovative technology to deliver critical information to leading decision makers in the financial, legal, tax and accounting, scientific, healthcare and media markets.

The Scientific division provides information and knowledge to accelerate research, discovery and innovation. The organization’s authoritative, accurate and timely information is essential for drug companies to discover new drugs and get them to market faster; researchers to find relevant papers and know what’s newly published in their subject; and businesses to optimize their intellectual property and find competitive intelligence.

Qualified candidates will have a proven track record selling technology and information solutions to Pharmaceutical companies. Incumbent will effectively manage and develop strong customer relationships, and grow revenue from a predetermined group of Global Key Accounts. This will involve promoting products, identifying training needs and providing customer training on a wide ranging product portfolio. The post holder must be prepared to spend at least 50% of their time visiting clients.

Key duties:

• To achieve/exceed territory revenue plan.
• To maintain existing subscriber base through renewals.
• Grow revenues from within existing accounts.
• To deliver customer training in the form of tailored training sessions at customers’ own premises.
• To prepare an account plan for each organization which includes an organization profile, an analysis of revenues, relationship profiles for contacts, SWOT analysis, use of services, strategy for growth, objectives and implementation schedule of Total Account Management.
• Lead Global Account Manager will be responsible for creating and updating account profiles in Salesforce.com
• Devise overall strategy for each assigned “lead” account, with the help of the Regional Sales Director and other support functions (Strategic Marketing, Product Management, CST, etc…) Present account strategy to all Global Account Managers and allocate actions.
• Chair regularly scheduled account development meetings.
• Global Account Management team will be charged with developing, adapting and ultimately owning the sales strategy for each account.
• To acquire detailed in-depth knowledge of products and to keep that knowledge up-to-date.
• To effectively liaise with the customer base through office-based and face to face contact and proactively steer relationships towards strategic partnership status.
• To report back from customer training sessions; recording customer feedback, gathering customer intelligence and actioning follow-up as required.
• To maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes.
• To liaise effectively with internal departments (Product Development, Sales Support and Central Marketing Department) to maximize sales opportunities and to keep up to date with existing and new Scientific business services and marketing/sales campaigns.
• To organize customer visits efficiently.
• To maintain customer satisfaction with all Thomson Reuters services and functions.
• To deputize for team members/ your line manager as and when required.
• To take responsibility for identifying training and developmental needs for yourself on an on-going basis.
• To make positive efforts to promote personal safety and that of others by taking reasonable care at work, by carrying out the requirements of the law or following recognized codes of practice provided or advised by management to ensure safe working practices.
• To undertake any other reasonable duties as requested by your line manager/director on a permanent or temporary basis.

Requirements and Qualfications:

• Degree (BA level) or equivalent.
• Minimum 3 years experience.
• Proven track record selling technology and information solutions to Pharmaceutical companies.
• Ability to manage and generate revenue from existing customers.
• A customer driven approach and good customer management skills.
• Commercial acumen, with a proactive and creative approach to looking after the needs and concerns of customers and an understanding (or the potential to develop an understanding) of the role of customer training as an integral part of the sales process
• Excellent written, verbal, interpersonal, presentation and training skills.
• Excellent telephone manner, and face to face customer skills.
• The ability to deal with a wide range of customers, from end users to Directors of multi-national corporations.
• A good team player / self starter with the ability to work using own initiative.
• Ability to communicate complex technical information to both small and large groups and to handle questions in a commercially astute and sensitive manner.
• Knowledge of the information market either in the patent information or other information services field.
• Well organized and disciplined with regards policy, procedure and standards.
• A commercial awareness and technical appreciation of the Chemical and Pharmaceutical market sectors and the patent and scientific information industry.

NOTE: The hiring company has engaged Jack Farrell & Associates (www.jackfarrell.com) to find the winning candidate for this position. Interested candidates should provide a resume by email to john@jackfarrell.com. Thank you.

How to Apply

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