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Global Account Director

Company: Citeline
Location: United States
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Every patient deserves treatment, and every treatment demands evidence.  
Citeline (a Norstella Company) powers a full suite of complementary business intelligence offerings to meet the evolving needs of health science professionals to accelerate the connection of treatments to patients and patients to treatments.

These patient-focused solutions and services deliver and analyze data used to drive clinical, commercial, and regulatory related-decisions and create real-world opportunities for growth.

Our global teams of analysts, journalists and consultants keep their fingers on the pulse of the pharmaceutical, biomedical and medtech industries, covering it all with expert insights: key diseases, clinical trials, drug R&D and approvals, market forecasts and more.  
Now, Citeline is proud to be a part of Norstella, an organization that consists of market-leading pharmaceutical solutions providers united under one goal: to improve patient access to life-saving therapies. Within this organization, Citeline plays a key role in helping clients connect the dots from pipeline to patient.  
Scope of Role:  
As an Account Director, Strategic Solutions you will play a crucial role in expanding our footprint across our Top Pharma clients focused on specialized selling across our Strategic Clinical, RWD, Consulting, and patient engagement and recruitment solutions designed to accelerate trial timelines and outcomes. You’ll serve as a trusted advisor for key leaders and identify how Citeline’s solutions will support each client with achieving their business priorities.   
To Succeed in This Role, You Will:  
  • Be accountable to achieve and exceed the agreed quarterly and annual sales targets as set forth by the business
  • As an expert of your clients, you will be responsible for understanding every facet of a client’s business including organizational structure, performance, business strategy and key leadership
  • Execute against a comprehensive account and territory plan to drive new bookings within relevant whitespace
  • Proactively identify and capture opportunities or address risks at strategic and tactical levels
  • Demonstrate deep knowledge of your client base to align product offerings and packages with client needs
  • Full cycle of planning execution, collaborating with support teams internally (SDR’s, Account Management, Solution Consulting and Consulting & Analytics) to drive success
  • Partner with Citeline’s Product management & Client Success teams to share feedback from client interactions and strive for continuous improvements in Citeline’s offering to Pharma companies.
  • Utilize SFDC to document all sales activities and provide accurate and up-to-date sales pipeline reports and forecasts on a weekly basis
What It Takes – Essential Requirements:  
  • At least 10+ years of experience in similar roles preferred
  • Account Leadership Experience: A proven track record expanding business with clients by engaging key stakeholders to understand their needs and provide value
  • Strategic Perspective: You approach each interaction from a strategic point of view and create account plans to ensure alignment across internal teams, identifying risks and opportunities as they emerge to build and maintain effective relationships
  • Contracting Skills: You’ve led contract negotiations in rapidly changing environments by proactively identifying risks and opportunities within each account
  • Knowledge of the Pharmaceutical Industry: You’re able to demonstrate deep knowledge of the pharmaceutical industry and speak the language of life sciences clients when communicating about the strategic value of Citeline’s solutions.
  • Consultative Sales Skills: You have proven consultative sales skills, including competitive market research, lead generation, prospecting, business development and closing sales
  • Collaboration: You have worked in a collaborative environment and thrive by partnering internally as well as with clients/prospects
  • High Close Ratios: You have strong presentation, communication, negotiation, objection handling skills leading to high close ratios
  • A desire to be the best in the team…while supporting your fellow team members, to be their best
What We Offer You:  
  • Extensive coaching and mentoring in the role to ensure you are set up for success
  • Opportunity for both career progression and substantial earnings
  • Belonging to an exceptional and progressive sales culture & community
  • Excellent Medical, Dental, and Vision plans 
  • Dependent & Health Flexible Spending Accounts (FSA) 
  • Generous employer 401k contribution  
  • Worker’s Compensation, Life Insurance, Short- and Long-Term Disability 
  • Employee Assistance Program (EAP) 
  • Paid time off includes Holidays, vacation, and sick time  
Our Values:   
  • Focus on the client. Our clients’ success is our success. We do our utmost to understand our clients and ensure they are successful in their roles.
  • Strive to be better. Our Goal to improve and innovate, challenging industry norms and ourselves.
  • Be one team. Communicate, collaborate, challenge. We believe that two heads are always better than one; in being generous with our time and collaborating to get the job done.
  • Empower Enable Success. We empower each other to deliver, celebrate our successes and learn from our mistakes.
  • Be Accountable Own it. We take responsibility and do the right thing. Through guidance and support we hold each other accountable.
  • Whatever it takes. Sales is about finding solutions. Leverage your internal resources, challenge yourself to ‘figure out’ a way to win, within a healthily competitive, professional environment. Whatever it takes.
The guiding principles for success at Norstella:     
01:  Bold, Passionate, Mission-First      
We have a lofty mission to Smooth Access to Life Saving Therapies and we will get there by being bold and passionate about the mission and our clients.  Our clients and the mission in what we are trying to accomplish must be in the forefront of our minds in everything we do.       
02:  Integrity, Truth, Reality                                        
We make promises that we can keep, and goals that push us to new heights.  Our integrity offers us the opportunity to learn and improve by being honest about what works and what doesn’t.  By being true to the data and producing realistic metrics, we are able to create plans and resources to achieve our goals.       
03:  Kindness, Empathy, Grace     
We will empathize with everyone's situation, provide positive and constructive feedback with kindness, and accept opportunities for improvement with grace and gratitude.  We use this principle across the organization to collaborate and build lines of open communication.       
04:  Resilience, Mettle, Perseverance     
We will persevere – even in difficult and challenging situations.  Our ability to recover from missteps and failures in a positive way will help us to be successful in our mission.     
05:  Humility, Gratitude, Learning     
We will be true learners by showing humility and gratitude in our work.  We recognize that the smartest person in the room is the one who is always listening, learning, and willing to shift their thinking.       
  • Medical and prescription drug benefits 
  • Health savings accounts or flexible spending accounts 
  • Dental plans and vision benefits 
  • Basic life and AD&D Benefits 
  • 401k retirement plan 
  • Short- and Long-Term Disability 
  • Education benefits 
  • Maternity leave 
  • Paid parental leave 
  • Paid time off 
It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.    
Citeline is an equal opportunities employer and does not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, color, nationality, ethnic or national origin, religion or belief, disability or age. Our ethos is to respect and value people’s differences, to help everyone achieve more at work as well as in their personal lives so that they feel proud of the part they play in our success. We believe that all decisions about people at work should be based on the individual’s abilities, skills, performance and behavior and our business requirements. Citeline operates a zero tolerance policy to any form of discrimination, abuse or harassment.    
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.