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Account Manager

Company: Citeline
Location: United Kingdom
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Description

Company Description:
 
Citeline is one of the world's leading providers of data and intelligence on clinical trials, drug treatments, medical devices and what's new in the regulatory and commercial landscape. Relying on us to deliver vital advantage when making critical R&D and commercial decisions, our customers come from over 3000 of the world’s leading pharmaceutical, contract research organizations (CROs), medical technology, biotechnology, and healthcare service providers, including the top 10 global pharma and CROs.
From drug and device discovery and development to regulatory approval, and from product launch to lifecycle management, we provide the intelligence and insight to help our customers seize opportunities, mitigate risk, and make business-critical decisions, faster. As the pharma and healthcare sector faces unparalleled upheaval, customers rely on our independent advice, enabling them to cut through the clutter and make sense of changing drug development, regulatory and competitive landscapes.
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.
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 high retention rates, renewal uplift, and 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, Client Success, 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 Biopharma 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 5+ 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:
  • 25 days annual leave, 4 days for volunteering and a personal day
  • 5% pension match
  • Group Life Assurance (100% employer funded)
  • Group Income Protection (100% employer funded)
  • Other voluntary benefits such as: Dental, Cash Plan, PMI Excess Cover, Health Screening & Critical Illness 
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.   
We know that sometimes the 'perfect candidate' does not exist, and that people can be put off applying for a job if they do not fit all the requirements. If you are excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Norstella is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, colour, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, citizenship, or other protected characteristics under local law.

Citeline is an Equal Opportunity Employer. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.   
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.
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