Job Summary
- Company
- Source Healthcare Analytics
- Location
- Manhattan, NY
- Industries
- Biotechnology/Pharmaceuticals
- Job Type
- Full Time
- Employee
About the Job
BASIC FUNCTION
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A National Account Director is well experienced executive who acts as the principal point of contact with select Source Healthcare Analytics (SHA) customers. The NAD leads an integrated account team comprised of product and service experts which are generally dedicated or aligned with these select customers. The NAD is the principal sales leader for these client relationships and is ultimately responsible for fulfilling the sales targets and cultivating the SHA relationship and performance. The NAD will have specific sales targets for specific SHA products.
The members of the account team are not NAD direct reports. Rather they are parts of a formal customer team and are aligned and directed through a shared customer vision and a formal account business plan. The NAD is the principle author/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.
To effectively lead an integrated account team an NAD 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 teams, must have a well developed sense for our business, and must be able to manage complexity and have the appropriate financial acumen. This individual must also demonstrate strong communications skills and executive poise since this individual will lead the efforts into the customer c-suites. In addition the NAD 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.
The NAD reports to a Senior Regional Sales Director function but will have significant interactions with senior SHA management.
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ESSENTIAL DUTIES AND RESPONSIBILITIES
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The NAD serves as the “general manager” and ultimately the person responsible for the SHA 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 NAD 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 sales objectives for our product and services.
There are numerous business processes for which the NADs must be SMEs. These processes include the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the sales development process from idea generation & client problem/question through the offer development, negotiation and deal close, and the implementation of the Plan of Action. NAD will also be expected to fully leverage the Sales Force Automations tools and related reporting applications as is necessary.
Given the nature of these clients it is essential that the NAD possess a strong executive presence and cultivates a client relationship across the client organization including the client c-suite. These deep and broad relationships are to be augmented with the SHA leadership efforts of the VP of Commercial Operations, the Area VPs, and other Executive Leadership Team members as the case warrants.
From time to time and at the direction of management the NAD 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.
· 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 – while the NAD is not involved in every customer interaction, they are informed, engaged and consulted in order to provide high level support and team direction.
· Serves as the high level client contact
· Proactively builds deeper strategic relationships at higher levels within the accounts, e.g., C-suite level contacts.
· Being the go-to resource of the account team for senior SHA 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 it’s 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.
OTHER DUTIES
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Performs other duties as assigned by manager.
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JOB QUALIFICATIONS
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Education: Bachelor's degree in business, sales or marketing or equivalent.
Advanced degree in Organizational Development, Project Management, Business, or its equivalent is desirable. This individual generally has had most of the following professional experiences: sales and sales management, marketing, large account management and other complementary roles.
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Experience:
A minimum of seven to ten years progressively-responsible leadership experience in driving process improvement initiatives, and the development and reporting of metrics, preferably in a healthcare, managed care, or pharmaceutical managed care organization.
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Other Knowledge, Skills, Abilities or Certifications:
To effectively lead an integrated account team an NAD 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 teams, must have a well developed sense for our business, and must be able to manage complexity and have the appropriate financial acumen. This individual must also demonstrate strong communications skills and executive poise since this individual will lead the efforts into the customer c-suites. In addition the NAD 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.
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TRAVEL REQUIREMENTS
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Travel annually as required – up to 40% travel
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PHYSICAL DEMANDS
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Normal office environment
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