Meerkat Group, LLC
Columbus, OH USA
Promotional Products Company - Events, Meetings, KOL Mapping, Slide Decks, Strategic Science Planning, etc.
Please do not apply if you do not have pharma service sales and sales management experience. The ideal candidate will have a network of pharma marketing professional / having sold directly to this audience.
If you do not have direct pharma service experience, you will not receive a response.
Vice President, Sales & Account management - Objective
Provides strategic leadership and direction to the Account Management teams; responsible for growing the business. Build/maintain effective relationships with existing and new clients; establishes and delivers clients expectations; Develops and maintains P&L responsibility for account region(s); Responsible for providing overall management for the account and client service teams; Particular focus on identifying and growing business.
Business DevelopmentResponsible for generating organic sales growth at existing accounts by networking and generating proposals. Proposals are a joint effort involving Account Directors, Account Management, Clinical, Finance, and Operations. Responsible for prospecting and creating business opportunities with new clients. In conjunction with the internal team, prepare and present sales presentations and capabilities presentations.Proactively propose new product and service offerings to help HMS add value to clients and to differentiate HMS from competition. Identify and capitalize on cross-selling opportunities for other company operating groups.Vertical (Primary responsibility) - Drive successful development and submission of proposals, Drive development and presentation of yearly strategic and tactical plans on assigned business (including interim POA presentations).
Horizontal (Secondary responsibility) - Identify business expansion opportunities for the company, within assigned business, across additional brands within assigned client, and within other pharmaceutical companies, Participate in product/service brainstorming sessions to develop proprietary offerings of the company.
Business Management Participate in generating revenue forecasts. Responsible for achieving or exceeding sales forecasts and for meeting profitability targets. Represent the Company at client meetings and external meetings. Functionally, provide clients and internal stakeholders with marketing and strategic input.Working with Account Director(s), Director, Account Management, and Director of finance to ensure: Forecast accuracy, Sales targets achieved or exceeded, GP targets achieved or exceeded, Days Sales Outstanding minimized.
Yearly Client budget utilized in entirety, Working with President, contribute to: Operating earning increased, Cost of sales managed, and Opportunities for additional billings enhanced.
Team Leadership Responsible for hiring and developing Account Directors and Director, Account Management. Responsible for driving departmental process assessments and redesigns aimed at improving effectiveness and efficiency. Responsible for quality oversight of all projects delivered to customers. Responsible for providing ongoing performance feedback and coaching to all staff members.Lead the expanded account / project teams (comprised Account Directors, Account and Project Managers, Clinical Services, Operations, Finance) through successful development and implementation of tactical plans. Provide expanded team with insights on business strategies, and on market, regulatory, medical trends.Provide feedback to the EVP, General Manager regarding team member performance. Drive regular customer satisfaction feedback initiatives. Champion process improvements or skills upgrades needed to ensure that HMS is consistently in a position to meet or exceed customer expectations.
Specific Activities and Responsibilities
Oversee the relationships with key existing, developmental and prospective new accounts, driving the strategic direction of sales to build or increase the level and strength of the client relationship. Set and execute strategy for increasing the volume and breadth of business with assigned accounts. Collaborate with internal resources to design projects to meet client needs. Mentor and develop the account team to higher levels of account service competency. Set objectives and continuously monitor performance of team members to ensure development and attainment of group and company goals. Prepare and monitor monthly, quarterly and annual P&L budgets. Monitor costs of individual research projects to obtain desired profit margins while maintaining quality and timing. Lead initiatives to develop the sales, service and analytical competency of staff across the business unitPrepare and communicate business-winning proposalsLead the analysis and interpretation of research results to deliver business driving insights to clients. Lead the proposal process and sale of key new business opportunitiesCollaborate with corporate marketing team to plan and execute marketing initiatives and events among assigned accounts. Directly manages Account Directors and Senior Account Directors. Maintains and develops Account / selling / management process, establishing effective relationships with Clients/coworkers to achieve renewal and revenue goals. Manages and monitors customer renewal negotiations and renewal pricing. Develops strategies to propose and sell additional services. Manages the Account Management process; resolves service and pricing obstacles; and achieves account objectives by developing and implementing appropriate action plans, both internally and externally.
Continually manages, trains, and supports the account process to develop and enhance selling and management skills. Directly manages large, complex clients. Develops and manages P&L process.
In depth understanding and application of OIG and PhARMA guidelines. Project proposal and pricing, and leadership of account team members through project execution and delivery of final results. Expert level Account/client management skills. Very strong leadership capability with experience managing a department; solid track record for building effective, motivated teams. Very strong verbal and written communication and presentation skills. Customer focus and service orientation. Action-oriented, strategic thinker, organized, and persistent with outstanding consulting, advisory, sales and negotiating skills. Ability to communicate with diverse group of personalities both internally and externally. Analytical, planning ability and immediate problem solver. Directly responsible for driving and meeting established revenue goals/objectives.
Additional Special/Unique Skills Required
Position requires travel, including visiting clients and attending meetings/conferences.