Account Executive Symphony Health - United States - Remote
ICON plc is a world-leading healthcare intelligence and clinical research organization. We're proud to foster an inclusive environment driving innovation and excellence, and we welcome you to join us on our mission to shape the future of clinical development.
Symphony Health comprises curious thinkers and intellectual problem solvers driving the healthcare data industry forward. We leverage our large, integrated healthcare data repository and our analytic expertise to build customized, agile data solutions which answer the questions our clients -- life science manufacturers, payers, and providers -- have today, as well as those they'll have tomorrow. Together, we can help patients get the right drugs at the right times.
What you will be doing:The Account Executive is an account manager who acts as the principal point of contact with select SHS customers. The AE leads an integrated cross-functional account team comprised of product and service experts which are generally dedicated or aligned with these select customers. The AE is responsible for fulfilling the renewal of existing business, fulfilling the operational order to cash, and cultivating the SH relationship and performance.
The AE will work with the Senior AE and or VP of Sales authoring/coordinating 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.
An AE must understand vision and strategy; the big picture with the need for attention to detail, demonstrate a high level of personal accountability, possess the know-how for working in a matrix environment and lead cross-functional teams, have a sense for our business, and manage complexity with appropriate financial acumen. This individual must also demonstrate strong communications and presentation skills to lead quarterly business reviews with key client leads. In addition, the AE 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, be comfortable with change, and demonstrate prudent decision-making and sound judgment.
Essential Duties and Responsibilities:The AE serves as the principal person responsible for the SH relationship and performance. Fulfilling these broad responsibilities requires a detailed understanding of the client, our company, our products and services, and 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 an AE 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 revenue and renewal objectives for our products and services.
There are numerous business processes for which an AE must be a subject matter expert. These processes include the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the renewal process, negotiation and deal close, and the implementation of the Plan of Action. The AE will also be expected to fully leverage the Sales Force Automation tools and related reporting applications as necessary.
It is essential for the AE to possess a strong presence and cultivate a client relationship across the client organization. These deep and broad relationships are to be augmented with the SHS leadership efforts of the VP for Sales, Head of Sales, Practice Area executive management and Symphony Health as the case warrants.
From time to time and at the direction of management, the AE 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.Responsible for ensuring the order to cash process, such as contract signatures, purchase orders, invoicing, and kickoff meetings are completed and seamless for the client.Serving as the primary liaison between Symphony and clients, ensuring alignment of goals, objectives, and expectations.Facilitating effective communication and knowledge sharing among internal and external stakeholders to drive alignment and maximize value from partnerships.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 with the intention for renewals of business.Serves as the high-level client contact.Proactively builds deeper relationships across the client from procurement to end user.Being the go-to resource of the account team for senior SHS management to report performance against both the strategic account plan and revenue targets.Frequently monitors and reports activity against the plan.Acts as a team leader by keeping the Team informed, clarifying methods for working together, reminding Team of its 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.Performs other duties as assigned by supervisor.Your Profile:Education: Bachelor's degree in business, sales or marketing or equivalent. Advanced degree in Business is desirable.5+ years of experience in the pharmaceutical/life science industry in the following areas: sales, marketing consulting, data analytics, and managed care, including at least 3 years of client-facing roles.Experience in RWD/E, selling into HEOR, Epidemiology, medical affairs, market access, and data science teams.Demonstrated ability building relationships and generating new business revenue with pharmaceutical companies.
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