ACCOUNT DIRECTOR, CRO PARTNERSHIP - Lansing Michigan

Company: Norstella
Location: Lansing, Michigan
Posted On: 09/18/2024

Account Director, CRO PartnershipCompany: CitelineLocation: Remote, United StatesDate Posted: Sep 9, 2024Employment Type: Full TimeJob ID: R-386DescriptionAbout Citeline: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.Now, Citeline is proud to be a part ofNorstella (https://www.norstella.com/) , 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.The Role:As an Account Director, you will grow and maintain an existing client base of top Clinical CRO accounts through renewal and expansion of long-term partnerships. 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.Responsibilities:

• 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 CRO companies.
• Utilize SFDC to document all sales activities and provide accurate and up-to-date sales pipeline reports and forecasts on a weekly basisQualifications:
  • At least 10+ years of experience in similar roles preferred
  • Extensive Experience Working For or Selling to Clinical CROs: You have deep knowledge of the CRO business and have a firm understanding of their RWD needs and strategies
  • 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
  • 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 bestOur guiding principles for success at Norstella:01: Bold, Passionate, and Mission-First02: Integrity, Truth, and Reality03: Kindness, Empathy, and Grace04: Resilience, Mettle, and Perseverance05: Humility, Gratitude, and LearningBenefits:
    • Medical and Prescription Drug Benefits
    • Health Savings Accounts (HSA) or Flexible Spending Accounts (FSA)
    • Dental & Vision Benefits
    • Basic Life and AD&D Benefits
    • 401k Retirement Plan with Company Match
    • Company Paid Short & Long-Term Disability
    • Paid Parental Leave
    • Education Reimbursement
    • Paid Time Off & Company HolidaysThe expected base salary for this position ranges from $160,000 to $190,000 plus commission. 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.Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established 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.All legitimate roles with Norstella will be posted on Norstella's job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address: [email protected] .Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law. More...

          

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