Global Account Director

Global Account DirectorCompany: Citeline Location: Remote, United StatesNorstella is a premier and critical global life sciences data and AI solutions provider dedicated to improving patient access to life-saving therapies. Norstella supports pharmaceutical and biotech companies across the full drug development lifecycle from pipeline to patient. Our mission is simple: to help our clients bring therapies to market faster and more efficiently, ultimately impacting patient lives. Norstella unites market-leading brands - Citeline, Evaluate, MMIT, Panalgo, Skipta and The Dedham Group and delivers must-have answers and insights, leveraging AI, for critical strategic, clinical, and commercial decision-making.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 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.The Role: Global Account DirectorAs Global Account Director, you will grow and maintain an existing client base of Biopharma 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 businessAs 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 leadershipExecute against a comprehensive account and territory plan to drive high retention rates, renewal uplift, and new bookings within relevant whitespaceProactively identify and capture opportunities or address risks at strategic and tactical levelsDemonstrate deep knowledge of your client base to align product offerings and packages with client needsFull cycle of planning execution, collaborating with support teams internally (SDR's, Client Success, Solution Consulting and Consulting & Analytics) to drive successPartner 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 basisAd hoc duties as assigned (All Responsibilities need to end with this bullet)Qualifications:At least 5+ years of experience in similar roles preferredAccount Leadership Experience: A proven track record expanding business with clients by engaging key stakeholders to understand their needs and provide valueStrategic 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 relationshipsContracting Skills: You've led contract negotiations in rapidly changing environments by proactively identifying risks and opportunities within each accountKnowledge 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 salesCollaboration: You have worked in a collaborative environment and thrive by partnering internally as well as with clients/prospectsHigh Close Ratios: You have strong presentation, communication, negotiation, objection handling skills leading to high close ratiosA desire to be the best in the teamwhile supporting your fellow team members, to be their bestTravel: up to 50% travelLocation: Remote USOur Guiding Principles for success at Norstella:Bold, Passionate, and Mission-FirstIntegrity, Truth, and RealityKindness, Empathy, and GraceResilience, Mettle, and PerseveranceHumility, Gratitude, and LearningBenefits:Medical and Prescription Drug BenefitsHealth Savings Accounts (HSA) or Flexible Spending Accounts (FSA)Dental & Vision BenefitsBasic Life and AD&D Benefits401k Retirement Plan with Company MatchCompany Paid Short & Long-Term DisabilityPaid Parental LeavePaid Time Off & Company HolidaysThe expected base salary for this position ranges from $130,000 to $150,000. 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. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.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.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].