Account Director, CRO Partnership Lead

13 hours ago

Carson City, Nevada, United States Norstella Full time
About Norstella

Norstella is a leading provider of data and intelligence on clinical trials, drug treatments, medical devices, and regulatory and commercial landscapes. Our customers rely on us to deliver vital advantage when making critical R&D and commercial decisions.

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 Norstella'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
  • Understand 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
  • Partner with Norstella's Product management & Client Success teams to share feedback from client interactions and strive for continuous improvements in Norstella'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 basis
Qualifications
  • 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
Benefits
  • 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 Holidays
Compensation

The expected base salary for this position ranges from $160,000 to $190,000 plus commission. 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.

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