Account Director, CRO Partnership Lead

4 days ago

Little Rock, Arkansas, United States Norstella Full time
About the Role

We are seeking an experienced Account Director to join our team at Norstella, a leading provider of data and intelligence on clinical trials, drug treatments, medical devices, and regulatory and commercial landscapes. As an Account Director, you will be responsible for growing and maintaining existing client relationships with top Clinical CRO accounts, driving renewal and expansion of long-term partnerships.

Key Responsibilities
  • Develop and execute comprehensive account and territory plans 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.
  • Collaborate with internal teams, including Sales Development Representatives, Client Success, Solution Consulting, and Consulting & Analytics, to drive success.
  • Partner with Citeline's Product Management and Client Success teams to share feedback from client interactions and strive for continuous improvements in Citeline's offering to CRO companies.
  • Utilize Salesforce to document all sales activities and provide accurate and up-to-date sales pipeline reports and forecasts on a weekly basis.
Requirements
  • At least 10+ years of experience in similar roles, preferably with extensive experience working for or selling to Clinical CROs.
  • Account leadership experience, with a proven track record of expanding business with clients by engaging key stakeholders to understand their needs and provide value.
  • Strategic perspective, with the ability to approach each interaction from a strategic point of view and create account plans to ensure alignment across internal teams.
  • Contracting skills, with experience leading contract negotiations in rapidly changing environments.
  • Consultative sales skills, including competitive market research, lead generation, prospecting, business development, and closing sales.
  • Collaboration skills, with the ability to work in a collaborative environment and thrive by partnering internally as well as with clients/prospects.
  • High close ratios, with strong presentation, communication, negotiation, objection handling skills.
What We Offer
  • 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
Equal Opportunity Employer

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.

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