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Strategic Account Executive

2 months ago

Dallas, Texas, United States EVERSANA Full time
Job Overview

At EVERSANA, we take pride in being recognized as a Great Place to Work globally. Our mission is to foster a healthier world through innovative solutions. Our dedicated team of over 7,000 professionals is committed to delivering next-generation commercialization services tailored for the life sciences sector. We support more than 650 clients, ranging from pioneering biotech startups to established pharmaceutical firms. Our diverse array of products, services, and solutions plays a crucial role in bringing groundbreaking therapies to market and assisting the patients who rely on them.

We believe that diversity in backgrounds and experiences is essential to our success. Enhancing patient lives worldwide is our priority, and we seek individuals from all walks of life to help shape the future of healthcare and the life sciences industry. Our culture thrives on inclusivity, and we are intentional about the kind of team we are building. We value team members who not only excel in their skills but also care deeply about EVERSANA, our clients, and most importantly, the patients we serve.

Position Summary

The Key Account Manager (KAM) is responsible for implementing a focused sales strategy to achieve sales targets within their designated territory. This role involves crafting and executing a business plan aimed at maximizing net sales of our products, in alignment with the directives from commercial leadership and adhering to all company policies and guidelines. The Key Account Manager will engage with key healthcare providers to drive business and sales.

Key Responsibilities
  • Achieve sales performance, brand KPIs, and financial targets to meet or exceed objectives.
  • Develop pre-call plans utilizing SMART objectives and conduct post-call evaluations to enhance sales effectiveness.
  • Implement a call strategy that meets set metrics and optimizes coverage and frequency with key customers.
  • Establish strong relationships with senior customers, decision-makers, and influencers.
  • Gain a comprehensive understanding of customer needs and identify key buying factors.
  • Continuously enhance knowledge of customer expectations, market dynamics, and competitive landscape.
  • Differentiate our value proposition to healthcare providers and cultivate relationships with disease state experts.
  • Understand formulary and P&T processes for assigned integrated delivery networks (IDNs) and key institutions.
  • Coordinate with relevant functions to create a supportive cross-functional team.
  • Identify and develop targets by account with oversight from Sales Leadership.
Expectations
  • Travel as required to manage the assigned territory and participate in training and meetings.
  • Exhibit strong presentation skills and adapt selling approaches based on customer behavior.
  • Demonstrate in-depth knowledge of scientific, therapeutic, product, and competitive aspects.
  • Possess strong business acumen and proficiency in business tools, showcasing strategic thinking.
  • Effectively operate within a matrix environment.
  • Provide innovative solutions to maximize business opportunities and address challenges.
  • Meet the expectations outlined above to successfully fulfill the role.
Qualifications
  • Bachelor's Degree required.
  • Minimum of 2 years of pharmaceutical sales experience in Neurology, with a preference for Multiple Sclerosis experience.
  • Clean driving record and necessary sales licensing in required states.
  • Proficient in Microsoft and CRM tools.
Preferred Skills
  • Analytical thinking with the ability to create spreadsheets and business plans.
  • Proven track record of establishing and growing sales.
Our Cultural Beliefs
  • Patient Minded: I act with the patient's best interest in mind.
  • Client Delight: I own every client experience and its impact on results.
  • Take Action: I am empowered and hold myself accountable.
  • Grow Talent: I own my development and invest in the development of others.
  • Win Together: I connect passionately with anyone, anywhere, anytime to achieve results.
  • Communication Matters: I create transparent, thoughtful, and timely dialogue.
  • Embrace Diversity: I foster an environment of awareness and respect.