Overview

Global Account Director, Strategic Solutions at Citeline, part of Norstella. Citeline provides data and intelligence on clinical trials, drug treatments, medical devices and regulatory and commercial landscape. The role focuses on managing a defined group of Key Accounts within top pharmaceutical companies, with responsibility for growing revenue and expanding the use of Citeline’s products and services.

Responsibilities

• Optimize and manage sales revenue and growth from a designated Key Accounts base to ensure high levels of customer retention and revenue growth
• Strategically map out and plan approaches to grow each account (company size and revenue, mission and strategy, SWOT, org chart, contacts and relationships, current services, growth potential, strategy for growth and implementation schedule)
• Design and execute cross-selling campaigns to penetrate each account across subscription, consulting, custom analytics and system solutions
• Build and manage a robust pipeline, prepare accurate sales forecasts, explore new growth ideas and contingency plans
• Upsell licenses into regional and global access through stakeholder mapping and engagement
• Act as the principal commercial contact and trusted adviser to the customer
• Collaborate with Pre & Post sales Solution Specialists, Customer Success, Consultants, Account Based Marketers, Product and Content teams to meet new business and renewal milestones
• Maintain and develop wide-ranging relationships within the assigned customer base
• Promote the value and use of the products and services you are responsible for and identify opportunities beyond those products
• Extend the geographic and demographic spread of your products within the account base
• Ensure major customers have contract terms reflecting the preferred business model for Informa
• Contribute to the objectives of the division and achieve personal objectives set by your manager

Qualifications

• At least 5 years of experience selling into Top Pharmaceutical companies in a key account or equivalent capacity
• Extensive knowledge of the global pharmaceutical industry
• Wealth of knowledge on clinical trial operations and confidence in dealing with stakeholders responsible for clinical study success
• Experience selling market intelligence, consulting, custom analytics or other SaaS solutions
• Proven and demonstrable new business selling skills
• Experience in €1,000,000 deal management and closing
• Highly competitive and results-driven
• Ability to articulate complex solutions in a simple and coherent manner
• Strong verbal and written communication
• Passionate, positive and enthusiastic; outgoing, confident and engaging
• Capable of challenging the status quo; self-critical and receptive to advice and constructive criticism

Location

Remote UK

Salary & Benefits

The expected base salary ranges from £80,000 to £90,000 plus commissions. Offers are based on skills, training, experience, education, and applicable certifications, with discretionary bonus opportunities. Benefits include:

• 25 days annual leave, 4 days volunteering and a personal day
• 5% pension match
• Group Life Assurance (100% employer funded)
• Group Income Protection (100% employer funded)
• Other voluntary benefits (Dental, Cash Plan, PMI, Health Screening & Critical Illness)

Equal Opportunity

Norstella is an equal opportunity employer. All applicants receive equal treatment regardless of race, creed, color, religion, national origin, age, disability, sex, marital or domestic partner status, military status, gender identity or expression, sexual orientation, genetic information, or any other protected characteristic. Norstella will never ask for payment during recruitment. If you suspect fraud, contact ApplicationHelp@norstella.com.

Other

References to Norstella’s job board and caution about third-party recruiting are provided for transparency and safety during the application process.