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Job Order:

6131

Staff Representative:

Tim Jadwin

Position:

Associate/Account Director Client Services Diabetes

Location:

Indiana

Company Summary:

Our client produces medical education programs.

Description:


Brief Description:
The Client Services team is the sales arm of the organization. Client Services applies consultative selling which emphasizes addressing client needs with proactive, individualized solutions. The Associate Director/Director of Client Services reports up to the VP of Client Services and serves to support and augment the VP across their respective book of business. The Associate Director/Director of Clients Services has primary accountability for building deep relationships with the marketing/brand associates and secondarily with the managers. As with all client facing roles, this individual is expected to have an acute understanding of the brand’s strategic goals, objectives and metrics. This role is responsible for participating in the tactical brand discussions and meetings while the VP will attend the more strategic brand activities. By being fully immersed and aware of the tactical initiatives and issues the brand is facing, the Associate Director/Director can more effectively pursue new business as well as retain and grow existing business. Similar to the VP, the Associate Director/Director has four key areas of responsibility:
  1. Analyze client / business opportunities,
  2. innovate on clients’ existing business,
  3. capitalize on new product opportunities, and
  4. develop a strong client oriented team.
Responsibilities:
  • Analyze Client / Business Opportunities with VP of Client Services
  • Identify and prioritize key client targets based on strategic goals and objectives
  • Outline specific strategies to pursue, retain and grow client base
  • Analyze and monitor client revenue and profitability
  • Anticipate market changes, competitive threats, product launches and other game changing variables
  • Develop business and client specific unit dashboards
  • Outline key metrics with progression to revenue goal, early indicators of success, and lagging indicators
  • Conduct business/client reviews with team to assess how addressing needs, growing revenue and growing profitability.
Innovate on Clients’ Existing Business
  • Exhibit Business ownership
  • Proactive recommendations to brand associates and managers to drive clients’ business forward
  • Results driven updates to clients
  • Dashboard for projects to review goals and performance
  • Strategic partnerships with Brand Associates and Managers
  • Seat at the table for brand tactical discussions and meetings; regular face to face meetings
  • Updates on specific project work as well as overarching brand activities
  • Build strong relationships with other partner vendors/contract service organizations that interact with the brand associates and managers
Capitalize on New Product Opportunities
  • Recognize/anticipate brand needs that fit with core capabilities
  • Gain broader scope of brands’ value-added business in non-commoditized product offerings
  • Expand business to more brands and projects
Develop Strong, Client-Oriented Team
  • Instill passion and accountability to everyone who works in or with business
  • Create sense of client and business unit identity
  • Over communicate business unit happenings (especially early on) to ensure alignment and understanding across organization
  • Demonstrate and show appreciation
Requirements:
  • 4-8 years experience in pharma, biotech, device or diagnostic marketing - needs to be able to provide insightful recommendations to address brand goals as well as connect and build credibility with client base
  • Strategic and tactical insight and perspective of client’s business and direction needs to go
  • Understanding and perspective on brand associate issues and how company can support/solve those issues
  • Strong ability to establish and maintain interpersonal relationships with marketing associates, managers and other vendor partners
  • Demonstrated success in selling and Influencing marketing decisions - ability to convince associates and managers to use company as strategic partner vs. other competitive alternatives
  • Teamwork and partnership characteristics to ensure strong internal working team
  • Ability to understand and communicate scientific and clinical data
(Note: Anticipate that this role will spend 50% of time on business development and 50% of time billable to client work. Billable work would include participating in specific client project meetings, working directly with associates on projects, providing updates and reviews of projects in conjunction with the AM or PM, helping review client deliverables, etc. Non-billable time includes relationship building, disease state and brand specific research and understanding, attending tactical and strategic discussions and participating in market research)

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