Summary

Responsible for managing all aspects of the lead generation and account development process. Manages a global Account Development team to achieve lead generation, account qualification and development, and account coverage targets.

Essential Functions:

1. Collaborates with the Business Intelligence team to manage and prioritize account segmentation plans and engagement activities towards the achievement of agreed upon business strategies.

2. Proactive collaboration with Marketing to plan, implement, and measure marketing programs against targeted markets.

3. Provides leadership and guidance to a global Account Development team; evaluates and directs the resources needed to drive achievement of business goals.

4. Manages mechanisms to create and refine relevant therapeutic content to enable targeted communications which are aligned to the customers' primary therapeutic area of interest.

5. Participates in account engagement monitoring and quality assurance of team members to ensure standards are achieving objectives.

6. Works with Business Development leadership to best manage the lead generation assignment process.

7. Responsible for the accurate measurement of activities and results related to Account Development activities. Manages and oversees the achievement of key performance indicators including quality and quantity.

8. Manages the incoming lead process and, as required, leads generated as a result for participation in trade shows and conferences.

9. Develops, documents, and refines processes to ensure consistent collaboration with Business Development and data integrity within the Salesforce system to accurately capture engagement activities and results.

10. Provides weekly reports and insights on activities, results, and strategies.

11. Assists in the development and monitoring of budget, sales forecasts, and expense budgets.

12. Monitors and reviews pharmaceutical industry information sources for competitive product information, opportunities, and business intelligence.

13. Line management responsibilities for staff members. For direct reports, may participate in and manage activities related to department staff operations such as interviewing and selection, job description preparation, professional development, goal setting, performance management, coaching and mentoring, employee counseling, and separations. Approves courses of action on salary administration, hiring, corrective actions, and terminations. Reviews and approves time cards, expense reports, requests for leave, and overtime. Works with and advises team on administrative policies and procedures, technical problems, priorities, and methods. Provides plans, recommendations and performance summaries for the Account Development group, which may include, but not limited to: assisting in planning the overall direction of the business, opportunity analysis, territory alignment planning, segmentation, analyzing market opportunity, staffing models, and support needed.

Other Responsibilities:

Performs other work-related duties as assigned. Moderate international travel may be required (up to 50%).

Requirements:

BA/BS degree in a related field, or equivalent combination of education and moderate experience in Lead Generation model or inside sales, virtual or direct. Working knowledge of the pharmaceutical or CRO industry. Management experience an asset. Working knowledge of clinical development. Strong proficiency in Microsoft Office Suite (Word, Excel, and PowerPoint), email, and voicemail. Effective written, interpersonal, and presentation skills. Advanced problem solving skills. Requires above average attention to detail, accuracy, and organizational, interpersonal, time management, and team oriented skills. Ability to multitask and meet deadlines. Proven ability to provide constructive feedback and coaching to team members and motivate and engage the team to achieve operational targets. Direct management experience including planning, goal setting, and implementing practices to achieve performance goals and development of individual team members.

Disclaimer:

Tasks, duties, and responsibilities as listed in this job description are not exhaustive. The Company, at its sole discretion and with no prior notice, may assign other tasks, duties, and job responsibilities. Equivalent experience, skills, and/or education will also be considered so qualifications of incumbents may differ from those listed in the Job Description. The Company, at its sole discretion, will determine what constitutes as equivalent to the qualifications described above. Further, nothing contained herein should be construed to create an employment contract. Occasionally, required skills/experiences for jobs are expressed in brief terms. Any language contained herein is intended to fully comply with all obligations imposed by the legislation of each country in which it operates, including the implementation of the EU Equality Directive, in relation to the recruitment and employment of its employees.