Account Manager Sample Job Description
An account manager is a sales professional who performs a variety of duties aimed at managing his employer’s client relationships, as well as developing new business from existing clients.
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Drives acquisition of new clients through direct consultative selling efforts, with a focus on selling integrated product solutions to senior-level client leadership. The ability to make and develop a deep understanding of the potential clients business, their market pressures, and provide creative solutions they may not have previously considered is key to ensuring the Company is viewed as a “go-to partner” for their needs. Leaving professional and credible first impressions with internal and external customers and developing/presenting clear, succinct and convincing solutions in varying levels of detail depending on the project scope and audience is important to this position.
Job Results & Essential Functions
Pipeline of New Business Opportunities
- Actively prospects and identifies potential business opportunity leads utilizing defined business strategy contacts, current customer base, web site enquiries, referrals, or “cold call” introductions.
- Drives acquisition of new customers through direct consultative selling efforts, with a focus on selling integrated product solutions to senior-level customer leadership.
- Assists the Business Development Manager in gathering market intelligence to feed the Business Development Strategy.
- Coordinates the opportunity assessment, obtains the technical information from the customer, prepares the deal structure and conducts negotiations; prepares the final contract; marshals resources as necessary to ensure adequate support and responsiveness for each opportunity.
- Remains in contact with prospects after they have become customers to not only have the ability to assist with resolving issues, but also to identify additional opportunities for the customer.
- Maintains up-to-date information on key accounts.
Trusted Relationsihp with Key Targets
- Builds and maintains strong relationships with decision-makers in key target areas through developing a deep understanding of their business, providing information regarding market trends, and presenting creative ways those trends could be addressed.
- Provides new ideas for customers that can make money or save money – often opportunities the customer hadn’t realized even existed.
- Creates and delivers presentations that effectively convey the company’s value proposition to key prospects.
High Value Network
- Establishes strong working relationships with internal stakeholders and customers to ensure timely responses to contract inquiries, quick turn around on bids, and smooth contract implementation.
- Maintains a strong network of industry contacts in multiple functions; continually seeks competitive intelligence. Actively participates in relevant industry meetings and conferences. Creates visibility for the Company in Business Development circles and positions the company as a good business partner. Continually seeks new opportunities.
Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
Moves people toward willing involvement in a particular course of action using techniques that appeal to logic, values or emotion; presents points of view that address others’ most important concerns and issues and looks for win-win solutions; involves others in a process or decision to ensure their support; identifies and proposes solutions that benefit all parties involved in a situation; accurately anticipates the implications of events or decisions for various stakeholders in the organization and plans accordingly.
Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.
Education & Experience:
Bachelors’ degree with a minimum of 5 years’ experience in a pharmaceutical manufacturing environment that would enable the incumbent to speak credibly with customers about manufacturing processes and scientific methods. Previous business development experience in a pharmaceutical organization required. Previous experience in a CMO a plus.
• Working knowledge of the complete manufacturing process in a pharmaceutical environment including knowledge of pharmaceutical regulations
• Demonstrates a low pressure, open and honest approach to influencing customers.
• Strong scientific background with the ability to grasp and communicate complex scientific principles.
• Ability to develop solutions that are mutually beneficial to the client and to the Company
• Comfort interacting with the highest levels of senior management both within the Company and at other organizations.
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