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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Summary

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

Essential Functions
  1. Actively prospects and identifies potential business opportunity leads utilizing defined business strategy contacts, current customer base, web site enquiries, referrals, or “cold call” introductions.
  2. Drives acquisition of new customers through direct consultative selling efforts, with a focus on selling integrated product solutions to senior-level customer leadership.
  3. Assists the Business Development Manager in gathering market intelligence to feed the Business Development Strategy.
  4. 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.
  5. 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.
  6. Maintains up-to-date information on key accounts.

Trusted Relationsihp with Key Targets

Essential Functions
  1. 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.
  2. Provides new ideas for customers that can make money or save money – often opportunities the customer hadn’t realized even existed.
  3. Creates and delivers presentations that effectively convey the company’s value proposition to key prospects.

High Value Network

Essential Functions
  1. 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.
  2. 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.

Critical Success Factors

Business Acumen

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.

Influencing Others

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.

Presentation Skills

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.

Position Qualifications

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.

Skills:

• 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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