The Account Manager holds primary responsibility for the delivery of profitable, well managed and high quality programmes for valued clients. The job holder is responsible for account revenues and growth targets.
The Account Manager will take the lead on client contact, client communication and project delivery (supported where appropriate by other account team members). The job holder must demonstrate commercial acumen and the ability to develop account plans that support the growth and success of both new and existing business. In addition the account manager must support junior staff, by providing appropriate guidance, support and advice.
KEY RESULT AREAS AND MAIN DUTIES
Client management
• Develop close professional relationships with appropriate client personnel, to establish trust, build confidence and demonstrate added value and capability
• Proactively provide clients with innovative ideas and creative input to assist and also challenge and stimulate their own thinking and planning
• Develop strong relationships (on behalf of clients) with relevant individuals, organisations and medical experts and ensure that these relationships are managed appropriately
• Demonstrate a comprehensive understanding of the medical, regulatory and legal frameworks in which specific clients operate and the internal and external influences that affect them
• Ensure open and frequent dialogue with existing clients to ensure complete satisfaction with work in progress and work completed, making appropriate modifications as necessary
Account Management
• Research subject areas and new developments relevant to the account or therapeutic area to assist with existing projects and to aid new business opportunities
• Establish and deliver effective communication strategies and tactics that meet the agreed marketing objectives and the clients’ expectations
• Take responsibility for the successful delivery of all projects ensuring that all work is completed on time, within budget and to a high standard on every occasion
• Monitor progress on all accounts on a regular basis to ensure that plans are modified where necessary and to keep clients’ informed of any necessary changes
• Develop profitable, realistic, accurate and transparent budgets for programmes and projects
• Manage the financial processes of all client accounts to ensure that budgets are managed appropriately, invoicing is accurate and timely and any costs not directly associated with the project are minimised
• Provide timely, comprehensive and accurate financial reconciliations of programmes and projects
• Maintain quality and attention to detail through the rigorous application of internal processes and procedures
Account Development
• Contribute to the process of selling concepts, ideas and strategies to clients
• Identify and explore opportunities to expand accounts within existing programmes and in client companies
• Create and progress every opportunity for business development and growth
• Identify and develop new business, including initial contact with new clients (through known contacts where appropriate), preparation of proposals and presentations and lead pitches, engaging the client with creative thinking and insight
Leadership
• Manage, motivate and encourage the Account executive team to excel and to actively promote their individual growth and development
• Provide leadership, support and guidance to all team members as and when required
• Engender a positive team spirit within the team and encourage all members to actively contribute to the success of the team
• Science degree or Marketing degree with pharmaceutical experience or equivalent
• Experience in a Medical Communications agency or Pharmaceutical company
• Strong scientific/medical background
CANDIDATE PROFILE
Technical skills and abilities
• Strong competence and understanding of the drug development process and the Pharmaceutical industry
• Excellent commercial awareness and customer focus
Personal attributes
• Excellent written and verbal communication skills
• Good organisation and planning abilities
• Ability to work as part of a team
• Flexibility
• Experience in a Medical Communications agency or Pharmaceutical company
• Strong competence and understanding of the drug development process and the Pharmaceutical industry
• Excellent project management and account handling skills
• Excellent commercial awareness and customer focus
