• Sales Director (Pharma Key Accounts)

    Job Locations UK
    Posted Date 1 week ago(17/5/2018 11:11 AM)
    Division
    Professional
    # of Openings
    1
    Brand
    Wilmington Healthcare
  • Company Outline

       

    whcare                                                                                                       

     

    Wilmington Healthcare is an unrivalled, single healthcare data, education and information resource with outstanding analytics capabilities. We provide our clients with market leading insight into local health economies, complemented by increased access to senior health stakeholders and the wider NHS which results in effective and actionable insights.

    Wilmington Healthcare comprises Wellards, Binley’s NHiS and HSJ.

                     

    Main Purpose of Role

    The primary purpose of this role is to lead and manage the Pharma key account sales team.

     

    You will be responsible and accountable for sales of WHC services and solutions across companies within the pharmaceutical sector.

     

    Your objectives include:

    • Retaining existing business and maximising sustainable revenue.
    • Ensuring the Key Account team leverage relationships across a broad range of functions within the clients’ accounts. Ensure understanding of client’s products, lifecycle, and future pipeline to identify and align solutions within the WHC portfolio.
    • Support the team in Identifying opportunities to expand and maximise revenue opportunities for WHC.
    • Ensure accountability of the Key Account team for achieving revenue expectations, and for developing a sustainable pipeline of future opportunities.
    • Represent the Pharma Key account team within WHC, developing productive relationships with other key functional leads to support effective processes, and maximise the client experience.

    Skills and Experience Required

    • Responsible for ensuring the pipeline of opportunities is developed and maintained across the Key Accounts team in line with business targets
    • Ensure the Key Accounts team perform at a high level, ensuring up to date and extensive knowledge of the portfolio, as well as ensuring an effective sales approach.
    • Motivate, coach and develop the team to demonstrate continual improvement, and achieve sales targets.
    • Ensure each member of the sales team understands client needs and initiatives to develop persuasive and impactful proposals and presentations that articulate the WHC value proposition to help clients execute their strategy
    • Setting sales targets and report key performance indicators – including pipeline metrics, call activity and client engagements. Ensure identified KPI are fed into the company dashboards as required.
    • Develop and implement an effective and consistent approach to account planning across the team. Utilise account plans to deliver overall plan across the pharma sector, taking responsibility for accurate forecasting of sales across the Pharmaceutical business.
    • Work closely with all key stakeholders across the business. Ensuring projects are managed effectively and client’s expectations are met.
    • Ensure representation from the Pharma Key Account team within the product/solution advisory boards. Contribute significantly by ensuring clients’ needs are considered within both product improvement and new product development, ensuring client demand is understood, and potential drawbacks or concerns are addressed.
    • Working with marketing on campaigns to generate leads and following up on opportunities to generate sales.
    • Align with the marketing teams to ensure appropriate and effective materials are available and developed in line with the Pharmaceutical sector needs. Feed into the strategic approach for suitable campaigns to support the development of sales and future pipeline.
    • Work with the relevant teams to ensure an effective, ongoing communication plan is developed for Pharma clients.
    • Ensure each member of the sales team understands client needs and initiatives to develop persuasive and impactful proposals and presentations that articulate the WHC value proposition to help clients execute their strategy
    • Setting sales targets and report key performance indicators – including pipeline metrics, call activity and client engagements. Ensure identified KPI are fed into the company dashboards as required.
    • Develop and implement an effective and consistent approach to account planning across the team. Utilise account plans to deliver overall plan across the pharma sector, taking responsibility for accurate forecasting of sales across the Pharmaceutical business.
    • Work closely with all key stakeholders across the business. Ensuring projects are managed effectively and client’s expectations are met.
    • Ensure representation from the Pharma Key Account team within the product/solution advisory boards. Contribute significantly by ensuring clients’ needs are considered within both product improvement and new product development, ensuring client demand is understood, and potential drawbacks or concerns are addressed.
    • Working with marketing on campaigns to generate leads and following up on opportunities to generate sales.
    • Align with the marketing teams to ensure appropriate and effective materials are available and developed in line with the Pharmaceutical sector needs. Feed into the strategic approach for suitable campaigns to support the development of sales and future pipeline.
    • Work with the relevant teams to ensure an effective, ongoing communication plan is developed for Pharma clients.
    • Ensure engagement across the team with agencies, and develop a consultative role that showcase the breadth and diversity of the Wilmington Healthcare services and capabilities.
    • Identify and attend key industry conferences and events to create and drive awareness of WHC services
    • Allocate clients effectively across the Key Account team to ensure sufficient coverage and maximise opportunities.
    • Take ownership of key client relationships, and work collectively with the Key Account team to leverage opportunities

     

     

     

    We are focused on ensuring that Wilmington remains a great place to work. We value our people and we continue to invest in their career development. We encourage learning, and career opportunities are possible across all Wilmington companies


    “We are committed to equality, equality of opportunity and valuing diversity”

     

     

    Wilmington

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