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SME Account Manager


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SME Account Manager

SME Account Manager - Informa | Pharma Intelligence
New York

Job Reference: NYX-SAL-02748

Location: New York

Closing Date: 26/06/2018

Department: Sales

There has never been a more exciting time to join Informa. We have just completed a multi-million-dollar growth plan, with heavy investment in our Pharma Intelligence vertical. We are looking for talented Account Managers to service and grow our range of existing accounts as well as add new clients to our roster.

We currently have an opening within the Pharma Business Intelligence division, and are looking for an exceptional candidate with a strong track record of increasing revenue from existing accounts as well as successfully hunting and on-boarding new ones.

Our successful candidate will be responsible for managing and selling our suite of highly regarded and relied upon News Publications into a range of small - medium pharmaceutical and biotech companies, Clinical Trial Organization’s, Financial Institutions and many others.  They will work solely with our existing client base, to ensure customer satisfaction and uncover other commercial needs that we can support them with. They will be a seasoned self-starter, bringing with them Account Management best practice, and hunting talent in equal measure.

Qualifications, competencies & Attitude

  • Achieving and exceeding challenging revenue targets and sales objectives, through consult
  • Grow your existing customer base, by up-selling and cross-selling our range of services
  • Acquire new clients in a competitive sales environment.
  • Quickly become credible in speaking the “Pharma language” and learn persona-based selling, to approach and work with each client in the most effective manner
  • Present and negotiate with senior executives
  • Cement key relationships and be the principle commercial contact between Informa and your assigned customer base
  • Develop and maintain improved sales strategies to manage accounts efficiently
  • Create an account plan for all your existing and target accounts, including; organization profile; contacts by department; strategy for growth; objectives; and implementation schedule.
  • Create and update account profiles in Salesforce.com.
  • Report back from customer training sessions; recording customer feedback, gathering customer intelligence and follow-up as required.

Required Qualifications:

  • Highly motivated top performer, looking to take the next challenge in your field of expertise
  • Proven track record of outstanding New Business and Account Management performance – Needs to demonstrate consultative selling style.
  • 1-3 years’ experience in Account Management (selling into and knowledge of the Pharmaceutical/Biotechnology vertical is a plus)
  • Enthusiastic, competitive, results-driven and solutions-orientated with a strong work ethic, high levels of confidence and integrity
  • A customer centric approach and excellent customer management skills
  • Demonstrates ability to develop long-term customer relationships with a wide range of clients, from end users to senior executives of multi-national corporations
  • Ability to consult with clients and solve challenges by selecting and demonstrating our most appropriate service(s)
  • A self-starter with a commercial focus
  • Ability to articulate complex solutions in a simple and coherent manner
  • Strong inter-personal and communication skills
  • Outgoing, confident and engaging
  • Presentation Skills
  • Accountable and receptive to advice and constructive criticism
  • Solution focused and accountable.

To apply for this opportunity, please send your resume and a cover letter and salary expectations

About Informa:

Informa’s Business Intelligence (BI) division provides specialist data, intelligence and insight to our customers, helping them make better decisions, gain competitive advantage and enhance return on investment.

BI has a valuable portfolio of digital subscription products, providing business critical intelligence to global, regional and niche communities within six core industry sectors: Pharma & Healthcare; Finance; Telecoms, Media & Technology; Transportation, Industry and Infrastructure and Agribusiness & Commodities.

Informa is committed to equal employment opportunity for all employees and applicants for employment without regard to age, color, creed, disability status, gender, national origin, race, religion, sexual orientation or veteran status, or any other legally protected status.


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