Overview
The remit is to develop business opportunities and potentials within a portfolio of named accounts (typically 4 to 6). There is significant existing business within these accounts, but the drive is for further growth by greater penetration in Europe and expanding to brands where M3 has limited engagement. One of the key functions of the Director of strategic accounts is to have the ability to develop meaningful and mutually beneficial relationships with key clients. M3 are able to offer and deliver fully integrated digital marketing solutions, and this role requires an ability to develop a strategically aligned proposal that can add best value. The promotional Digital Services include, but are not limited to, edetails, medical education, online closed loop marketing, hosted content digital advertising, analytics and outcomes. The role has significant support of through a Programme management team and Client service who deliver existing programmes, and a Business Solutions team who provide detailed customer information as well as supporting the development of leads.
Main Duties and Responsibilities
- Target: achieve/Exceed revenue and gross margin target
- Giving clear direction to AM/AD to facilitate optimal management of account – weekly prioritisation of opportunities and agreement of clear action plans in consultation with the Project management function
- Development and implementation of a strategic sales plan to meet account targets – where is the business going to come from and how?
- Account Plans: ensure account plans and account reviews for each customer are kept up to date
- Relationships: establish and maintain excellent customer relationships through regular close contact, including face-to-face meetings, telephone and e-mail communication with the ultimate goal of reciprocity with key strategic clients
- The ability to develop a strategic proposal to our clients with autonomy – to clearly understand the client’s needs and clearly define the objectives of the program and how this will be achieved. Non-transactional sell, does not present a shopping list
- Retention and growth of existing business and acquisition of new business
- Working with autonomy in an often ambiguous internal dynamic – the ability to work in ambiguity and internally network to devise a solution that works for our clients and is deliverable and cost effective
- Overseeing delivery of successful programmes for your accounts to maximise repeat business and account growth
- Management of sales activities within the market (Pharma and other healthcare sectors – medtech, OTC/X, private sector healthcare, publics sector and medical charities)
- Business Understanding: manage a portfolio of customers, gaining an in-depth understanding of their business issues and how M3 can help address them
- Financial reporting: maintain a detailed understanding of the financial status of your portfolio including revenue and billings status
- CRM: manage an accurate personal sales pipeline within the company CRM system
- Forecasting: provide weekly, monthly and quarterly forecasts to the business
- SLA: work closely with account teams to ensure that the customer is receiving the highest level of service and excellent delivery of campaigns
- Communications: actively discuss opportunities within the team to increase the services offered to your portfolio, increasing the revenue generated from it
- Metrics: gather, monitor and analyse campaign performance data, providing detailed and useful information back to the customer
- Cost Management: ensure individual campaigns are delivered within budget tolerances
- Exhibitions: responsible for representing M3 as a delegate at relevant exhibitions, conferences etc.