VP, Strategic Accounts

Company Description

About M3: A Japanese global leader in the provision of ground-breaking and innovative technological and research solutions to the healthcare industry. The M3 Group operates in the US, Asia, and Europe with over 5.8 million physician members globally via its physician websites which include mdlinx.com, m3.com, research.m3.com, Doctors.net.uk, medigate.net, and medlive.cn. M3 Inc. is a publicly traded company on the Tokyo Stock Exchange (jp:2413, NIKKEI 225) with subsidiaries in major markets including the US, UK, Japan, South Korea, and China, and in 2020 was ranked in Forbes’ Global 2000 list. The M3 Group provides services to healthcare and the life science industry. In addition to market research, these services include medical education, ethical drug promotion, clinical development, job recruitment, and clinic appointment services. M3 has offices in Japan, UK, France, Germany, Brazil, Sweden, China, USA, and South Korea, as well as India.

Job Description

Mission of the Role

The Vice President, Strategic Accounts grows and drives existing accounts. The role will meet quarterly and annual sales targets. Additionally, this individual is responsible for development of processes to ensure all client needs are being met within efficient means, encouraging communication and ongoing education of difficult topics among Sales and Delivery teams, and enhancing productivity to address client satisfaction and/or project completion concerns fairly and in a timely fashion. This is the ideal role for someone who is driven by their own success, a strong networker, and an effective teacher and communicator. 

Essential Duties and Responsibilities

• Overall responsibility for the growth and profitability of assigned strategic accounts. 

• Ensure that pricing is optimized and follows company pricing policy, scope changes are recosted accurately and discounts where necessary are suitable and appropriate, thus providing a consistent sales presence to complement the field-level sales and operations aspects of managing the account(s). 

• Utilize account data to create strategies and develop plans that are executed and reviewed on an ongoing basis to grow the business. Review accounts monthly versus sales and revenue goals. 

• Provide support as necessary for reporting of current sales, revenue, conversion and other data for internal analysis and client reviews. 

• Supervise day-to-day and strategic aspects of accounts. Monitor operational aspects of projects, acting, as necessary, as liaison between client and M3. 

• Nurture a client-centric culture in your accounts with strong sales behaviours.

• Serve as VP point of escalation for any delivery concerns. 

• Collaborate with Global Sales and Delivery teams to develop uniform processes and their distribution among all teams; establish and maintain department procedures; provide feedback and make suggestions striving for continuous improvement and education. 

• Supporting the SVP, Business Development as a liaison between the Sales and Delivery teams to ensure client satisfaction is prioritized on all fieldwork projects; on all client-facing activity, provide superior customer service to insure properly executed project fielding and delivery; Enable delivery teams success with correct project handovers and a strong emphasis on proper IKOs (Internal Kick-Off meeting). 

• Serve as a CRM advocate, assisting with training and being responsible for keeping account data clean and current. 

• Serve as contact point for new hire onboarding for the UK Sales team. 

• Mentor and advise Client Service Directors and Account Managers serving as a reference to assist with problem solving, custom project solutions, and fieldwork planning, supporting workstreams and delegating coverage as needed. 

• Lead client service initiatives regarding procedures and standards to enhance business communication, increase productivity, and increase client satisfaction. 

Qualifications

• Bachelor’s degree or equivalent work experience 

• A minimum of 5 years of healthcare market research experience required. 

• Business development experience required.

• Exceptional ability to multi-task and prioritize requests 

• Solid relationship building and staff management skills 

• Effective communicator 

• Time management skills 

• Problem solver (seeks answers and resolutions) 

• Strong self-discipline & organizational habits 

• Effective use of Outlook, Excel, Word, PowerPoint 

Additional Information

Benefits

• Lucrative performance-related remuneration
• Travel allowance
• Regular advanced training
• Flexible home working
• Open corporate culture & strong team cohesion
• Company pension plan

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