Client Development Manager (Pharmaceutical Services)

POSITION SUMMARY

To manage/retain and develop existing and new Client Manufacturer Relationships which result in new revenues which achieve annualized business objectives.  Managing a set  account portfolio  would include maintaining existing services/revenues and relationships by promptly handling issues as they arise, educating clients on services, offering business solutions to client needs, and coordinating internal resources to address client issues and needs. Developing the assigned existing accounts would include building relationships at senior levels of Pharmaceutical companies and across various functional areas.  This position will also require the incumbent to match client needs with our services, create business opportunities, lead project management and quickly implement new services. This position is located in Ft. Worth, Texas.

MAJOR JOB RESPONSIBILITIES

1. Manage, maintain, and grow assigned existing accounts to meet or exceed assigned revenue goals.
   • Sell existing services to existing clients
   • Sell new services to existing clients
   • Ensure 100% compliance on services purchased
   • Ensure all services are billed for on a timely basis
   • Resolve any issues that may jeopardize the ability to retain business
   • Ensure high level of service and responsiveness
2. Lead the development of account plans to identify revenue opportunities that align with overall sales strategy.  Plan must include:
   • Overall knowledge of account
   • Overall strategic approach 
   • Work closely with various product owners to develop services needed
3. Conduct needs analysis for clients and prospects to determine the best solution and service offering. 
   • Ask in-depth questions to understand their situation (internal and competitive)
   • Understand their current problems 
   • Understand our services and the need/payoff that we can offer
   • Offer appropriate level of services 
   • Tailor presentations and proposals to emphasize benefits that are specific to client
4. Manage mfg account base both cost effectively and efficiently.
   • Prepare and present Business Reviews 
   • Set objectives for each meeting that coordinate to the overall account plan and sales strategy 
   • Identify the decision makers and the influencers within the company and build relationships across departments
5. Maintain accurate records of all activities related to the sales process to ensure timely and complete communication.
   • Complete Call reports within 48 hours after all calls and visits
   • Send follow-up Emails to clients after all visits and significant phone conversations documenting next steps, time frames, and person responsible, as well as copy account representatives, both operations and production, analysts, and other associates involved in the follow-up, as well as the customer archive 
   • Communicate and get approval on any services required that are outside of the norm 
   • Develop and maintain a client action list
6. Coordinate and project management  of new business to ensure that the client receives the service that they were sold and the revenue is generated quickly.
   • Lead the project management to implement the sale 
   • Coordinating different functional areas and assigning tasks 
   • Monitoring results of required rollout tasks to ensure fast and efficient implementation
   • Stay involved with the account to understand issues and lead the resolution of them

QUALIFICATIONS

• Experience with two to five (2-5) years in complex solution selling, upsales, and account management
• Prefer experience in a pharmaceutical trade and/or exposure to logistics 
• EDI experience and ability to communicate  with IT personnel (internally and externally)
• Working knowledge of computer software programs, such as Excel, Word, PowerPoint, ACCESS
• Knowledgeable with Salesforce.com and the Miller Heiman Methodology is a plus
• Excel at building relationships with existing and prospective clients
• Ability to work independently with confidence
• Ability to pay close attention to details
• Ability to comfortably deliver effective presentations in front of large groups of people 
• Ability to travel periodically – as much as 25% of the time

EDUCATION

Bachelor's degree from a College or University