Account Manager

Description:

We’re looking for a talented individual, keen to take on the integral role of Account Manager within our expanding operation in the UK, working with some of the biggest names in the pharmaceutical industry.

This role offers the chance to work on a large medical communications and publications accounts within a supportive, team-focused environment. You will be engaging with key clients and working with internal team memebrs including medical writers, other client service managers and the financial team to aid the management of individual projects and the business overall. This is a fantastic opportunity to make your mark in this important role within our company. With continuing growth and plans for expansion, now is an excellent time to join the team and make a difference.

Further details on the role are shown below – please contact our recruitment team to find out more or to talk through your current situation and where you might fit in.

Organic Growth
Provide commercial direction to account team delivering organic business growth for designated account(s):
Apply a thorough understanding of the principles and processes underlying the various components of a strategic communications programme and how these fit within a product life‑cycle
Involve relevant individuals (e.g. Senior Account Manager, Account Director, Client Services Director, Healthcare Outcomes Director, Business Development Manager ) in account team meetings and discussions to optimally address client business needs
Make recommendations to clients for new ideas and develop appropriate proposals for products and services that meet identified client needs
Review proposals developed by Account Executives and provide constructive feedback. Check that recommendations being made are on brief, on specification and provide a budget that reflects their true market value (ensuring value-added delivery, where possible)
Liaise with the client to negotiate and close proposals, as appropriate
Share best practice with client and internal teams
Client Service

Build and sustain long-term influential business relationships with client team(s):
Develop and maintain awareness and understanding of the client’s market, product profile, competitors and trends
Demonstrate knowledge of market and therapeutic area when interacting with client and internal teams
Attend and lead client meetings with support from Client Services Director, Account Director, Senior Account Manager and drive completion of follow-up actions
Keep an overview of issues arising with clients within account team(s) and work with Client Services Director, Account Director, Senior Account Manager to ensure they are resolved so that future relationships are not damaged
Flag any unresolved issues to the Senior Account Manager, Account Director or Client Services Director outlining business risk and making recommendations for action
Project Management

Manage a large portfolio of projects across client account(s)
Probe clients for a specific brief for projects with support from more senior personnel (if necessary)
Arrange and lead (where appropriate) brainstorming meetings to shape/challenge briefs
Discuss and communicate brief to the rest of the team (including team members from other departments e.g. Editorial) ensuring it is understood
If understanding is unclear then clarify with client or Senior Account Manager, Account Director, Client Services Director
Liaise appropriately with all relevant departments, providing information that may assist them in their day-to-day work (e.g. Editorial)
Drive the day-to-day project management of all live projects within an account(s)
Comply with agreed standard operating procedures (SOPs) so the team works in an effective manner – communicate these to the team to educate as appropriate
Work with the account team to deliver comprehensive/up to date status sheets for the client and support the Account Executive in status calls, where appropriate
Work closely with the rest of the team to set up new systems/processes, as required, to optimally manage the account(s)
Manage project risks and take corrective action e.g. contingency planning techniques are used
Participate in and lead internal and external debrief meetings implementing any learning’s for future projects
New Business Development
In conjunction with the Business Development Manager, Senior Account Manager, Account Director and/or Client Services Director exploit new business opportunities with both current client company and others
Contribute to the generation of commercially relevant proposals, population of RFIs and capabilities/pitch presentations
Keep Business Development Manager regularly updated about on-going commercial opportunities and actively seek their involvement where appropriate
Financial Management
Provide accurate monthly and yearly sales and revenue forecasts to the Senior Account Manager /Account Director/Client Services Director to assist in the forward planning of the business unit, perhaps via your manager
Meet or exceed inScience Communications sales, revenue and profitability expectations within the assigned account(s)
Oversee the delivery of all live projects for the assigned account(s) to agreed financial ratios (target 90% recoverability) and in line with project specifications
Deliver against agreed key performance indicators e.g. utilisation, recoverability
Where applicable, take overall responsibility for client negotiations, agreeing terms and conditions and contracts with the support of your manager
Work with the account team(s) so sales are placed on the system by the deadline dates
In close liaison with the account team(s) be accountable for accurate budget proposals, the monitoring of time and costs throughout project delivery and the reconciliation process
Authorise supplier invoices, ensuring that they are accurately coded
Manage professionally any issues regarding costs with the client with the support of Senior Account Manager /Account Director/Client Services Director
Ensure sales are confirmed, revenue is forecasts, pipeline is captured, revenue staging is completed, timesheets are up to date and submitted and invoices are accurately completed and raised by the agreed monthly deadlines
Internal Leadership
Develop direct report and less experienced colleagues to reach full potential both personally and for the benefit of the business:
Lead, motivate and drive direct report and less experienced colleagues
With input from the Senior Account Manager, Account Director or Client Services Director review the performance of any direct report through the Appraisal process including year-end and mid-year reviews and any other ad hoc discussions (as required)
With input from the Senior Account Manager, Account Director or Client Services Director identify skill gaps and develop personal development and training plans for any direct report
Encourage and provide constructive feedback
Coach, where possible, to fill gaps and facilitate coaching of any direct report
Provide input to the performance management of non-direct line reports such as less experienced colleagues or writers through the appropriate line manager so that objectives are in line with business goals throughout the account team(s)
Ensure effective resource planning:
With input from the Senior Account Manager, Account Director or Client Services Director plan resource requirements of the account team(s) in advance so that adequate resource is in place to meet client demands
Communicate resource demands on other departments/suppliers in advance to allow them to plan appropriate resource to meet client demands
Global Support
Facilitate sharing of business opportunities with other teams/departments