Account Manager

Principal Accountabilities:

• Directs the activities of a sales team to achieve/exceed the assigned revenue and growth goals in assigned accounts or sales territory.
• Takes proactive role in contract strategy. Develops strategy for expanding scope of existing contracts and identifying new business and win-back opportunities.
• As required, may lead negotiations in renewing multi-year contract(s) within assigned accounts.
• Develops relationships with key executives and decision makers within assigned accounts.
• Manages the overall relationship to ensure a high level of customer satisfaction. Provides leadership to the sales team and coordinates the involvement of IMS resources (marketing, consulting, and client services) in actively promoting the full IMS portfolio of products and consulting services to anticipate and meet client needs.
• Ensures that sales team is fully staffed, trained and deployed to maximize sales coverage.
• Develops and executes account plan(s) and monitors progress.
• Adjusts plan accordingly to consider IMS new product/service offerings as well as significant changes to business conditions.

• Bachelor’s degree or equivalent and a minimum of eight (8) years relevant sales or account management experience.
• Extensive knowledge of IMS offerings, customer account management and pharmaceutical industry is required.

• Problem solving, negotiation, planning, relationship building, presentation, written and oral communication skills are essential.
• Able to set vision and direction.
• Able to influence outcomes.
• Requires team-orientation.