Director, Renewal Account Management - Americas

Location: Boston

Position Summary & Responsibilities :  

In this role as Director, Renewal Account Management Americas you will be joining our growing Sales team and build and lead the Americas Account Management team of 5 people based in Boston.

This is a new position within the team, reporting to the Senior Vice President of Account Management, and an excellent opportunity if you are motivated to develop your commercial and leadership skills within a high-growth SaaS business. 

We are looking for a versatile and balanced leader with a growth-mindset. This is the ideal role for you if you are achievement-oriented and believe in team-based performance rewards for exceeding sales goals through strong collaboration with partners and internal stakeholders. You will be success-driven, love working at pace and thrive in a diverse global team. 

In this role as Director, Renewal Account Management Americas, you will: 

  • Provide strong leadership to the Americas team, driving consistent and predictable sales

  • Provide coaching and senior sales support for the expansion of Company’s small/medium clients across all client segments including, but not limited to, Pharma, Biotech, Consulting, Financial and Supply to Pharma

  • Drive the planning, preparation, execution, and review of Company’s sales methodologies, cadence, and best practices

  • Work closely with the Senior Vice President, Account Management to develop and enable Company’s strategic growth plans

  • Regularly inspect the quality and execution of business plans to drive growth opportunities.

  • Regularly maintain, monitor, and report performance of Renewal Account Managers against agreed metrics and take ongoing action to achieve sales excellence

 Your success will be measured against the performance of all direct reports. KPIs include growth of accounts by segment-specific net renewal rate (NRR), additional Pipeline Health, Custom Solutions growth, Staff churn and staff engagement (measured by NPS)

  • You will lead the Account Management weekly, monthly and quarterly rhythm of business with your team: Team huddles, Operational team meetings, Business/performance review, Pipeline health review, Performance coaching and Practice sessions

  • Nurture and sustain a high-performance culture that consistently exceeds expectations

  • Collaborate with other sales leaders to drive sales and account development strategies

  • Collaborate with Marketing, Product, Finance and other departments to define and implement solutions that improve lead generation, opportunity management, sales execution and the client experience

  • Enjoy what you are doing and have fun!

Qualifications:

Required

  • Proven track record in account management

  • Excellent customer service skills with a customer first attitude

  • Proven ability to gain business knowledge or skills by self-study, experience, or being taught

  • Ability to work collaboratively, manage change, and resolve conflict

  • Outgoing and tenacious personality, with a proven ability to commit to success in achieving challenging goals

  • Ability to motivate and inspire others to perform and achieve results within a diverse team

  • Advanced level interpersonal and problem-solving skills.

  • Ability to plan, prepare, execute, and review in a timely manner

  • Ability to multitask, and operate independently in a fast-paced and dynamic environment

  • Excellent written and spoken English, with ability to communicate to all levels of seniority

  • Proficient in Microsoft Office and CRM/Cadence Management applications

  • A winning attitude!

Preferred 

  • Degree or equivalent education; MBA or advanced degree is a plus

    Previous sales management experience in B2B organizations that drive growth in Annual Contract Value, number of customers and Customer Lifetime Value

    An interest in Technology and BioPharma

About the Company:

The company is a major international company providing outstanding market intelligence services for the Pharmaceutical, Medical Device, Financial and Consulting sectors, through our online brands. Our international clients in Pharma and Biotech, Medtech, Banking and Consultancy regard us as the industry’s gold standard for timely and accurate analysis of reported drug sales, consensus sales forecasts, R&D pipeline, markets and comprehensive company financials.

What We Offer

  • Medical, Dental, and Vision plans 

  • Dependent & Health  Flexible Spending Accounts (FSA) 

  • Generous employer 401k contribution  

  • Worker’s Compensation, Life Insurance, Short and Long Term Disability 

  • Employee Assistance Program (EAP) 

  • Paid time off includes Holidays, vacation, and sick time  

Values

Focus on the client. Our clients’ success is our success. We do our utmost to understand our clients and ensure they are successful in their roles.

Improve Be better. We strive to improve and innovate, challenging industry norms and ourselves.

Be one team. Communicate, collaborate, challenge. We believe that two heads are always better than one; in being generous with our time, and collaborating to get the job done.

Empower Enable Success. We empower each other to deliver, celebrate our successes and learn from our mistakes.

Be Accountable Own it. We take responsibility and do the right thing. Through guidance and support we hold each other accountable.