[Hiring] Senior Market Leader, Strategic Accounts @athenahealth

Role Description

We are looking for a Senior Market Leader, Strategic Accounts to join the Sales team within our epocrates division. In this role, the Senior Market Leader will be responsible for driving sales of epocrates advertising solutions to pharmaceutical and life sciences companies as well as engaging with media buying agencies representing these clients.

• Own the full sales cycle from prospecting and opportunity qualification to contracting and post-sales engagement.
• Develop and execute strategic account plans.
• Gain deep insights into brand strategies and market dynamics.
• Collaborate closely with internal strategists to craft optimal recommendations.
• Optimize ad performance through continuous analysis and refining strategies based on industry trends.
• Maintain compliance with regulatory guidelines to maximize engagement and ROI for pharmaceutical brands.
• Develop forward-thinking, data-driven media strategies that integrate programmatic direct and epocrates' custom digital advertising solutions.

Qualifications

• Bachelor’s degree required.
• 7+ years of sales experience in pharmaceuticals media agencies or related industries including medical devices, life sciences, and biotech.
• Proven track record of managing relationships and selling to senior brand managers at pharmaceutical companies and advertising agencies.
• Demonstrated ability to develop deep strategic client relationships and sell at a highly consultative level.
• History of meeting or exceeding multimillion dollar annual quotas.
• Strong knowledge of pharmaceutical advertising, digital media, and educational programs.
• Experience with programmatic advertising and multi-channel media strategies.
• Contract negotiation experience required.
• Demonstrated ability to leverage AI tools to drive business and commercial outcomes.
• Ability to work remotely and travel up to forty percent within the assigned territory.
• Proficiency in Microsoft Office Suite including Word, PowerPoint, and Excel.
• Salesforce CRM experience required.

Requirements

• Consistently meet and exceed assigned sales quotas.
• Lead the end-to-end sales process from lead generation through deal closure.
• Manage the Request for Proposal (RFP) process coordinating with both clients and internal stakeholders.
• Guide key assigned clients in developing diversified media plans.
• Educate clients on the importance of an integrated media mix.
• Proactively manage an assigned territory and sales pipeline.
• Maintain detailed account records and metrics in Salesforce CRM.
• Conduct quarterly business reviews with leadership and cross-functional teams.
• Partner with clients to ensure advertising campaign performance meets or exceeds goals.
• Utilize internal and external insights to understand pharmaceutical and life sciences industry challenges.
• Effectively position epocrates advertising solutions to address client needs.
• Recognize opportunities within client accounts and develop strategic solutions.
• Provide thought leadership on how pharmaceutical brands can best reach healthcare professionals (HCPs).
• Establish and maintain strong relationships with agency media teams and brand leaders.
• Expand engagement across multiple teams within client organizations.
• Lead cross-functional collaboration within epocrates.
• Conduct regular face-to-face meetings with key clients and agency teams.

Benefits

• Base salary range: $124,000 - $212,000.
• Short and long-term incentives including annual discretionary bonus plan, variable compensation plan, and equity plans.
• Health and financial benefits.
• Perks specific to each location, including commuter support, employee assistance programs, and tuition assistance.
• Flexible work-life balance with remote work options.
• Company culture based on learning and inclusivity.