Account Manager, Strategic Accounts

That’s why we’re seeking a Account Manager, Strategic Accounts responsible for partnering closely with the Business Development Director, Strategic Accounts to secure and expand the volume of profitable New Business Awards (NBAs) to meet or exceed assigned quota within named strategic accounts. Key responsibilities include identifying, qualifying, and advancing new business opportunities; supporting the development and execution of strategic account plans; and leading end-to-end development of strategic proposals and RFIs to secure profitable revenue growth and long-term value within key accounts. 

This role manages high-value complex B2B deals requiring strong commercial judgement, cross-functional collaboration, the ability to translate client needs into compelling, high-quality proposals, and highly organized, timely and accurate capture of specifications and account progress in systems including Salesforce.com. 

Travel to trade shows and client meetings required to develop relationships and identify opportunities.

Key Responsibilities

• Work in close partnership with BD Director, Strategic Accounts to continually increase account penetration and develop pipeline through targeted outreach, face-to-face meetings, trade show attendance, and qualified RFP/proposal activity for assigned strategic accounts.
• Conduct ongoing research into named strategic accounts and identify new opportunities for Cogstate by monitoring clinical pipeline/molecule developments and relevant communication/press.
• Contribute to the development of strategic account plans and bid-defense planning for named strategic accounts.
• Build and maintain strong, senior-level customer relationships through regular engagement that demonstrates Cogstate’s differentiators and value, as directed by BD Director, Strategic Accounts.
  • Champion the development of innovative approaches and solutions that address evolving client requirement and deliver ROI for Cogstate.
• Maintain accurate, timely, and comprehensive records of strategic account activity within SalesForce.com database, ensuring full pipeline visibility and informed decision-making.
• Provide regular reporting and analysis for strategic account deliverables and activities to help assess pipeline growth.
• Work with BD Director, Strategic Accounts to develop a sales methodology and strategy for increasing new account penetration in assigned territory.
• Lead the development of proposals with named strategic accounts working cross-functionally with Cogstate stakeholders to ensure submissions are accurate, compelling, timely, and aligned with strategic and financial objectives.
  • Develop opportunity-specific Executive Summaries outlining unique Cogstate value and alignment with customer priorities.
  • Perform thorough QC of all final proposals for named strategic accounts prior to submission to ensure all proposal requirements are met and proposal/budget is accurate.
• Maintain ownership and ensure continuity of client specific tools i.e. pricing grids, SOPS, etc. for named strategic accounts.

Requirements

• Undergraduate degree or international equivalent in a health sciences or business discipline from an accredited institution or equivalent experience.
• 5+ years of applicable experience within the CRO, Pharmaceutical or Biotech environment
• Strong verbal and written English communication skills with the ability to articulate value to internal and external stakeholders
• Proficiency with Excel and CRM platforms; Salesforce.com experience preferable
• Proven ability to manage multiple priorities with urgency, accountability and attention to detail
• Demonstrated tenacity, proactivity, and initiative in a results-driven environment.

Skills, Knowledge and Specialist Expertise

• Ability to proactively manage and grow key accounts that drive profitable NBA for Cogstate
• Knowledge of the proposal process and familiarity with legal and contracting process
• Thorough understanding of the Pharmaceutical and CRO industry and the clinical development process
• Ability to nurture business relationships with current and potential clients
• Proficiency in SalesForce.com for CRM management and reporting
• Strong problem-solving skills, with the ability to develop practical, client focused solutions aligned with Cogstate’s objectives
• Collaborative working style with the ability to influence and partner effectively across internal and external teams to enhance relationships
• Ability to suggest, recommend, and implement measures to enhance the business development and sales process
• Ability to identify and present to management potential for new Cogstate services within existing and new accounts
• Proactive research skills utilizing Salesforce.com, public databases (e.g., ClinicalTrials.gov), and industry resources (e.g., Zymwire, Biopharminsight.com) to inform targeted outreach efforts by development stage and therapeutic area

What’s In It For You

• Remote Work Practices: Cogstate is a virtual first company. Cogstate employees can work from anywhere where Cogstate is registered to business within the United States, Australia, or the United Kingdom!
• Generous Paid Time-off: Cogstate employees receive 20 days of vacation leave, 10 days of personal leave and 10 paid public holidays.
• 401(k) Matching: As you invest in yourself and your future, Cogstate invests in you too: we match up to3% of your yearly salary in Cogstate’s 401k program.
• Competitive Salary: We offer competitive base salaries plus additional earning opportunities based on the position.
• Health, Dental & Vision Coverage: We've invested in comprehensive health & dental insurance options with competitive company contributions to help when you need it most. We also offer free vision insurance for all full-time employees.
• Short-Term & Long Term Disability Life Insurance: 100% employer sponsored
• Pre-Tax Benefits: Healthcare and Dependent Care Flexible Spending Accounts
• Learning & Development Opportunities: Cogstate offers a robust learning program from mentorships to assistance with programs to improve knowledge or obtain certifications in applicable areas of interest.