Vice President, Strategic Accounts

Company Description

About the Company: 

M3 is the global leader in digital solutions in healthcare. We work with a range of sectors including healthcare, life sciences, pharmaceuticals, biotechnology and charities; services provided to these sectors include market research, medical education programs, promotional programs, clinical development, job recruitment and clinic appointment services. M3 has grown by more than 20% year-on-year for the past 15 years, achieving over 1 billion dollars in revenue annually.

Founded in 2000, with start-up investment capital from Sony, M3’s mission is to make use of the internet to increase, as much as possible, the number of people who can live longer and healthier lives, and to reduce, as much as possible, the amount of unnecessary medical costs. Key achievements of M3 Inc. include:

  • Named in Fortune’s 2020 ‘Future 50’ list, ahead of Facebook and Amazon
  • Ranked in Forbes’ 2020 Global 2000 list of the world’s largest public companies
  • M3 is the only company incorporated after the year 2000 to be included in the Nikkei 225 Index
  • Listed in Forbes’ ‘Asia’s 200 Best Over a Billion’ in 2019
  • In 2020 M3 founded the ‘M3: Stop COVID-19 Fund’ and pledged one billion yen to support COVID-19 related initiatives

M3’s legacy lies in the power of trusted physician platforms. Around the world, M3 organizations leverage these highly engaged digital communities to deliver medical education, job placement, and market research, to improve global patient outcomes.

Job Description

Due to our continued growth, we are hiring for a Vice President, Strategic Accounts at M3 Global Research, an M3 company. 

About the Business Division:

M3 Global Research, part of M3 Inc., provides the most comprehensive and highest quality market research recruitment and support services available to the industry with relationships reaching respondents in more than 70 countries worldwide.

M3 Global Research maintains ISO 26362 and ISO 27001 certifications with the highest quality data collection and project management capabilities that cover the spectrum of quantitative and qualitative techniques utilized today.

M3 services incorporate all of the most advanced statistical and attitudinal methodologies allowing clients to provide world-class offerings and support services to their end-client customers throughout multiple industry sectors.


Mission of the Role: 

The Vice President, Strategic Accounts grows and drives existing accounts. The role will meet quarterly and annual sales targets. Additionally, this individual is responsible for development of processes to ensure all client needs are being met within efficient means, encouraging communication and ongoing education of difficult topics among Sales and Delivery teams, and enhancing productivity to address client satisfaction and/or project completion concerns fairly and in a timely fashion. This is the ideal role for someone who is driven by their own success, a strong networker, and an effective teacher and communicator.

 

Essential Duties and Responsibilities:

  • Overall responsibility for the growth and profitability of assigned strategic accounts.
  • Ensure that pricing is optimized and follows company pricing policy, scope changes are recosted accurately and discounts where necessary are suitable and appropriate, thus providing a consistent sales presence to complement the field-level sales and operations aspects of managing the account(s).
  • Utilize account data to create strategies and develop plans that are executed and reviewed on an ongoing basis to grow the business.  Review accounts monthly versus sales and revenue goals.
  • Provide support as necessary for reporting of current sales, revenue, conversion and other data for internal analysis and client reviews.
  • Supervise day-to-day and strategic aspects of accounts. Monitor operational aspects of projects, acting, as necessary, as liaison between client and M3.
  • Nurture a client-centric culture in your accounts with strong sales behaviors. 
  • Serve as VP point of escalation for any delivery concerns.
  • Collaborate with Global Sales and Delivery teams to develop uniform processes and their distribution among all teams; establish and maintain department procedures; provide feedback and make suggestions striving for continuous improvement and education.
  • Supporting the SVP, Strategic Accounts as a liaison between the Sales and Delivery teams to ensure client satisfaction is prioritized on all fieldwork projects; on all client-facing activity, provide superior customer service to insure properly executed project fielding and delivery; Enable delivery teams success with correct project handovers and a strong emphasis on proper IKOs (Internal Kick-Off meeting).
  • Serve as a CRM advocate, assisting with training and being responsible for keeping account data clean and current.
  • Serve as contact point for new hire onboarding for the UK Sales team.
  • Mentor and advise Client Service Directors and Account Managers serving as a reference to assist with problem solving, custom project solutions, and fieldwork planning, supporting workstreams and delegating coverage as needed.
  • Lead client service initiatives regarding procedures and standards to enhance business communication, increase productivity, and increase client satisfaction.
  • Attend conferences/trade shows as assigned and professionally represent M3, interact with clients and assist the marketing effort via dissemination of M3 capabilities and collection of leads
  • Travel, as necessary, to support on-site client meetings with other Sales and Delivery Team members.

Qualifications

Competencies:

  • Uses the CRM (HubSpot) proficiently to log all sales activity – calls, bids, meetings. Updates contact and company information as required. Able to correctly move a project through the deal cycle and manage pipeline. Produces, maintains, and disseminates to internal teams well written, informed Account Plans. Can use the CRM to identify lapsed, underperforming accounts to target and contact.
  • Takes full ownership of individual revenue, GP and sales goals. Able to provide an accurate weekly and monthly sales forecast when requested.
  • Understands research methods and methodologies. Comprehends client objectives and can offer guidance around the service/product options available to our clients. Speaks confidently when delivering a bid to a customer.
  • Has a good understanding of the competitive landscape. Keeps informed as to industry updates and networks effectively to identify new business opportunities.
  • Handles objections well and can effectively position the M3 offering and brand to prospective clients. Able to consultatively and actively listens to the needs and objectives of prospective clients throughout the sales cycle. Able to succinctly and clearly deliver the M3 elevator pitch.

 

Requirements:

  • Bachelor’s degree or equivalent work experience
  • A minimum of 5 years of healthcare market research experience required.
  • Business development experience required. 
  • Exceptional ability to multi-task and prioritize requests
  • Solid relationship building and staff management skills
  • Effective communicator
  • Time management skills
  • Problem solver (seeks answers and resolutions)
  • Strong self-discipline & organizational habits
  • Effective use of Outlook, Excel, Word, PowerPoint

Additional Information

Benefits:   

  • 25 days annual leave
  • Participation in an annual bonus scheme linked to the profitability of the business
  • Pension 4%/4% employee/employer contributions of qualifying earnings
  • Company’s medical cash plan. As part of the cash plan you have access to subsidised gym membership and a staff discount scheme
  • Cycle scheme