Group Account Director
Reports to: Associate Vice President, Account Management Team
The Group Account Director is a critical client partner role demonstrating leadership, strategic direction, accountability, business acumen, and vision for their portfolio of business. They effectively leverage experience, knowledge, and skills to drive innovative thinking and set challenging team goals and objectives by balancing client, company, and team needs. This position is responsible for identifying new opportunities to expand the company’s services across assigned accounts and look for growth opportunities to further solidify the company’s position as a preferred supplier. This position will also develop and present business proposals to existing and new marketing and medical clients to support growth. This role is responsible for managing client expectations, physician opinion leaders, and strategic partners along with collaborating with operations and scientific innovations teams in fulfillment of multiple projects. In addition, the role acts as the steward and mentor for the full team, ensuring strong team unity and ways of working, optimizing talent utilization and growth among all team members. The Group Account Director is the direct-line manager for account team members supporting the portfolio of business and is considered a leader within the Account Management team.
Essential Functions:
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Manage all aspects of the client business providing superior customer service while maximizing business opportunities
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Responsible for meeting business KPIs and the development and management of business plans
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Leads and manages all strategic channel planning activities associated with assigned account(s)
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Establish and grow a strong relationship with multiple senior client stakeholders through a demonstration of industry knowledge and of the application to business challenges
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Manages a team of account managers ensuring they are delegated work appropriate for their level and experience and that the team remains challenged and engaged
- Mentors team members, leads by example, and provides guidance on best practices specific to the account portfolio and also FORCE service offerings
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Approves time-off requests, timecards, and expense reports
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Conducts performance reviews, executes developmental plans, and disciplinary actions
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Facilitates team member awareness and action through timely, accurate, and complete communication
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Balances workloads among team members
- Work closely with their direct report to optimize any revenue opportunities within the agency at large
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Actively incorporate tools into client planning process/lead workshops in Facilitator role
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Can lead strategic annual planning for accounts and direct clients on best practices and cadence of tactics in the HCP peer-to-peer space
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Understand client compensation structure and implications of plan changes
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Provides SME input and strategic insights for responses to assigned account’s RFPs
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Acts as a positive role model through example
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Proactively keep abreast of industry trends and share knowledge with team
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Mentor cross functional team members to maximize individuals’ growth, and harness the strengths and opportunities of each team member
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Support the organization in SOP maintenance and development
Travel to client and offsite locations to manage meetings and events
Competencies
To be successful in a career position, an individual must not only be able to perform the essential functions of the job, but also excel at them in an expert manner. The following are essential to success:
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Exemplification of FORCE attributes: This is the essence of FORCE. Every individual member of the team embodies these characteristics. These attributes include passion for success, accountability, sound judgement, adaptability, professionalism, creativity and innovation, ethical work with integrity, quality, and caring.
- Exceptional/superior Communication skills: The ability to effectively communicate is vital to success. These skills include speaking and writing clearly and effectively balancing both listening and talking in conversations and meetings, being resilient in difficult situations, presenting effectively to the needs of the intended audience, and giving and receiving feedback for continuous improvement
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Exceptional/superior Relationship management skills: Relationship Management centers on an individual’s ability to manage interactions to provide service and to support the organization. These skills include being attentive to the customer’s needs, collaboration with teammates, leadership, the ability to influence, identifying and solving problems, working through conflicts by encouraging open communication, strategic thinking, and effective delegation.
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Leading others skills: This competency encompasses the ability to earn the right to lead people toward meeting goals and objectives. Skills in this cluster include the exceptional ability to provide an inclusive workplace that fosters respect and trust and appropriately set vision. This individual must also have excellent ability to enable the development of others and provide inspiration to all members of the team.
Education and/or Experience
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College degree (advance degree a plus) with 10+ years related experience and/or training; or equivalent combination of education and experience in the medical education, pharmaceutical marketing and/or pharmaceutical advertising. Minimum 3 years as Director/Senior Director experience.
Periodic travel to client sites or program locations may occur. This includes clients in Indianapolis, or other locations throughout the country.
FORCE Communications, Powered by Petauri is a full-service medical marketing, communications and education organization founded in 2001 that specializes in creating unique scientific/medical affairs, medical communication/education, commercial and payer solutions. Our organization specializes in collaborating with pharmaceutical, biotech, medical device, healthcare providers and industry partners in the development of innovative programs that integrate scientific information with industry/health care market insight and adult learning principles.