Informa is a leading international events, intelligence and scholarly research group. Listed on the London Stock Exchange and a member of the FTSE 100, Informa has over 11,000 colleagues working in more than 30 countries.
Specialists need the support of other specialists. Our purpose is to champion the specialist, to grow, do business, make breakthroughs and take better informed decisions.
Through hundreds of powerful brands and expert teams, we operate events and exhibitions, deliver intelligence-based products and data driven services, convene communities in person and digitally and provide access to cutting-edge research for specialist customers worldwide.
Informa Pharma intelligence, part of the Informa group, is the trusted partner of all the top 50 global pharmaceutical companies and the top 10 largest contract research organizations (CROs) providing timely intelligence and insight to help them make better decisions.
The EMEAI Pharma Intelligence team currently has an exciting opportunity available for an experienced Commercial and Partnership Lead with pharma industry experience.
Your mission: The Commercial & Partnership Lead will work directly with Key & Strategic account directors, consultants, and product management to showcase our custom, analytics and partnered solutions to drive net new growth in our key market segment.
They will partner with Key & Strategic account sales to qualify and close new business and provide specific industry or product expertise to facilitate the closing of deals within a set territory. They will help shape and execute Informa Pharma Intelligence’s go to market strategy across our commercial suite of custom, analytics and partnered solutions. Personal ownership of key deals, with responsibility to forecast, progress and close opportunities month by month and quarter by quarter. A new business mindset is required for this role.
We are seeking a confident, driven and business focused individual with documented success in exceeding sales targets and networking throughout their targeted clients. The ideal candidate will come from a business-intelligence or custom analytics sales in the healthcare arena.
The role is an excellent opportunity with unlimited earning potential for a driven, tenacious, intelligent, articulate Self-starter, who enjoys both cultivating client relationships and uncovering new sales, as well as working for an organization with excellent and varied career development opportunities. Competitive salary plus commission and excellent benefits package provided.Qualifications
Primary responsibilities are driving new business quarter over quarter and establishing an engaging presence across our Key and Strategic customer base
Ownership and meeting pipeline generation goals with responsibility of forecasting key opportunity closure
Collaborate with global account leads to support the full sales cycle by leveraging support teams and other internal resources as needed
Work in concert with global account leads to define and execute an outreach strategy and overall lead targeted account plans discussing strategy and execution on both short term and long-term custom & analytics projects
Map user trends across accounts to identify customer challenges and translate into opportunity
Foster long term strategic relationships with key client stakeholders by developing a strong understanding of client’s business needs to maintain current revenue with additional custom support
Actively work with internal groups on behalf of global account leads in order to align internal stakeholders towards strategic penetration into account base
Identify new stakeholders and build rapport to engage client base applicable for custom, analytics and partnered solutions growth
Regularly meet with marketing head to discuss tailor-made marketing campaigns to help support custom awareness and creation of new business opportunities
Build a knowledge of Informa Pharma Intelligence product suite and services (subscriptions, one-time products, and consulting), track competitors & clients to provide excellent service & maximize sales
Travel with KAM/SAM/CSM to client offices to further build and drive momentum with new business custom pipeline
At least 5 years of sales experience and account management
At least 5 years’ in commercial dealings with Pharma companies and experience in custom project sales & analytics
Ability to collaborate with Account Lead, in order to maximize efficiency and penetration into accounts
Ability to manage multiple groups and stakeholders internally as well as externally
A proven track record of having successfully and consistently won new business contracts
Experience in $1M plus deal management and closing
Working knowledge of the global pharmaceutical and healthcare industry
Excellent communication, presentation, listening, negotiation and closing skills
Account Management experience up-selling & cross-selling directly to senior decision-makers
Strong networking and rapport building ability
Ability to identify client challenges, and develop creative solutions in close collaboration with colleagues and clients to maximize product potential
Highly developed business acumen and the ability to understand the wider issues of the industry
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need!
We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, colour, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, citizenship, or other protected characteristics under local law.