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- Tasks: Lead global accounts and drive growth through innovative software solutions.
- Company: Join Certara, a dynamic company focused on accelerating meaningful medicine development.
- Benefits: Enjoy opportunities for training, remote work options, and a collaborative culture.
- Why this job: Be the 'Commercial Quarterback' in a role that impacts drug discovery and development.
- Qualifications: 10+ years in B2B software sales; strong communication and consultative skills required.
- Other info: Work with top biopharmaceutical companies and engage in exciting industry events.
The predicted salary is between 72000 - 108000 ÂŁ per year.
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Overview
Certara is a growing company that provides a dynamic and exciting place to work. Our purpose is to assist in accelerating the development of meaningful medicines that make an impact on our society and the people that need them most. Innovation and creativity are highly valued, and everyone is given the opportunity for training and continuous development. Our portfolio spans the discovery, preclinical, clinical and post-marketing phases of drug development, working with 1,200 commercial companies, 250 academic institutions, and numerous regulatory agencies.
Overview
Certara is a growing company that provides a dynamic and exciting place to work. Our purpose is to assist in accelerating the development of meaningful medicines that make an impact on our society and the people that need them most. Innovation and creativity are highly valued, and everyone is given the opportunity for training and continuous development. Our portfolio spans the discovery, preclinical, clinical and post-marketing phases of drug development, working with 1,200 commercial companies, 250 academic institutions, and numerous regulatory agencies.
Certara is hiring a Global Account Director (GAD) to manage select global accounts. The GAD will be part of the commercial organization and will drive growth across all Certara’s software solutions and services offerings. The GAD will manage select accounts globally. We view the GAD as the “Commercial Quarterback” on the account in an end-to-end global context.
The GAD will be responsible for managing and orchestrating all customer-facing activities within the assigned global accounts (typically 1 to 3 accounts) who are amongst the world’s largest biopharmaceutical companies. In this role, you will engage and drive a Certara wide engagement team of portfolio teams and subject matter experts (SME). The GAD is required to maintain a global account plan for the assigned accounts to guide commercial growth efforts for new and renewal business.
We will expect you to build and maintain a thorough understanding of Certara software (e.g., Simcyp, Phoenix, Pinnacle 21) and services offerings (e.g., QSP, PBPK, PMX, HEOR) and understand how to position and co-sell software and services as solutions. Your target will be to grow each assigned global account year over year, by selling all Certara software solutions and services to help your account transform their drug discovery and development processes.
The role requires extensive industry knowledge which involves understanding the competitive landscape, account and key stakeholder management, ability to uncover key customer requirements and opportunities, turning those into commercial signed and contracted business. The role will require commercial acumen, strategic consultative thinking and collaborative leadership skills to coordinate across the broader Certara team, including Marketing, Product, Delivery, Client Success, and other Commercial colleagues.
The ideal candidate for this position will possess a strong sales track record in software and services sales within the biopharmaceutical industry, and a strong growth and collaborative mindset utilizing consultative sales methodologies. Extensive use of applications like Salesforce CRM and other modern selling solutions is vital.
Responsibilities
You will build and orchestrate a virtual global team for each assigned account to develop, coordinate, and implement plans designed to develop and increase existing and new business. As part of the sales engagement(s), the virtual team will assist you in opportunity identification, account planning, solution strategy and deal execution. You must be intimately aware of organizational growth initiatives related to the life science market and customer contacts, as well as Certara’s potential to meet customer needs with software solutions and services.
Key Responsibilities:
- Establish multiple-level contacts within assigned accounts by presenting to, consulting with, and cultivating relationships at all influencers levels including C-level executives.
- Qualify assigned accounts and contacts to understand strategic needs and challenges and translate these into pipeline and solutions.
- Execute on the defined account tactics and shape each engagement towards long-term, strategic partnerships.
- Understand organizational power structures, decision-making processes, and global and local buying dynamics across the buyer organization.
- Expand account pipeline, whitespace coverage, and bookings through on-account business development, lead conversion, and collaboration with Marketing on account based marketing strategies. Lead account specific solution strategies and contribute to the RFP/RFI response and proposal process, developing appropriate value-based win strategies based on your knowledge of the account.
- Support implementation of governance models between Certara and strategic customers (e.g., executive sponsorship, joint steering committees).
- Create and manage strategic global account plans to drive growth across software and services.
- Lead and participate in Quarterly Business Reviews (QBR’s) to review performance and define next steps in account expansion. Represent Certara at scientific and industry events to build credibility and strengthen senior relationships within named accounts.
- Document communication and discussions and all opportunity details in Certara CRM to ensure a tracked record of existing activities, and/or future next steps required. Maintaining strong data cleanliness.
- Provide accurate forecasting and other analysis as required during weekly territory forecast calls.
- Meet/exceed sales quota on a monthly, quarterly and annual basis.
Qualifications
- 10+ years as a Senior Sales Account Manager, preferably selling enterprise B2B software and service solutions.
- Bachelor’s degree required while a Master’s degree preferred and/or equivalent years of relevant and applicable experience.
- Excellent communication skills, both verbal and written.
- Strong consultative selling skills and executive engagement skills are required in addition to proven and relevant industry sales experience.
- Strong strategic thinking skills but with a strong attention to detail also.
- Excellent organizational skills with the ability to multi-task and set priorities
- Ability to work in a high energy but specialized commercial team matrix environment
- Understanding of the R&D enterprise software industry landscape is preferred.
- Strong collaboration and indirect leadership skills are essential.
Certara bases all employment-related decision on merit, taking into consideration qualifications, skills, achievement, and performance. We treat all applicants and employees without regard to personal characteristics such as race, color, ethnicity, religion, sex, sexual orientation, age, nationality, marital status, pregnancy, physical or mental condition, genetic information, military service, or other characteristic protected by law.
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Global Account Director employer: Certara
Contact Detail:
Certara Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Global Account Director
✨Tip Number 1
Familiarise yourself with Certara's software solutions and services. Understanding products like Simcyp, Phoenix, and Pinnacle 21 will not only help you in interviews but also demonstrate your genuine interest in the role.
✨Tip Number 2
Network within the biopharmaceutical industry. Attend relevant events or webinars to connect with professionals who may have insights into Certara's culture and expectations for the Global Account Director role.
✨Tip Number 3
Prepare to discuss your experience with consultative selling methodologies. Be ready to share specific examples of how you've successfully managed accounts and driven growth in previous roles.
✨Tip Number 4
Research the competitive landscape of the R&D enterprise software industry. Being knowledgeable about competitors will allow you to articulate how Certara stands out and how you can contribute to its success.
We think you need these skills to ace Global Account Director
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in sales, particularly within the biopharmaceutical industry. Emphasise your track record in managing accounts and driving growth, as well as any experience with software solutions similar to those offered by Certara.
Craft a Compelling Cover Letter: In your cover letter, express your passion for the role and Certara's mission. Discuss how your skills align with the responsibilities of the Global Account Director position, particularly your consultative selling approach and ability to build strategic partnerships.
Showcase Industry Knowledge: Demonstrate your understanding of the competitive landscape and key trends in the life sciences market. Mention specific software solutions and services that Certara offers, and explain how you can leverage them to meet customer needs.
Highlight Leadership Skills: Since the role requires collaborative leadership, provide examples of how you've successfully led teams or projects in the past. Focus on your ability to coordinate across different departments and drive results through teamwork.
How to prepare for a job interview at Certara
✨Understand Certara's Offerings
Before the interview, make sure you have a solid grasp of Certara's software solutions and services. Familiarise yourself with products like Simcyp, Phoenix, and Pinnacle 21, as well as their applications in drug development. This knowledge will help you articulate how you can leverage these tools to drive growth for global accounts.
✨Showcase Your Sales Experience
Prepare to discuss your previous sales achievements, particularly in the biopharmaceutical industry. Highlight specific examples where you've successfully managed accounts or driven significant growth. Be ready to explain your consultative selling approach and how it aligns with Certara's goals.
✨Demonstrate Strategic Thinking
During the interview, illustrate your ability to think strategically about account management. Discuss how you would develop and implement global account plans, and provide examples of how you've navigated complex organisational structures in past roles to achieve success.
✨Engage with Questions
Prepare thoughtful questions that demonstrate your interest in Certara and the Global Account Director role. Inquire about their current challenges in the market, how they measure success in this position, and what the team dynamics look like. This shows you're not just interested in the job, but also in contributing to the company's mission.
