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Market Leader, Strategic Accounts - epocrates



Posted on Saturday, August 12, 2023

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

Market Leader, Strategic Accounts - epocrates

We are looking for a world class Market Leader of Strategic Accounts with Pharmaceutical and/or media agency experience and a strong network of industry relationships to join our growing commercial organization within our epcorates division. The Market Leader of Strategic Accounts will be responsible for the sale of the epocrates mobile marketing solutions to Pharmaceutical and Life Sciences companies, as well as engaging Media Buying Agencies acting on behalf of these companies. This Individual will be responsible for the full sales cycle including pre-sales initial prospecting and contact development, opportunity qualification through contracting and post-sales engagement that sets up the next sale.

The Market Leader of Strategic Accounts will function as the sales account owner within the organization and will be expected to develop and implement a thoughtful, well-designed plan for the account. In this role, you will learn brand strategies and market dynamics while working closely with internal strategists for the development of optimal recommendations.

The Team: epocrates, Inc., an athenahealth company, is recognized for developing the #1 medical application among U.S. physicians for clinical content, practice tools, and health industry engagement at the point of care. epocrates has established a loyal network of more than one million health care professionals, including 50 percent of U.S. physicians, who routinely use its intuitive solutions to help streamline workflow and improve patient care.

Job Responsibilities

  • Meet or exceed assigned sales quota

  • Effectively manage the end-to-end sales process, from lead generation through to the close, and onto regular reporting of campaign metrics and data in conjunction with the Analytics Team

  • Experience managing the end-to-end Request for Proposal (RFP) process with Clients and internal stakeholders

  • Manage assigned territory, developing strong pipeline management & forecasting accuracy with limited supervision

  • Maintain accurate notes and metrics in Salesforce CRM at all times

  • Align weekly to inform business-wide quarterly and annual forecast.

  • Master internal and external resources to better understand challenges faced by Pharma and Life Sciences organizations

  • Establish and maintain strong working relationships across clients, including agency media teams and brand leaders

  • Maintain a regular cadence with key accounts to review & reinforce performance and the value of epocrates offerings

Typical Qualifications

  • Bachelor’s degree is required

  • 3+ years of selling experience to pharmaceutical companies and/or media agencies required (other related industries may be considered including Medical Device, Medical Supplies, Life Sciences, and Biotech)

  • A proven track record managing relationships and selling to senior brand managers at pharmaceutical companies and/or leading advertising agencies

  • Experience selling at a strategic level, developing deep and broad client relationships

  • A Proven track record of meeting or exceeding assigned multimillion dollar quotas annually

  • Proven experience and knowledge of advertising, digital media, and education program within the pharmaceutical industry

  • Contract negotiation experience required

  • Ability to work from a home office and travel up to 40% within assigned territory

For candidates located in California, Colorado, New York City, and Westchester County (NY), please visit the following link for pay range information:

About athenahealth

Here’s our vision: To create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

What’s unique about our locations?
From an historic, 19th century arsenal to a converted, landmark power plant, all of athenahealth’s offices were carefully chosen to represent our innovative spirit and promote the most positive and productive work environment for our teams. Our 10 offices across the United States and India — plus numerous remote employees — all work to modernize the healthcare experience, together.

Our company culture might be our best feature.
We don't take ourselves too seriously. But our work? That’s another story. athenahealth develops and implements products and services that support US healthcare: It’s our chance to create healthier futures for ourselves, for our family and friends, for everyone.

Our vibrant and talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our goal. We continue to expand our workforce with amazing people who bring diverse backgrounds, experiences, and perspectives at every level, and foster an environment where every athenista feels comfortable bringing their best selves to work.

Our size makes a difference, too: We are small enough that your individual contributions will stand out — but large enough to grow your career with our resources and established business stability.

Giving back is integral to our culture. Our athenaGives platform strives to support food security, expand access to high-quality healthcare for all, and support STEM education to develop providers and technologists who will provide access to high-quality healthcare for all in the future. As part of the evolution of athenahealth’s Corporate Social Responsibility (CSR) program, we’ve selected nonprofit partners that align with our purpose and let us foster long-term partnerships for charitable giving, employee volunteerism, insight sharing, collaboration, and cross-team engagement.

What can we do for you?
Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.

In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. And we provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.

We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.