Account Manager
Location: London / Hybrid Working
Reports to: Sales Team Leader
Grade: 3
About us:
We are the Royal Pharmaceutical Society’s knowledge business. We support health professionals globally make quick and confident decisions about the safe and effective use of medicines to reduce risk and improve patient outcomes.
As a not-for-profit all our resources are invested into creating independent evidence-based content and essential tools that promote best practice in medicines use.
Our experienced editorial team of clinical and scientific writers includes pharmacists and science graduates who triage new information, assess evidence and review changes made by other experts before publication.
Referred to daily by health professionals across healthcare, academic and research settings and relied on by many commercial organisations to operate their businesses, our essential knowledge is available by organisational subscription online through MedicinesComplete and via license.
This is an exciting time to join PhP (Pharmaceutical Press) as have just become a wholly owned subsidiary of the future Royal College. As a wholly owned subsidiary we will have nearly 120 employees and total revenues of more than £18 million. Our surplus is “handed to the Royal College” annually to enable them to fulfil their charitable purposes.
About this Role:
To achieve sales targets by growing sustainable digital subscription revenue streams. This will involve managing engagement with accounts, maximising renewal and up-sell opportunities, identifying prospective new clients, presenting, pitching and negotiating new business wins.
Main Accountabilities:
Following existing sales procedures to maximise sales across the entire Pharmaceutical Press digital portfolio
Execute renewal Business – by using CRM to plan account activities including scheduling appointments and calls to develop income and long-standing relationships with key clients. Maintains above average renewal rates and ensures attrition remains at a minimum.
Generating New Business – ensures the consistent growth of digital revenues through pre-dominantly direct sales. Identifies new potential accounts, and growth in existing accounts, sets appointments, understands customer requirements, presents solutions and closes business, including online subscriptions, multi-user packages and bundled digital combinations.
Communicating by phone and attending external (pre-dominantly international) based meetings, conferences and exhibitions to network, generate sales leads and represent the interests of the company. It is expected that the role holder will be out of the office approximately 33% of the time.
Maintaining and presenting regular sales pipelines, call plans and activity reports.
Contributing to sales forecasts and estimated future sales.
Keeping up-to-date with product information, market intelligence and sharing relevant insight around product and business development, licensing, sales and marketing plans.
Ensuring the sales journey of all accounts, enquiries, leads and opportunities are processed and recorded immediately and accurately via CRM.
Reporting - providing regular feedback and analysis from customers/markets served and ensuring that CRM records are thoroughly maintained and improved.
This list summarises the main responsibilities of the role and is not exhaustive. The postholder may be required to undertake other reasonable duties as required
Success Measures:
Individual quarterly revenue targets.
Individual annual revenue target.
Renewal rates for existing clients.
Conversion rates for leads into new sales.
Conversion rates of digital trials into new sales.
Demonstrates high performance and personal commitment to team goals and business strategy.
Provides regular customer/market feedback.
Using CRM to a high standard – real-time and accurate reporting on sales progress for all leads, enquiries, accounts, opportunities
The Candidate Profile:
Essential Skills, Experience and Knowledge for the role:
Sales experience, ideally gained in an STM publishing or digital sales environment.
Consultative selling – with client facing skills and demonstrable experience of pitching business solutions to senior decision-makers.
Ability to work under pressure to specific deadlines.
Good written and verbal communication skills.
Ability to understand and work with complex business models.
Attention to detail and analytical skills.
Ability to work autonomously and as a key member of a small team.
A good understanding CRM and the importance of database management.
For more information visit about us please visit www.PharmaceuticalPress.com