Key Account Director, Global Enterprise Accounts

Yardley, PA, USA | Decision Resources Group

  • Industry:
    Market Research
  • Position Type:
  • Functions:
    Business Development
    General Management
  • Experience:
    3-5 years
Job Description:
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Decision Resources Group (DRG), part of Clarivate’s Healthcare & Data Solutions Business, is the market leader in healthcare business intelligence facilitating informed decision-making by providing customer-focused market intelligence solutions. Whether entering new markets, planning pre-launch/launch activities, or optimizing brand performance, clients rely on DRG’s RWE, Data and Custom Analytics to understand market dynamics, map customer behavior and identify strategic opportunities.


DRG is seeking a highly accomplished Sr. Director, Enterprise Accounts to drive the global account strategy and deliver revenue growth and retention for our largest and highest potential accounts within biopharma. This individual will act as a strategic partner, providing worldwide coordination of locally based initiatives to ensure the alignment of both short-term needs and longer-term business strategies with the goal of delighting our customers. This individual will be responsible for leveraging DRG’s portfolio of data, analytics and syndicated products and consulting services to drive customer growth and meet customer needs.


All work is done from home now, but it is expected that when COVID-19 has passed, travel could be roughly 50% depending on the geographic location of the candidate.


Primary Responsibilities:


Serve as primary point of contact and sales leader for our largest clients in the pharmaceutical industry.

Own and formulate the strategy and business plan in partnership with the customer, DRG’s cross-functional virtual account teams and senior leaders.

Develop and grow clear, deep, C-level relationships among the customer community.

Work with SVP Sales, Sales Operations and other Key Account colleagues to strengthen processes, share best practices and build a world class KAM approach at DRG/Clarivate.

Uncover new opportunities thorough an understanding of the customer’s business as well as focuses on high levels of customer service.

Achieve and/or exceed annual revenue goals


Experience and Skills: 


BA/BS in a business, life sciences or related field is strongly preferred

At least 3 years’ experience in a senior Account Management / Business Development role selling into and managing clients in the biopharma / life sciences space

Demonstrated successful track record at delivering revenue growth and achieving sales/revenue targets

Direct experience selling market research and/or related data to large enterprise clients is required

Experience developing a deep understanding of the customer’s strategic vision and ability to articulate how your company's unique capabilities can support the customer

Excellent collaboration skills required, must be able to build consensus within Clarivate/DRG for short and long term client strategy

Superior communication and presentation skills, both written and verbal

Clear thinker with proven ability to synthesize complex issues and concepts into simple messages

Ability to see ahead to future possibilities and translate them into breakthrough strategies and solutions for customers

Strong comfort with PowerPoint, Word, Outlook and Excel

Experience with Salesforce preferred