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National Accounts Manager, Drug Information
Elsevier
San Diego, CA, United States
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Position Description:
The Clinical Solutions Division of Elsevier is seeking a National Account Manager to sell our Drug Information products to the Commerce marketplace. This individual should have strong industry experience, domain expertise, and a proven track record of success. This position will be responsible to grow a territory by renewing existing clients and generating new revenue through new accounts and add-on sales.
The National Account Manager will achieve all sales goals by identifying, qualifying and closing business through the utilization of a solution-based, consultative approach at both existing accounts and new customer opportunities. Customer targets include Pharmacy Benefit Managers, Retailers, System Integrators, Health Plans, and Wholesalers. Specific customer call points are Directors and VPs of Pharmacy up to the CEO level.
Organizational Overview:
The Clinical Solutions Division of Elsevier uses its industry-leading intellectual property and content to create Clinical and Drug Reference, Patient Engagement, Performance Management, Workflow and Decision Support products for healthcare professionals across a range of practice settings and commercial organizations. These products and tools aid in disease management, medication error reductions, workflow improvements, effective patient management and economic analysis and cost control.
Major Drug Information product brands include:
• PACemploys predictive analytics to estimate acquisition cost by considering various factors, including industry MAC benchmarks, published price lists, existing price benchmarks, drug dispensation, supply-demand measures, and survey based acquisition costs.
• ProspectorRx makes it easier than ever to track drug price changes, delivering the most up-to-the-minute data available anywhere. Completely web-based and ready-to-use, ProspectorRx delivers all the pricing data you need on brand-name drugs, generics, medical devices and supplies, all in one convenient solution.
• RxPrice Verify gives you a cost-effective, easy-to-use solution for all your drug pricing needs, with instant access to accurate drug prices right through your web browser.
• Clinical Pharmacologysets the standard for drug reference. It provides the most comprehensive, current drug information through the industry’s cleanest, easiest-to-use interface.
• Gold Standard Drug Databaseis unique both in its structure and scope, and transforms the way organizations use drug information. It provides an unparalleled level of detail and breadth, driving smarter drug decisions in every healthcare setting.
Responsibilities:
The primary responsibility of a National Account Manager is to meet or exceed established sales goals, including top-line revenue growth, market share objectives, and quota achievement, while operating within an assigned expense budget. Specific responsibilities associated with are as follows:
• Lead all Drug Information sales activities for the purposes of meeting or exceeding new and renewal sales targets
• Build strong relationships with customers.
• Coordination of cross selling within Clinical Solutions as appropriate.
• Demonstrate seamless teamwork with Marketing, Sales Operations, Product Management & other cross-business counterparts to satisfy customers and win in the marketplace.
• Administration of sales department budgets to include development, monitoring, reporting and other required management activities.
• Act as the liaison for all communications between the marketplace and our Clinical Solutions Division regarding market conditions, anomalies, challenges, and opportunities.
• Collect and communicate marketplace ‘intelligence’ impacting pricing, promotional collateral, product enhancements and forecasting.
Education and Skill Requirements - the following minimum requirements are essential:
• Five years of relevant experience in the fields of Drug Information, Pharmacy, or Healthcare Information Technology, Medical Informatics or Electronic Medical Records.
• Ability to meet travel requirements of the position, estimated at 60% of working time.
• A Bachelor’s degree in business or relevant discipline. An MBA is a plus.
• Exceptional communication (reading, writing, speaking and listening) and interpersonal skills.
• Working knowledge of Windows & MS Office (Excel & Windows) as well as networks, internet applications and CRM systems.
• Strong analytical and organizational skills to include the ability to prepare an present relevant summaries of complex materials
• The ability to work flexible hours in accordance with the demands of the position. This may include evenings and weekends to accommodate sales and promotional activities such as trade shows.
• This position can be based out of any metropolitan area within the region with easy access to a major airport
• BS/BA
◦ The position reports to the Vice President of Drug Information
We’re offering:
• Competitive salary depending on experience
• Generous commission and bonus plan based on performance, which is uncapped
• Excellent medical, dental and 401K benefits
• All expenses and travel paid
• Excellent training and a team to support you
• Numerous online resources to assist with your self-development and career progression
• An opportunity to grow and advance within a truly global organization
• Elsevier is an Equal Opportunity Employer
The Clinical Solutions Division serves the following markets:
• Healthcare Providers (Hospitals & Healthcare Systems)
• Healthcare Information Technology (HIT) Vendors
• Pharmacy Management System Vendors
• Payers, Pharmacy Benefit Managers (PBM’s)
• Pharmaceutical Manufacturers
• Retail Pharmacy National Chains, Buying Groups & Independent
Elsevier is the world's leading provider of scientific, technical and medical (STM) information, tools and resources. A global company based in Amsterdam, Elsevier partners with scientists, researchers, healthcare providers, educators and decision-makers in academic institutions, governments and corporations to help them find, evaluate and use information. Our breadth of content is unparalleled, spanning virtually every STM field in the world and includes such distinguished brands as Gray's Anatomy, The Lancet and Cell. Using innovative technology, we deliver our content through tools that help our customers be more productive and successful in their work. ScienceDirect delivers the worlds' leading journals electronically to over 11 million readers in 200 countries. And physicians in 95 percent of teaching hospitals rely on ClinicalKey to get critical information that can save lives. Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization. Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.