Director of Account Management

Account Management Director directs and oversees the account management team. Implements short- and long-term strategies for client retention and growth while ensuring that the account management team delivers cost-efficient, quality service. Being an Account Management Director develops or has major input into the development of overall sales targets and quotas. May be personally responsible for managing strategically important accounts. Additionally, Account Management Director may make suggestions for product improvements or expanding sales channels. Typically requires a bachelor’s degree. Typically reports to top management. The Account Management Director manages a departmental sub-function within a broader departmental function. Creates functional strategies and specific objectives for the sub-function and develops budgets/policies/procedures to support the functional infrastructure. To be an Account Management Director typically requires 5+ years of managerial experience. Deep knowledge of the managed sub-function and solid knowledge of the overall departmental function.

Director of Account Management Job Description Template

Our company is looking for a Director of Account Management to join our team.

Responsibilities:

  • Responsible for retention of existing business, and will run point on efforts to salvage any threatened accounts;
  • Ensures that sales team is fully staffed, trained and deployed to maximize sales coverage;
  • Adjusts plan accordingly to consider IQVIA new product/service offerings as well as significant changes to business conditions;
  • Develops relationships with key executives and decision makers within assigned accounts;
  • Oversee hiring, training, evaluation, and retention of employees within Commercial Operations department, including direct management of a team;
  • Act as point of escalation for the Sponsor and internal team regarding all matters; and;
  • Review analyses of activities, costs, operations, and forecasted data to determine progress toward stated goals and objectives;
  • Work directly with our VP of Account Management and leadership team to define account strategy;
  • Hold 1-on-1 meetings with the Senior Account Management team and develop career growth for each individual resource;
  • Drive acceleration of customer success stories – including working with 3 rd party vendors to assist;
  • Handle client escalations with a high level of customer-facing skills and sales expertise;
  • Coordinate and manage the webinar programs;
  • Define and implement direct marketing campaigns: identify the most effective messaging, value proposition, channels and calls to action;
  • Own and deliver on your team’s goals by helping your AMs deliver value to enterprise clients;
  • Build relationships with decision-makers within enterprise clients.

Requirements:

  • Typically 70% of annual revenue goal is contracted; 30% is new;
  • Bachelor’s Degree in Business, Finance, or Accounting. MBA preferred;
  • Extensive knowledge of IQVIA offerings, customer account management and pharmaceutical industry;
  • Excellent understanding of financial and accounting processes, as well as strong analytical and communication skills;
  • Detail oriented to process mapping and workflow planning;
  • Tech-savvy with exceptionally strong analytical and technical skills;
  • Ability to clearly communicate, present, and explain complex topics and recommendations in simple terms;
  • Computer skills (Microsoft applications) with strength in Excel, PPT, and Word as well as planning programs;
  • Strong client-facing and communication skills;
  • Coordinate and manage the webinar programs;
  • At least three (3) years relevant sales or account management experience;
  • Expert at understanding of data connections between multiple vendors and partners;
  • Ability to connect with individual clients to understand their problems and priorities;
  • Experience communicating platform specific capabilities, functionality and limitations;
  • Ability to anticipate, identify, and resolve problems in a timely manner; gather and analyze information skillfully; and generate reports as needed.