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Director of Strategic Accounts

Job Description

Continuum Clinical (CC), a part of BC Worldwide, is a global clinical trial enrollment company. With over twenty-five years of experience, Continuum Clinical specializes in providing sponsors and CROs with patient recruitment and retention planning, study and site support, patient recruitment campaigns, patient advocacy and diversity & inclusion services, retention solutions, and reporting and analytics.

We exist to give incredible people opportunity to make a difference.

Core Values
• Collaborative
• Genuine
• Kind & Compassionate
• Pride of Ownership & Accountability

Job Summary
The Director of Strategic Accounts (DSA), is responsible for managing, cultivating, and growing relationships and revenue with large, complex pharmaceutical and biotechnology companies. The DSA will interface with all functions and levels within the client organization. The DSA will require familiarity and proven track record of selling into complex organizations with many different sources of influence and decision-making abilities. Leveraging the DSA large account management skills and the robust capabilities of Continuum Clinical, you’ll develop a practical and impactful plan to help these high-profile accounts meet their own strategic objectives and achieve revenue goals.

Essential Duties and Responsibilities:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Other duties may be assigned.

• Demonstrate the mission, vision, values, and culture principles of BC Worldwide

New Business Growth
• Establish, cultivate, and nurture high value relationships with decision makers, key stakeholders, and influencers with targeted pharmaceutical and biotechnology companies
• Demonstrate an understanding of the dynamics and organizational layers that exist between different functions within pharmaceutical and biotechnology companies; navigate through them to achieve agency goals and objectives
• Identify and direct new opportunities that align best with our expertise and offer the greatest value for all parties; gather, process and share all relevant background on each opportunity
• Understand the client’s business strategy, challenges and opportunities then position Continuum Clinical’s suite of solutions within the account to drive meaningful value for all stakeholders
• Develop strong client relationships built on trust and collaboration and meet with key client personnel regularly

Existing Strategic Account(s)
• Responsible and accountable for growing one or more of our existing strategic accounts
• In collaboration with CC Account Leadership team, develop and lead the implementation of a highly customized plan for each assigned strategic account
o Expand our presence and increase visibility with key influencers and decision makers not currently working with/aware of Continuum Clinical
o Present new or added agency capabilities, solutions, relevant experience/results
o Identify and generate qualified new business opportunities that align best with our expertise

Industry Knowledge
• Help lead and assist with the development and presentation of proposals
• Accurately managing pipeline / forecast to help guide resource allocation and budget expectations
• Present confidently in front of our senior-most clients, and is respected across the agency for insight on the industry and relationship with the client's leadership
• Meet or exceed assigned sales objectives/quotas; maintain existing business while expanding business relationships throughout the account

• Comply with all corporate and departmental standard operating procedures
• Ensures all activities and operations are performed in compliance with federal regulations
• Responsible for maintaining up to date weekly time tracking, per the Agency’s time tracking policy
• Must be able to travel overnight and on occasionally over weekends
• Responsible for maintaining up to date weekly time tracking, per the Agency’s time tracking policy
• Flexible hours may be required to accommodate global clients

Continuum Clinical Qualities
To be successful, every BC Worldwide employee should possess the following qualities:
• Attitude & Commitment – you are a passionate, resourceful and productive achiever that is a pleasure to be around
• Priority Setting – you define clear action steps and manage expectations of others
• Creative Thinking & Problem Solving – you recognize the relevancy of your ideas to the big picture, demonstrate original thinking and make an impact on your team
• Dependability – you are self-motivated to deliver the highest quality work, on time and budget
• Leadership Ability – you take initiative, motivate others and assume accountability for your actions
• Communication – you use organized, constructive communication to facilitate great work

Education, Experience and Certifications
• Bachelor’s Degree from an accredited four-year college or university in a related field of Business, Marketing or Science
• Minimum of 10 years sales and marketing experience in the pharmaceutical marketing industry is required, preferably selling marketing and/or other information products and solutions to the clinical operations/clinical trial enrollment teams within large pharmaceutical and/or biotechnology companies
• Knowledge of sales concepts, methods and techniques
• Experience selling professional services, media and data-driven solutions
• Demonstrated expertise in clinical operations and clinical trial enrollment 

Continuum Clinical