Job Order: 4833
Staff Representative: Tim Jadwin
Position: Area Vice President
Location: California
Description:
Summary/Objective:
The Area Vice President’s primary function is to generate revenues. To successfully generate the level of business required, the AVP needs a high level of consultative sales sophistication and a track record of closing 7-figure sales from Pharma/Device clients in the recent past. The position may grow to a leadership role if multiple 7-figure deals are closed and require a team to support additional revenue opportunities.
Duties:
- Responsible for generation of first year revenue target of $2,500,000, and all sales activities, including developing new business, managing and maintaining new and existing accounts assigned within the defined area. The Area may consist of either a region or a number of assigned companies as defined at the sole discretion of the Supervisor.
- Responsible for development of an account plan for each assigned account.
- Responsible for supporting the development of all marketing initiatives in the assigned Area.
- Responsible for presentation of all appropriate client reports regarding program metrics and the development of appropriate ROI models for each program sold.
- Required to attend all quarterly and national sales meetings, plan and direct local Area meetings, and attend multiple training sessions in the Los Angeles office.
- Drive additional sales to clients who have previously purchased Company’s products and services
- Fully elucidate the client’s organizational chart with Sales, Sales Training, Marketing, Business Development, e-Business, and IT groups clearly separated
- Identify the chain of command in funding line item budgetary inclusion
- Communication - superior skills are essential to the position across the following groups:
- Clients: Need to assess needs, establish trust, educate, set expectations, and keep in touch with notoriously "busy" clients
- Internal Prod./Tech.: Need to be flexible and insistent as a client advocate with Project Manager, and stay up to date on all aspects of client projects as well as new product/feature development
- Management: Need to escalate appropriately and work well with entire senior management team
- Personality
- Energetic, dynamic
- Warm and supportive with clients in need of "consultative" sales process
- Superior communication skills
- Detail-oriented for projects with many aspects that need to be monitored on a regular basis
- Sophistication
- Top of class in education
- Top of group in prior sales/marketing/consulting positions
- Understands computers, the Internet, and the benefits of e-Learning Internet data tracking programs relative to the healthcare industry’s needs for: Sales Training, Med Ed (including e-Details, general MD education, and CME Programs), and DTC
- Bachelor’s Degree required - MBA preferred (RN, MD, RPh, NP a big plus)
- 5+ years in a major Pharmaceutical or Device Company with significant promotions and progression to the Sales or preferably Marketing Manager level
- 4+ years in a Consultative Sales, Account Management or Business Development Role with a Medical Education, Communications, of Advertising Agency
- Successfully closed deals ranging from a minimum of $200k to over $1M
