Regional Account Manager
Department: MD Consult
(NorthEast Region)
Meet or exceed Sales Plans. In-depth understanding of the MD Consult product, content, usage and competitive advantages, Internet Technology and alternative media methods. Compile lists of qualified prosective institutional and group customer contacts to use as sales leads based on resources from mailings, directories, advertising response, speciality lists, convention leads, telemarketing, customer referrals, cold calling and other creative marketing efforts. Secure appointments with appropriate decisions makers within the targeted organizations through personal visits, telephone, written correspondence and email efforts in order to introduce, demonstrate and provide solutions to prospect's information needs through the MD Consult service and cultivate prospect relationships. Compose and deliver professional, concise and accurate proposals and product presentations leading to sales of the MD Consult service. Attend industry conventions and/or meetings, as directed, in order to introduce, demonstrate and sell the MD Consult service and maintain an ongoing base of sales leads. Independently respond to prospect questions and concerns regarding the purchase of the MD Consult and close sales by overcoming customer objections and proposing creative selling solutions. Provide ongoing quality and value added service to accounts already sold assuring resources are mobilized in support of client needs, in order to establish additional revenue and referral sources and maximize contract renewal opportunities. Provide management with requested reports detailing prospect lists, solid action plans and revenue forecasting data. Plan and maintain an efficient and cost effective travel schedule that coordinates and maximizes product exposure for optimal sales opportunities. Develop and maintain effective sales to cost ratio for travel and entertainment, promotion, daily operations and marketing efforts to remain within or below assigned budget. Actively utilize in-house staff within the sales effort and in order to stay abreast of product development efforts, system enhancements, marketing programs and company performance. Maintain up-to-date knowledge of the MD Consult product, the Internet, medical trends and industry specific online services. Complete appropriate Billing Plan and Contract forms in a timely and accurate manner. Provide management with market feedback toward product, pricing, and service enhancements. Qualifications: Must possess effective verbal and written communicatnion skills that are utilized with prospects, customers, sales peers and management and to operate effectively in an independent manner on a regular basis. Must have strong organizational skills and be able to function successfully without direct supervision. Must be able to travel extensively to account sites, conventions and meetings. Position requires a college degree or equivalent combination of education and experience. At least 5-7 years of sales experience within the medical/information community targeting large accounts.
Date Posted: 01/18/02
SW
Applicants who may need accomodation in order to perform the application/interview process are encouraged to inform a member of the Human Resources Department.