Director, Account Relationship Management

OVERVIEW

ADVI Health is a strategic consulting partner to the healthcare and life sciences ecosystem. Based in Washington, DC; Chicago, Il; and Austin, Tx, the firm delivers data and insights driven advice and vision for leaders in healthcare business and policy. ADVI’s collaborative and creative team of consultants and Advisors are all veterans of top healthcare and life science organizations, the federal government, state government, top consultancies, nonprofits, commercial payers or data and analytics companies. ADVI delivers a comprehensive perspective by integrating business, policy, and science to find creative solutions through data, learned insight and compelling strategy to help make decisions across all segments of healthcare. The firm represents a sophisticated client base of Fortune 500 life sciences and health care service companies as well as venture and private equity backed companies in biotechnology, diagnostics, digital health, AI, health IT and health care services. The firm is at the forefront of health care delivery transformation, payment reform, public and private payer coverage, and healthcare merger and acquisition deal flow, within the US and abroad. For more information, visit advi.com.

ADVI is seeking a Director, Account Management, to join ADVI’s growing Life Sciences business. This leader will be one of the founding members of ADVI’s Account Management and Sales team and will be responsible for managing and growing the firm’s business relationships with ADVI’s top device, digital health, and diagnostic manufacturer customers. The Director will work with other ARM team members on individual accounts, engage with Solutions colleagues across the firm, and partner with Finance and Operations to support our clients. In addition to account management responsibilities, this person will develop fluency in leading healthcare and lifescience business and policy issues important to ADVI clients. The position will report to the Head of Sales.

RESPONSIBILITIES

● Serves as a primary relationship manager/business development liaison with multiple high-priority device and diagnostic accounts

● Leads account planning, identifying key growth opportunities for ADVI and ideal client relationship structure

● Collaborates on creation of business development and sales plans (across ADVI products and solutions) and executes to meet sales objectives

● Generates new leads within existing accounts

● Research accounts, identify key contacts, connect with prospects, and generate interest through timely, regular outreach to develop long-term relationships

● Presents ADVI’s capabilities to customers in pitches that are tailored to client needs, ADVI relationships, and are in context of past/existing work streams

● Drafts BD collateral (outreach emails, pitch decks, etc.)

● Coordinates across ADVI teams to identify and execute on BD opportunities

● Organizes pursuit / pitch teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies

● Ensures CRM systems such as HubSpot/Salesforce.com are kept up to date

● Represents ADVI and builds relationships with clients/prospective clients at venues selected to increase ADVI market visibility (i.e. professional conferences)

● Works closely with the Head of Sales and Head of Marketing on sales and marketing tactics and strategies

● Establishes and maintains contact with top decision makers at key clients that facilitates buy-in of proposed solutions from top management levels at the client

● Provides oversight on project work within client accounts to ensure client satisfaction and objectives are met

● Proactively anticipates client needs based on market activity

● Contributes to firm visibility and marketing campaigns to support sales goals

● Conducts market intelligence to understand key competitors

● Sets quarterly and annual account goals/metrics to assess progress and deliver on sales objectives

QUALIFICATIONS

● High level of independence and sound judgment to identify prospect and client needs, determine appropriate follow-up, and deploy the appropriate resources

● Proven track record of growing accounts and developing, negotiating, and closing deals

● Strong ability to multitask and prioritize work streams effectively under deadline

● Excellent attention to detail

● Ability to use sales analytics and marketing data to identify patterns and contribute to account planning and follow-up

● Strong oral and written communication skills

● Action-oriented, forward-looking, and strategic with strong sense of urgency and initiative to get things done by influencing others and building relationships in a team-oriented, collaborative atmosphere

● Familiar with developing and maintaining sales plans

● Knowledge of healthcare issues, device, diagnostics, and the health policy ecosystem

● Bringing existing relationships in the life sciences area a plus

● 8-10+ years of relevant professional experience supporting sales, business development, and account management functions

● Experience supporting accounts and internal stakeholders in a hands-on, high-touch environment

● Advanced Microsoft Office skills such as PowerPoint, Excel and Word

● Experience using a CRM system

● Willingness to travel

ADVI Health