Sales Director - Market Research

Science and Medicine Group is a leading business information and media firm serving the life science, analytical instrument, clinical diagnostic, diagnostic imaging, and dental industries. The company's portfolio includes market intelligence brands BioInformatics, IMV Medical Information, Instrument Business Outlook, Kalorama Information, and Strategic Directions International as well as media brands AuntMinnie.com, DrBicuspid.com, LabPulse.com, and ScienceBoard.net.

Purpose

The Key Account Sales Director position is responsible for the sale of Custom Market Research products as well as additional offerings including Reports, Publications, Subscriptions, and Data Products to SMG’s most strategic existing Life Science relationships.

• The role owns the sales relationship end-to-end for named key accounts – identifying opportunities, positioning SMG’s capabilities, and closing deals.
• Understanding how to scope a custom market research project (methodology, sample, pricing) well enough to shape and sell it is essential.

Responsibilities

Responsibilities will adjust to the organization/department needs, but typically align to the following:

• Own, maintain, and grow the sales relationship for a defined set of strategic Life Sciences key accounts, serving as the primary point of contact for growth in these accounts.
• Identify and develop market research opportunities within key accounts by understanding client business priorities through various engagements and tools and mapping them to SMG's research capabilities.
• Run the sales cycle for key account market research deals: discovery, positioning, proposal, negotiation, and close.
• Scope and shape custom research engagements for key accounts including methodology, sample design, and pricing that result in a professional proposal.
• Coordinate with research/delivery teams to confirm proposed methodologies are feasible and priced appropriately before proposals go out.
• Track and report on key account pipeline, close rates, and revenue attainment against assigned targets.
• Bring market and competitive intelligence from key accounts back to leadership to inform custom research pricing and positioning.
• Target new customers when a key account underperforms against expectations or is lost, to rebuild pipeline and protect overall revenue attainment for the book.