Senior Market Leader, Strategic Accounts - epocrates

athenahealth is a company focused on creating a thriving ecosystem for accessible and high-quality healthcare. They are seeking a Senior Market Leader, Strategic Accounts to drive sales of epocrates advertising solutions to pharmaceutical and life sciences companies, managing the full sales cycle and ensuring long-term client success.

Responsibilities:

• Consistently meet and exceed assigned sales quotas
• Lead the end-to-end sales process from lead generation through deal closure followed by regular reporting on campaign metrics in collaboration with the Analytics team
• Manage the Request for Proposal (RFP) process coordinating with both clients and internal stakeholders
• Guide key assigned clients in developing diversified media plans that balance programmatic efficiency with high impact direct placements
• Educate clients on the importance of an integrated media mix incorporating programmatic, endemic digital, native, and other emerging ad solutions
• Proactively manage an assigned territory and sales pipeline ensuring accurate forecasting with minimal supervision
• Maintain detailed account records and metrics in Salesforce CRM aligning weekly with company-wide forecasting
• Develop and execute key account plans to drive growth across the territory
• Conduct quarterly business reviews with leadership and cross-functional teams
• Partner with clients to ensure advertising campaign performance meets or exceeds goals
• Maintain regular cadence with key accounts to reinforce the value of epocrates advertising solutions
• Utilize internal and external insights to understand pharmaceutical and life sciences industry challenges
• Effectively position epocrates advertising solutions to address client needs
• Recognize opportunities within client accounts and develop strategic solutions to drive success
• Provide thought leadership on how pharmaceutical brands can best reach healthcare professionals (HCPs) through targeted high performing and data-driven media strategies
• Establish and maintain strong relationships with agency media teams and brand leaders
• Expand engagement across multiple teams within client organizations
• Lead cross-functional collaboration within epocrates to ensure success across assigned accounts
• Conduct regular face-to-face meetings with key clients and agency teams both onsite and offsite

Requirements:

• Bachelor's degree required
• 7+ years of sales experience in pharmaceuticals media agencies or related industries including medical devices life sciences and biotech
• Proven track record of managing relationships and selling to senior brand managers at pharmaceutical companies and advertising agencies
• Demonstrated ability to develop deep strategic client relationships and sell at a highly consultative level
• History of meeting or exceeding multimillion dollar annual quotas
• Strong knowledge of pharmaceutical advertising digital media and educational programs and experience with programmatic advertising and multi-channel media strategies
• Contract negotiation experience required
• Demonstrated ability to leverage AI tools to drive business and commercial outcomes, including account planning, research, client engagement, and workflow acceleration, with the ability to translate outputs into high-quality, client-ready materials
• Ability to work remotely and travel up to forty percent within the assigned territory
• Proficiency in Microsoft Office Suite including Word PowerPoint and Excel
• Salesforce CRM experience required
• A strong understanding of programmatic advertising is a plus