Account Manager, CTS (CA)

Overview

Objectives of this Role

Primary

• Responsible for the development and execution of clinical trial education/recruitment programs and/or medical communications and/or CHE
  


• Develop client relationships; manage direct client interaction
  


• Develop, manage and adhere to budgets
  

Secondary

• Supervise project work completed by junior staff, and ensure senior staff receive regular project updates
  


• Pursue opportunities to participate in internal committees and planning of company initiatives
  

Responsibilities

Business Development

• Undertaking to learn more about clients in a structured manner to better understand their goals and business strategies
  


• Remain alert to opportunities to provide additional services and expand current mandates, and communicate these to senior staff
  


• Exploring opportunities to further develop business with clients, in conjunction with other team members
  


• Contribute to business development activities through research, brainstorming, program and proposal writing, presenting and developing contacts
  


• With support, undertake business development projects to enhance the business model, e.g., the development of a new capability or offering
  


• Present credentials at informal meetings
  


• Understanding business plan and contribute to the execution of the plan
  

Consulting

• Learn the basic principles of strategy and apply strategic thinking to own work
  


• Development and implementation of clinical research programs: develop communications pieces as they relate to new business pitches, client mandates, etc.
  


• Manage supplier relationships including implementation of Requests for Proposal and subsequent analysis of proposals. In conjunction with senior management, make recommendations to the client on appropriate vendors for a particular project
  


• Serve as day-to-day manager for client on accounts
  


• Lead on medium-sized, predefined programs, establishing position as key client contact, and ensure delivery on time, on budget and to a high standard of quality
  


• Flex style to different client styles and needs
  


• Understand client needs and constraints in order to offer achievable solutions
  


• Attend and contribute to client meetings; Conduct client meetings/teleconferences in absence of senior team members, where appropriate
  


• Ensure appropriate client contact by junior team members
  


• Discuss and refine project briefs with the client
  


• Lead tactical implementation of programs
  


• Ensure quality control for own work and that for the overall programs, as appropriate
  


• Proactively identify client needs and employ expertise from within the team and across the network to meet them, as appropriate
  


• Understanding of ICH GCP, privacy legislation, Rx&D guidelines, and other local and international regulations relating to industry that allows for high quality and compliant management of projects
  


• Work with senior team members to manage client expectations and evaluate programs
  

General/Fiscal

• Develop, manage and adhere to budgets
  


• Prepare invoices
  


• Pursue opportunities to participate in internal committees and planning of company initiatives
  


• Continuously seek to improve personal areas of expertise
  


• Take responsibility for own personal and professional development
  


• Remain actively informed about the client roster, full service offering and areas of expertise
  


• Leadership


• Keep internal and external account team members up to date on account status
  


• Supervise project work completed by junior staff, and ensure senior staff receive regular project updates
  


• Provide guidance and coaching to junior staff within the group
  


• Identify and pursue opportunities to collaborate with other practice groups and companies within the network
  


• Participate in recruitment efforts as required
  


• Provide and act on constructive feedback
  

Core Skills

Business Development

• Intermediate  skills  in  new  business  development;  work  with  team  members  to identify  and  capitalize  on  business  opportunities
  


• Capable of establishing  contacts  in  client  organization  and  within  the  industry
  


• Capable of learning  and  applying  business  development  skills
  


• Able to identifies  opportunities  to  expand  existing  client  mandates  and  new opportunities  to  grow  the  business,  including  new  clients  and  mandates
  


• Able to proactively  expand  and  nurture  network  of  existing  and  potential  new  clients
  


• Identifies  innovative  strategies  to  grow  the  business
  


• Leads presentations  of  the company's credentials  at  formal/informal  client  meetings
  


• Is actively  involved  in  the  development  and  review  of  the  business  plan
  

Consulting

• Can successfully  manage  the  client‐consultant  relationship
  


• Ability  to  identify  and  assess  the  needs  of  clients  and  their  service  requirements 
  


• Ability  to  establish  client  service  objectives  and  create  a  plan  to  fulfill  these objectives
  


• Can identify,  communicate  about  and  propose  solutions  for  any  client  service problems  that  may  arise
  


• Ability  to  manage  day‐to‐day  accounts,  from  mandate  definition  to  budget development  and  through  to  invoicing,  ensuring  timely  delivery  to  client  deadlines
  


• Ability  to  adapt  to  different  client  styles  and  needs
  


• Ability  to  influence  and  negotiate  with  clients,  key  opinion  leaders,  suppliers  and colleagues
  


• Can offer experience‐based  counsel  to  clients  in  many  different  situations
  


• Ability  to  manage  relationships  with  suppliers  and  partners  on  the company and  client’s behalf
  

General/Fiscal

• Can manage accounts to high  standards  of  service,  on  time,  on  strategy  and  within budget  limits
  


• Able to develop,  track  and  adhere  to  budgets
  


• Good understanding  of  invoicing  process  and  able  to  review  and  approve  invoices 
  


• Can communicate clearly  to  team  members  all  time  and  budget  guidelines
  

Technical

• Proficiency  in  writing  and  editing  documents
  


• Ability  to  proofread  material  with  a  high  degree  of  accuracy
  


• Ability  to  prepare  internal  and  client  correspondence,  briefing  documents,  meeting agendas,  draft  presentations,  and  minutes  with  minimal  supervision
  


• Strong analytical  capabilities
  


• Ability  to  do  background  research  and  provide  critical  analysis  of  technical  and scientific  documents
  


• Ability  to  develop  multi‐channeled  communication  programs
  


• Intermediate  presentation  and  facilitation  skills
  


• Proficient  in  a  range  of  computer  applications,  including  the  MS  Office  Suite
  


• Capable of learning  and  applying  business  development  skills 
  

Critical Behaviours

• Share innovative ideas with the account team
  


• Seek out opportunities to learn new skills or gain new experiences
  


• Contribute to creating a learning culture by coaching peers and junior members of the team
  


• Deal with conflict directly and respectfully
  


• Act as a team player by supporting your account team to ensure all deliverables are met
  


• Advocates for colleagues by being an upstander
  


• Understand client expectations and scale time and effort accordingly
  


• Deliver projects efficiently, leveraging existing work wherever possible
  


• Suggest ways of making project delivery more impactful or efficient
  


• Remains resolute and calm when faced with challenges or seemingly inadequate resources
  


• Identifies unique ways of creating value and encourages others to employ their curiosity and imagination
  


• Regularly combines natural curiosity and gut intuition with sound analysis and reasoning to strengthen our "organizational forecasting ability"
  


• Creates a friendly and inclusive work environment when faced with changes in direction or deadlines
  

Requirements

• University degree
  


• At least 4 years of work experience, including 2+ years in clinical research or a relevant field
  


• Strong network of contacts in the clinical research industry or relevant industry
  


• Knowledge of the biotechnology, pharmaceutical, and medical device industries, and familiarity with current issues that may impact the operations of the company or its clients
  


• Intermediate writing (as assessed at interview using writing tests) and presentation skills
  


• Network of contacts in clinical research industry, suppliers for clinical research services, pharmaceutical or relevant field
  


• Excellent interpersonal and team work skills
  


• Demonstrated leadership abilities
  


• French written and oral communication skills an asset
  


• Able to travel as client mandates dictate
  

Benefits

• Paid vacation
  


• ​Paid sabbaticals after 5 years’ service.
  


• Sun Life benefits
  


• An annual ‘wellness’ benefit