Job Summary:
The Sr. Manager, Key Accounts is responsible for developing the business within existing key accounts, building a pipeline of new key accounts, and partnering with internal customers to deliver customized value to this customer channel. The Sr. Manager, Key Accounts, will develop a sales plan based on the opportunities that exist within this customer base of identified accounts that have expressed interest in going deeper with Revance. This position will be involved in the translation of corporate strategic marketing objectives into specific and actionable plans, objectives, and initiatives that deliver market share gains with key strategic accounts. This individual will partner closely with the field sales team to identify key opportunities to convert share, move swiftly to integrate all aspects of the Revance portfolio, and ultimately drive growth with this specific and published group of customers.
Reporting to: Dir, National Partnerships
Location/Territory: Remote (Ability to travel up to 50%+)
Salary Range: $140,000 to $170,000 plus incentive compensation. The final salary offered will depend upon factors that may include but are not limited to the quality and length of experience, education, and geographic location.
Responsibilities/Essential Duties:
- Evaluate the existing group of key accounts, many of which have signed a purchase agreement and committed to revenue goals, and decide where to take action to ensure compliance to revenue commitments
- Build a targeted and specific value proposition for new key account opportunities based on existing and new knowledge of customer’s buying behaviors and deliver that value proposition in exchange for revenue growth
- Operate as a team player on the National Partnerships Team to assist with overflow of incoming leads in the multi-location accounts market segment
- Perform tasks as assigned by Director, Key Accounts to ensure goals of entire team are accomplished while specifics of individual goals are formalized
- Utilize all existing value-add services while also looking for creative ways to tailor these value-add services to the needs of this unique customer base
- Represent status of key accounts in team huddles to bring forward opportunities to capitalize on the work of the National Partnerships Team in larger accounts and apply learnings to smaller accounts
- Participate in team huddles with the purpose of innovating new ways to use Revance’s value propositions to drive revenue for Key accounts as well as targeted national accounts
- Build relationships with individuals in leadership roles within market segment to understand their needs while working closely with Revance internal partners to meet those needs
- Build relationships with HCP’s in key accounts to gain support and alignment with goals, contractual or otherwise, established with business owners
- Identify opportunities to partner with team members in other verticals and the Strategic Team to leverage conference support, KOL management, etc in the over-arching strategic plan
- Forecast performance of key accounts based on history and forward- looking predictions based on activities in key accounts
- Build strategic initiatives and roll them out to regional sales managers to capitalize on agreed upon goals with customers
- Partner with field sales team to build a pipeline of strategic opportunities that will ultimately be managed top-down by NP Team to enable a more efficient approach to these accounts by the field sales team
- Respond to field sales inquiries as needed to direct their efforts in support of the strategic plan developed by Manager of Key Accounts
- Partner with National Partnership Specialists as needed to support customer interactions and improve overall efficiency doing business with Key Accounts
- Partner with marketing teams to build synergistic support initiatives that drive brand awareness across partner channels that result in increased product use
- Partner with medical education departments to create targeted trainings that result in specific sku conversion that is evident in revenue outcome
- Partner with Director, National Partnerships to build relationships with cross functional teams (HR, Customer Service, Compliance, Operations, Finance, Regulatory, Education, Legal, and Marketing) work together to achieve annual and long-term business objectives
- Support regular touches with key stakeholders within Key Accounts that ultimately make the sales process for the field sales team move more efficiently
Basic Qualifications:
- Doctorate degree & 2 years of Sales experience
OR
- Master’s degree & 4 years of Sales experience
OR
- Bachelor’s degree & 6 years of Sales experience
AND
- 2+ years of managerial experience directly managing people, projects, programs or resources
Preferred Qualifications:
- 5+ years relevant industry experience, in aesthetics, pharmaceutical or healthcare industry
- Experience managing complex internal teamwork dynamics to establish a strategic plan for many distinct field sales teams
- Proven track record of consistently exceeding sales objectives
- Prior roles in account management and leadership
- Experience in cash pay medicine
Company Summary:
As a commercial-stage biotechnology company focused on innovative aesthetic and therapeutic offerings, Revance is setting the new standard for its clients through disruptive products, and for its employees through industry-leading benefits, which promote financial and physical well-being for all. It’s time to rethink everything you thought an employee experience could be.
What Revance invests in you:
- Competitive Compensation including base salary, quarterly target bonus, and new hire equity
- Flexible unlimited PTO, summer & winter shutdowns, and 12 weeks parental leave
- Generous healthcare benefits (Company pays up to 90% of premiums for medical benefits), Employer HSA contribution, 401k match, ESPP program with 15% discount on RVNC stock, tuition reimbursement, wellness discounts and much more
This section of the job description is required by the American with Disability Act (ADA). The ADA requires that job descriptions reflect the physical and mental demands required to effectively perform the essential duties of the job. The ADA prohibits employers from discriminating against a “qualified individual with a disability” in all aspects of the employment relationship. A “qualified individual with a disability” is “an individual who meets the education, experience, skill, and other job-related requirements of a position held or desired, and who, with reasonable accommodation, can perform the essential functions of a specified job.”
We are an equal opportunity employer. We are a company where diverse backgrounds, experience and viewpoints are valued. Revance does not discriminate in practices or employment opportunities on the basis of an individual’s race, color, national or ethnic origin, religion, age sex, gender, sexual orientation, marital status, veteran status, disability, or any other prohibited category set forth in federal or state regulations.
