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Senior Market Leader, Strategic Accounts - epocrates
We are looking for a Senior Market Leader, Strategic Accounts to join the Sales team withing our epocrates division. In this role, the Senior Market Leader, Strategic Accounts will be responsible for driving sales of epocrates advertising solutions to pharmaceutical and life sciences companies as well as engaging with media buying agencies representing these clients.
The Market Leader will own the full sales cycle from prospecting and opportunity qualification to contracting and post-sales engagement ensuring long-term client success and renewal opportunities. As an account owner, this individual will develop and execute strategic account plans, gain deep insights into brand strategies and market dynamics and collaborate closely with internal strategists to craft optimal recommendations. This includes collaborating closely with clients to understand their objectives, leveraging data-driven insights to craft impactful campaigns, and ensuring seamless integration across digital platforms. The Senior Market Leader, Strategic Accounts will also optimize ad performance through continuous analysis, refining strategies based on industry trends, and maintaining compliance with regulatory guidelines to maximize engagement and ROI for pharmaceutical brands.
A strong understanding of programmatic advertising is a plus, as this role will be responsible for key clients, developing forward-thinking, data-driven media strategies that seamlessly integrate programmatic direct and epocrates' custom digital advertising solutions.
The Team: epocrates, Inc., an athenahealth company, is recognized for developing the #1 medical application among U.S. physicians for clinical content, practice tools, and health industry engagement at the point of care. epocrates has established a loyal network of more than one million health care professionals, including 50 percent of U.S. physicians, who routinely use its intuitive solutions to help streamline workflow and improve patient care.
Job 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.

Typical Qualifications

• 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.

Expected Compensation
$124,000 - $212,000
The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates. Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.
About athenahealth
Our vision: In an industry that becomes more complex by the day, we stand for simplicity. We offer IT solutions and expert services that eliminate the daily hurdles preventing healthcare providers from focusing entirely on their patients - powered by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Our company culture: Our talented employees - or athenistas, as we call ourselves - spark the innovation and passion needed to accomplish our vision. We are a diverse group of dreamers and do-ers with unique knowledge, expertise, backgrounds, and perspectives. We unite as mission-driven problem-solvers with a deep desire to achieve our vision and make our time here count. Our award-winning culture is built around shared values of inclusiveness, accountability, and support.
Our DEI commitment: Our vision of accessible, high-quality, and sustainable healthcare for all requires addressing the inequities that stand in the way. That's one reason we prioritize diversity, equity, and inclusion in every aspect of our business, from attracting and sustaining a diverse workforce to maintaining an inclusive environment for athenistas, our partners, customers and the communities where we work and serve.
What we can do for you:
Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces - some offices even welcome dogs.
We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.
In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. We provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.
Learn more about our culture and benefits here: athenahealth.com/careers
https://www.athenahealth.com/careers/equal-opportunity