Strategic Account Manager – Medical

Chatswood Australia
35 hours / week
Contract Type: 
Schedule Type: 
Full Time
Job ID: 

Reed Exhibitions (RX) is in the business of building businesses for individuals, communities and organisations. We elevate the power of face-to-face events by combining data and digital products to help customers learn about markets, source products and complete transactions at over 400 events in 22 countries across 43 industry sectors.

RX is passionate about making a positive impact on society and is fully committed to creating an inclusive work environment for all our people. 

RX is part of RELX, a global provider of information-based analytics and decision tools for professional and business customers.   


About the team and role:

An exciting opportunity has arisen to join us as a Strategic Account Manager on a Permanent full time basis in our medical portfolio at RX, Reed Exhibitions (part of RELX). This role works within a team of 7 and reports into our Exhibition Director & Group Sales Manager. You will be someone who is keen to utilise your scientific knowledge, has strong technical sales ability while working within targets driven environment.

The prime purpose of this role is to manage your portfolio of customers and new prospects and to deliver against your individual revenue targets. This will be achieved by actively engaging with your customer base to identify strategic priorities and to design and propose education and face to face solutions across our medical portfolio.  This will in turn help your clients achieve their objectives and allow you to deliver a value-led sales approach to increasing growth and retention within your portfolio.

Whilst individual responsibility is important to achieve your targets, it is vital that you are a team player contributing to the success and culture of the sales team as well as an ability to collaborate across cross functional teams.

A sound understanding of the medical/pharmaceutical industry is highly desirable.

Additional responsibilities include:

  • To develop strong relationships with customers by understanding and responding to their needs.

  • Create, implement and monitor Account Development Plans for each Tier 1 client, ensuring a deep understanding of their business needs, budgets, stakeholders/decision makers, goals/objectives, buying cycles etc.

  • To develop content strategy in partnership with the in-house education team

  • To meet and/or exceed annual key objectives as prescribed by the Company Strategy.

  • Ensure sales plans/strategies/milestones within your account portfolio are established and achieved (with assistance from the Group Sales Manager).

  • Effectively forecast pipeline and all other financials

  • Strengthen relationships with retention accounts and establish relationships with Strategic Account decision makers through regular contact, conducting face to face visits/presentations and deep/rich phone conversations with pharmaceutical and Australian peak organisations.

  • Support the evaluation of current and development of new products to capitalise on market based opportunities

  • Have a ‘win back’ approach to reactivate Lapsed accounts through sales best practice to identify objectives, expectations, competitor attendance and the value proposition of the show.

  • Identify and convert new customer opportunities through referrals, competitive events and alternative marketing platforms.

  • Maintain and grow existing clients through optimised quality of service, business growth and customer satisfaction.

  • Understand and keep up to date with national legislation, medical and compliance guidelines in relation to production of marketing/education materials.

  • Developing campaign marketing objectives, strategies, and executable tactics on a campaign by campaign basis.  Work with all relevant stakeholders (internal and external) to ensure their execution.

What’s in this role for you?

  • Base salary, plus quarterly bonuses, plus an accelerating commission plan and superannuation.  Which equates to a lucrative earning potential!

  • Be part of strong sales culture with a focus on value led sales training and coaching to support your development.

  • Autonomy and accountability in managing the performance of your own customer portfolio.

  • A supportive, close-knit and fun team to work with and a great corporate culture that invests in its people.

  • An opportunity to progress a sales career with a leading global company with a strong brand.

  • The role is based in our Sydney office with flexibility to work from home.

To be successful in this role, you will have:

  • Strong technical sales ability (preferably in medical sales or solution selling) with Pharmaceutical or Medical industry knowledge.

  • Background in Science, Chemistry, Medical or relevant disciplines will be highly advantageous.

  • Prior experience working in medical agency or primary care or pharma scientific will be highly regarded.

  • Understanding of scientific language or ability to learn this area will be highly regarded.

  • Well-developed communication and relationship management skills.

  • Ability to apply your strong business acumen and sales tenacity in order to influence your clients to convert sales and overcome objections.

  • Ability to identify, negotiate and develop strategic partnerships, and manage 'conflict resolution' situations.

  • Ability to meet multiple sales and work deadlines.

To learn more about opportunities with Reed Exhibitions (RX) or RELX Global, join us here:

We are looking to fill this role as soon as possible – apply now to be considered. Thank you for your interest.

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