Account Director (Managed Markets)

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Updated: February 5, 2019
Location: San Francisco, CA, United States
Job ID: 2427

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The ADMM independently leads and manages the client/agency relationship and fosters collaboration with the internal cross‐functional team. The ADMM supports overall brand development and stewardship, and is responsible for agency team management, strategic support, scope development and execution, and account profitability. This position also supports organic new business development efforts. The ADMM serves as an emerging leader within the agency, and typically manages 1‐2 client brands and a team of 2‐4 direct reports (depending on the scope of business).

Key Competencies

Managed Markets Marketing

  • Proactive account manager who demonstrates initiative when exploring team and client needs, marshaling internal team resources, and learning about disease states, therapeutic categories, managed markets customers, marketing principles, pharmaceutical industry market dynamics, brands, and communications channels
  • Demonstrates a full command of skills, such as:
    • Attention to detail
    • Organization
    • Problem-solving
    • Interpersonal, verbal and written communications
    • Priority setting
    • Presentations skills to internal and external audiences in a variety of settings
    • Exhibits a strong work ethic
    • Reliably and consistently adheres to agency work standards
    • Successfully manages team working on multiple projects, and exercises judgment to prioritize and accomplish tasks
    • Approaches client business with a holistic approach; drives broader agency needs to drive growth and profitability
    • Applies knowledge of pharmaceutical marketing to support development and execution of both strategic and tactical managed markets plans
    • Understands the principles and framework for client’s and brand’s strategic approach to managed markets
    • Understands marketing mix components: print, digital, social media, etc.


Exercises good judgment; independently and proactively solves problems, formulates and presents well-developed ideas and solutions, and possesses strong analytical skills

  • Committed to fostering a team environment across functions
    • Develops strong, productive relationships with internal team
    • Delegates and empowers; holds direct reports and teams accountable for flawless execution, compliant with appropriate rules and regulations
    • Establishes clear priorities; understands and communicates trade‐offs
    • Demonstrates strong analytical and critical thinking skills; effectively and proactively presents point‐of‐view and influences decision‐making
    • Exhibits leadership presence,maintainscomposure under pressure, leads by example
      • Doesn’t show frustration when resisted or blocked
      • Adapts to change and bounces back from disappointment
      • Seeks and accepts feedback
      • Creates a sense of urgency to meet objectives; challenges the status quo and generates excitement for new ideas, new business opportunities, and new technologies
      • Eagerly accepts stretch goals
      • Acts with professionalism and integrity – exhibits open, honest, and fair behaviors
      • Recognizes and escalates issues when appropriate
      • Demonstrates respect, empathy and appreciation for others
      • Demonstrates awareness of his or her actions and personal interactions impact others


  • Secures solid agency/client relationship across functions and ensures that both client and agency needs are well served
    • Focuses on achieving the client’s objectives
    • Ensures strategic expectations and deliverables are met
    • Represents and defends the agency point‐of‐view, handles objections in a professional manner and pushes back on client in a diplomatic way to gain consensus
    • Leads tactical planning and development of scope of work for brand
    • Leads scope presentation and effectively sells plan to client
    • Oversees execution of all managed markets initiatives to ensure they meet client objectives and expectations
    • Contributes appropriate insights, facts, and data to foster the planning and creative processes for the client and agency team
    • Contributes to strategy development, and critically evaluates managed markets marketing investments vs. strategy
  • Manages cross‐functional agency team
    • Demonstrates solid partnership with all functions and disciplines within agency, including Managed Markets Strategy, Creative, Agency Operations, etc.
    • Matches talent to task for client and agency work to optimize utilization
    • Motivates team to maintain a solid knowledge base of client brand value proposition, competitive landscape, and market activity
    • Works with functional leads to improve process and create a positive team environment
  • Exhibits strong financial acumen and owns the financial health of account, including utilization and profitability
    • Responsible for internal monthly forecast updates
    • Oversees client budget/forecast reconciliations
    • Generates annual financial budgets
    • Proactively reviews financial status of account with client
    • Monitors and optimizes account utilization
    • Ensures senior management is aware of any potential financial issues
  • Demonstrates a solid understanding of the pharmaceutical industry, managed markets space, therapeutic category, brand, and relevant competitors
    • Keeps up‐to‐date on industry, managed markets, and therapeutic category trends through websites, trade journals, market research attendance (as permitted), and rep‐field rides
  • Proactively explores ways to add value to client managed markets marketing efforts by contributing new ideas and ways to improve brand performance
    • Represents agency in providing client strategic direction to achieve objectives
    • Generates opportunities to deliver ideas and value‐added communications to the client
  • Possesses a solid understanding of the creative brief; evaluates individual tactics developed by the agency against the brief
    • Contributes to the development or refinement of brand value proposition and managed markets messaging
    • Proactively reviews the strategic plan to support Managed Markets Strategists and brand planning
    • Exhibits critical thinking for brand and overall business
    • Actively contributes to message development, creative reviews; offers critical evaluation
  • Proficient at managing, developing, and motivating direct reports and broader team
    • Sets clear performance expectations, identifies stretch goals
    • Creates and fosters development opportunities
  • Works with senior leaders to identify new business opportunities within existing accounts and pull throughSyneosHealth service offerings
    • Clearly articulates agency expertise and sells additional services
    • Possesses a clear understanding of Syneos Health solutions and resources and recognizes and acts upon convergent opportunities
    • Supports external new business initiatives as requested with strategic and tactical development

Job Requirements

  • Bachelor’s degree (marketing, communications concentration preferred), MBA, or advanced degree preferred
  • 5‐10 years of agency, healthcare marketing experience
  • Strong knowledge of managed markets, general pharmaceutical marketing and sales, brand management preferred
  • Working knowledge of common internet/new media concepts and practices
  • Travel required approximately 20‐40%

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