SVP, Account Services, Managed Markets

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Updated: July 1, 2019
Location: New York, NY, United States
Job ID: 3655

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Overview

The SVPASMM independently leads and manages the client/agency relationship for multiple accounts with
aggregate revenue typically in the range of $4‐8M. This position serves as a leader within the agency, typically
manages a team of 5‐10 direct reports (depending on the scope of business), and is responsible for talent
development. The SVPASMM manages the senior level client/agency relationship and is a primary influencer of
client managed markets marketing, strategic direction, and brand stewardship. This position coordinates with
functional leads, ensures collaboration and partnership across the agency team, and champions projects to
enhance agency performance and revenue growth. The SVPASMM is tasked with driving profitability and growth of the agency business both organically and externally.

I. Key Competencies: Managed Markets Marketing

  • Critical thinker in all aspects of client and agency business; demonstrates sound judgment and resourcefulness to solve problems for optimal resolution
  • Proactive leader 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 mastery of skills, such as:
    • Negotiation and persuasion – ability to address contract terms and payment issues
    • Organization
    • Problem solving
    • Interpersonal, verbal and written communications
    • Priority setting
    • Presentations skills to internal and external audiences in a variety of settings – commands and hold audience attention at various levels
  • Drives client business with a holistic approach; considers broader agency needs to ensure growth and profitability across multiple accounts
  • Applies knowledge of pharmaceutical marketing to support development and execution of both strategic and tactical managed markets plans
  • Innovative and forward‐thinking; willing to take calculated risks and provide innovative solutions
  • Understands the principles and framework for client’s and brand’s strategic approach to managed markets
  • Understands and demonstrates a willingness to embrace marketing mix components: print, digital, social media, etc.

II. Key Competencies: Leadership

  • Demonstrates a commitment to success; champions new thinking; creates a sense of urgency and challenges team to improve performance and drive agency growth
  • Committed to fostering a team environment across functions and network
  • Develops strong, productive relationships
  • 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 presents point‐of‐view and influences decision‐making
  • Exhibits leadership presence, maintains composure under pressure
  • Doesn’t show frustration when resisted or blocked
  • Leads by example
  • Adapts to change and bounces back from disappointment
  • Comfortable managing ambiguity and complexity
  • Confident in the face of change; helps team to adapt
  • Seeks and accepts feedback
  • Creates a sense of urgency to meet objectives; challenges the status quo; demonstrates the courage to stand
  • alone and defend opinions
  • Exhibits intellectual curiosity; generates excitement for learning, new ideas, new business opportunities, and new technologies
  • Acts with professionalism and integrity – exhibits open, honest, and fair behaviors
  • Demonstrates respect, empathy and appreciation for others
  • Demonstrates awareness of his or her actions and personal interactions impact others, and coaches team members to do the same

Responsibilities

  • Owns multiple client engagements and provides vision and direction to the agency and client team
    • Exhibits expertise in the principles of all facets of managed markets marketing communications, including value proposition, payer customer insight and behavior, segmentation, messaging, access and reimbursement, marketing mix, and leadership programs
    • Serves as key participant and influencer in advancing client managed markets marketing strategies
    • Manages Value Brief development with Managed Markets Content Expert, Creative Director, Medical Strategy, and Digital; challenges team and client to maintain strategic focus
    • Uses in‐depth knowledge of the elements and drivers of managed markets marketing mix to oversee the tactical plan and help the team to make rapid adjustments to maximize effectiveness
    • Proactively leads long‐term strategic planning with client and builds life‐cycle oriented plans
    • Leads client discussion to critically evaluate managed markets marketing investments
    • Influences client to embrace new media and technologies, as appropriate
    • Participates in client reviews, quickly resolves issues, builds long‐term relationships
    • Forward‐thinking – anticipates client needs with a focus on long‐term success of brand, client and agency relationship
  • Exhibits strong understanding of all aspects of client and agency finances
    • Manages P&L for $4‐8M
    • Effectively coaches direct reports on financial acumen of client and agency business
    • Accountable for compliance, forecasting and profitability
  • Embodies agency values and officer commitments; works with functional leads to improve process, build consensus, diffuse conflict and create a positive team and agency environment
    • Shapes and leads projects that enhance department and agency capabilities
    • Serves as a resource and mentor to internal team members
  • Partners with all functions and disciplines within agency and proactively engages functions as appropriate for client and new business
    • Matches talent to task for client and agency work and effectively utilizes talent
  • Excels at managing, developing and motivating direct and indirect reports and broader agency team
    • Delegates and empowers direct reports
    • Builds development plans for personal and professional growth; sets clear performance expectations and identifies stretch goals
    • Champions managed markets, communications, marketing, digital, and other relevant learning opportunities
    • Organizes training opportunities, develops content and secures resources
    • Takes appropriate development or other actions to address underperformance
  • Drives agency and network growth
    • Identifies new business opportunities within existing accounts that foster organic growth 
    • Partners closely with new business team to identify and pursue new business opportunities outside of existing accounts
    • Leads new business RFI and RFP and pitch efforts; partners with cross‐agency and Syneos Health network leads to expand existing business and acquire new accounts
    • Represents agency leadership at new business presentations

Job Requirements

  • Bachelor’s degree (marketing, communications concentration preferred), MBA, or advanced degree
  • 15+ years of agency, healthcare marketing experience
  • Strong knowledge of managed markets, general pharmaceutical marketing and sales, brand management preferred
  • Prior experience leading large cross‐functional teams or departments
  • Proven track record managing and developing talent
  • Working knowledge of common internet/new media concepts and practices
  • Travel required approximately 20‐50%

The successful SVPASMM leads multiple account teams to obtain a high level of client satisfaction while driving
agency growth and profitability. This person possesses a deep understanding of managed markets, marketing
communications, brand strategy, and the pharmaceutical industry. The SVPASMM possesses very strong
communication and presentation skills and is confident presenting to senior‐level internal and external
stakeholders. This person is able to develop and clearly articulate a vision, whether for the brand, client, or agency.

The SVPASMM serves as a role model for the account services team and the broader agency, is confident leading
under complex and ambiguous circumstances, and helps team members to embrace change. The SVPASMM
grooms talent for the agency, and appropriately challenges direct and indirect reports while remaining
approachable.


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