M3USA
Head of Market Research Sales
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Company Description
About M3: A Japanese global leader in the provision of ground-breaking and innovative technological and research solutions to the healthcare industry. The M3 Group operates in the US, Asia, and Europe with over 5.8 million physician members globally via its physician websites which include mdlinx.com, m3.com, research.m3.com, Doctors.net.uk, medigate.net, and medlive.cn. M3 Inc. is a publicly traded company on the Tokyo Stock Exchange (jp:2413, NIKKEI 225) with subsidiaries in major markets including the US, UK, Japan, South Korea, and China, and in 2020 was ranked in Forbes’ Global 2000 list. The M3 Group provides services to healthcare and the life science industry. In addition to market research, these services include medical education, ethical drug promotion, clinical development, job recruitment, and clinic appointment services. M3 has offices in Japan, UK, France, Germany, Brazil, Sweden, China, USA, and South Korea, as well as India.
Job Description
In this role, the Head of Market Research Sales supports this mission by leading the sales organization that connects clients with M3's global physician and healthcare research capabilities, directly driving the growth and reach of M3's research offerings.
The Head of Market Research Sales manages the SVP, VP, AVP, and AM levels of the sales team. This role is responsible for ensuring that all members of the M3 UK Sales Team, including direct reports, are hitting their goals. Coaching, mentoring, accompanying team members on client visits, and participating in client-facing calls are all necessary parts of this role. Ultimately, this position is focused on ensuring that the M3 UK division achieves its financial goals and continues to grow its revenues in line with its objectives.
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Duties and Responsibilities
- Support and train Account Managers, AVPs, VPs, and SVPs to help them achieve their own personal revenue quotas.
- Contribute ideas and strategies for success with the Global Sales Leadership team.
- Continuously develop new business and maintain current business.
- Monitor and maintain all sales KPIs across bidding and behavioral metrics to ensure optimized performance and balanced workloads, with all team members working against clear goals monitored quarterly.
- Achieve all team financial goals, delivering at minimum on target revenue and profit per quarter.
- Create a vibrant, competitive, and supportive business development culture within the team where all members focus on account growth and prospecting.
- Be visible and active with all key accounts within the Sales Team, building strong relationships with main contacts.
- Make the best business choices on bidding for studies to maximize gross profit, and mentor Account Managers, AVPs, VPs, and SVPs to make those same choices.
- Accompany sales personnel on sales calls, in person and by phone.
- Build close working partnerships with delivery team leads and staff to ensure client servicing from quoting to invoicing is seamless and of the highest standard.
- Create, implement, and monitor strategic marketing and account plans, multi-departmental where necessary, to maximize revenue return from clients and ensure the full product suite is sold.
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Qualifications
Education and Training Required
- Bachelor's degree required. Master's degree or equivalent (MBA preferred) is a plus.
Knowledge, Skills, and Abilities
- Global market research, healthcare research, qualitative and quantitative research, and consumer and B2B market research.
- Minimum 15+ years of progressive sales and sales management experience with a proven track record in complex, competitive markets.
Additional Information
Employee Benefits:
- 25 days annual leave
- Participation in a company bonus scheme linked to personal and company performance
- Group Life Cover 4x salary
- Pension 4%/4% employee/employer contributions
- Vitality after probation
- Staff discount scheme
- Discounted gym membership
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