EVP, Digital Sales & Account Management

Having an exclusive and extensive network of some of the most authoritative publishers in healthcare who operate over 400 web properties, across more than 5,000 of the most well-respected medical journals, societies, and associations, is what allows EHS to be a valuable strategic partner to pharma marketers, advertisers and ad agencies, executing custom and effective digital campaigns that successfully connect and engage with their target HCP and consumer audiences at the right place and the right time.

The EVP, Digital Sales & Account Management is a player/coach responsible for achieving revenue objectives by leading sales resources to drive profitable new revenue growth in a fully remote environment. The EVP, Digital Sales & Account Management is a process-driven individual who will create, implement and oversee all revenue-generating activities, while partnering closely with internal departments to ensure they are aligned to support achievement of revenue goals. Our company seeks a growth hacker with a passion for growing business. The EVP, Digital Sales & Account Management is a member of the management team and reports to the CEO.

Candidates will need to visit clients in NJ/NY/PA and DE, so should locate in East Coast w/in driving distance (max. 3 hours) and be comfortable working in a 100% virtual environment.

· Develop sales strategies to break into new business entities (clients, brands, and agencies) to expand EHS’ footprint in the digital media industry

· Responsible for sustainable revenue growth from new customer acquisition

· Develop a premier sales process to implement and train team on professional sales techniques and disciplines in support of revenue targets in a remote environment

· Territory planning, account planning, business and territory reviews (plan the work and work the plan)

· Sales pipeline management

· Continue to attract, hire, train and retain top sales professionals to sustain an organization with a performance driven culture

· Lead the sales team through coaching, mentoring and development of team members

· Develop and implement a metrics-driven approach to sales, forecasting, and exceeding revenue goals

· Build strong connections and promote synergy throughout the company to positively impact customer retention and expand our customer base.

· Contribute to EHS’ growth strategy to expand product portfolio in the digital media space by identifying market opportunities for internal investment, partnership, or M&A

· Lead by example by effectively, accurately, and consistently utilizing Salesforce CRM and other available software, productivity, and territory management tools, to keep accurate and up to date records of all sales and prospecting activities, client meetings, sales calls, presentations, proposals, and related sales activities within the designated territories

· Monitor through control reporting, and ensure Salesforce compliance

· Partner with executive team to set top-down revenue targets and metrics based on sound data-driven market analysis

· Deep understanding of the competitive landscape and ability to position and define USPs

· Some travel required

Business Qualifications:

· 7+ years in a sales leadership role with proven ability to drive and implement revenue growth initiatives from the ground up

· Wide and deep network within pharma, medical device and health and medical advertising agencies

· Experience growing a high-performance successful sales team

· Direct experience growing new business revenue

· Direct experience leading a team of hunters, uncovering new business

· Ability to manage complex sales cycles and processes.

· Proven track record of executive networking to build executive-level partnerships

· Thought leadership experience including writing, speaking, panel moderation and participation at leading industry events

· Prior experience selling into digital agencies and/or pharma brand direct clients interested in digital display advertising and custom digital solutions

· Bachelor’s degree required and MBA degree preferred

· Strong understanding of media buying terminology such as: CPM, CPUV, SOV, CPA, Standard IAB banner sizes, geotargeting, native, video, viewability, SEM, etc

· Experience in effective collaboration with Sales Enablement and Account Management

· Excellent verbal, written, presentation and communication skills

Technical Qualifications:

The position requires the use of several software tools for success. Experience with the following software systems, tools or industry publications is desired:

· Salesforce, Quip

· Microsoft Office Suite (Word, Power Point, Excel, Outlook)

· MediaRadar

· ZoomInfo

· Sellercrowd

· LinkedIn (Premium, Sales Navigator, etc)

· Prescription Lift Studies (IQVIA, Symphony, etc.)

· Conversational Intelligence platforms

· RightSignature, Docusign, Hellosign, etc…

· Trainual

· Slack

· Pharmaceutical Marketers Directory, MM&M, PM360 MedAdNews