Principal Account Executive, Pharma

COMPANY DESCRIPTION

Today, when you go to your doctor and get referred to a specialist, your doctor sends out a referral and tells you, “They’ll be in touch soon.” So you wait. And wait. Sometimes days, weeks, or even months. Why? Because too often providers are overwhelmed with the painstakingly tedious work required to get paid by insurance companies. Powered by proprietary models, Tennr handles the complex paperwork that gets patients through the door and providers paid, helping operators get patients the right care, at the right time, in the right setting.

ROLE DESCRIPTION

As an Principal Account Executive, Pharma you close deals by understanding the customer, understanding the product and making magic happen. Who knew?

You’ll be responsible for owning some of Tennr’s largest and most strategic pharmaceutical accounts. You’ll bring your experience selling into Pharma to the table, helping us understand how these organizations buy, how to navigate them, and what it takes to win.

The Tennr product is great, but people are stubborn and tend to not talk to strangers.

To help, we’ve got a team of SDRs working to help you generate opportunities. Also some pretty crafty marketing initiatives (the Tennr Taco Truck really means something to pharma companies in Texas).

If you’re good, you’ll get paid an egregious sum, so in exchange, you have to own the whole sales cycle from discovery to close, and keep a tight process along the way. You’ll negotiate pricing. You will never sell what you wouldn’t buy. You must deeply care about your customers and the craft of sales. And since the product is loved, you’ll love selling it.

You’ll have to hit quotas of course. Wouldn’t be much fun otherwise.

RESPONSIBILITIES

- Account Planning: As an enterprise rep it is your responsibility to understand your patch of accounts better than anyone at the company. You, along with your manager & the drugs team, will be responsible for mapping out the accounts that fit our ICP, the key contacts associated with them, and your hypothesis around the value we can provide. It’s your job to test and iterate your perspective throughout an evaluation process.

- Pipeline Management: Use Tennr’s sales process to manage your pipeline. It’s not just putting deals into our CRM, but understanding the reality and risks of the deal based on the exit criteria associated with deal stages in our sales process. When you’re stuck, you proactively ask for help.

- Collaboration: Deal team culture is central here. You will work closely with Sales Development Representatives (SDRs), Sales Engineers, Professional Services, Tennr Leadership and channel partners to build, advance and close opportunities. Lone-wolves need not apply.

- Client Relationships: You are responsible for forming a relationship with the customer, renewing that customer, and cross-selling into that customer.

CANDIDATE QUALIFICATIONS

- 7+ years of software sales closing experience preferred, with experience selling complex solutions into pharmaceutical organizations

- No less than 1 year of enterprise sales experience

- Experience in healthcare technology solutions is a plus

- Experience owning and closing large, strategic pharmaceutical accounts

- Existing knowledge of the pharmaceutical ecosystem and how large manufacturers evaluate and purchase new technology

- Demonstrated intellectual capacity: this candidate must be able to understand the underlying technology and be able to collaborate with clients on how it fits into their business needs

- Demonstrated motivation and hustle: a high-energy and fast-paced approach to problem-solving and taking initiative; past examples of demonstrating grit and entrepreneurial spirit a plus

- Experience working in an early-stage environment is preferred; the candidate should understand how to operate effectively with limited resources selling new products

- Demonstrated EQ and relationship-building: an approach to building relationshi …