制药行业客户经理（资深）
Principal Account Executive, Pharma
## **公司简介**
如今，当你去看医生并被转诊给专科医生时，医生会发送转诊单，并告诉你：“他们很快会联系你。”于是你开始等待。有时候是几天、几周，甚至几个月。为什么？因为提供者经常被处理保险公司付款所需的繁琐工作压得喘不过气来。Tennr 通过专有的模型处理让患者顺利就诊并使提供者获得报酬的复杂文书工作，帮助运营人员在正确的时间、正确的场所为患者提供正确的护理。
## **职位描述**
作为高级客户经理（制药方向），你通过理解客户、理解产品并创造奇迹来完成交易。谁曾想到呢？
你将负责管理 Tennr 最大和最具战略意义的制药客户账户。你将把你在制药行业的销售经验带入团队，帮助我们了解这些组织的采购方式、如何与它们打交道，以及赢得业务所需的一切。
Tennr 的产品很棒，但人们固执且不习惯与陌生人交谈。
为此，我们有一支 SDR 团队帮助你生成机会。还有一些非常巧妙的营销活动（Tennr 报纸车对德克萨斯州的制药公司来说真的有特殊意义）。
如果你表现优秀，你会得到一笔丰厚的报酬，因此，你需要从发现到成交全程负责销售流程，并在整个过程中保持严格的流程。你将协商价格。你永远不会销售你自己不会购买的产品。你必须 deeply 关心你的客户和销售这门技艺。而且由于产品很受欢迎，你也会喜欢销售它。
当然，你必须达成配额，否则就没意思了。
## **职责**
- **客户规划：** 作为企业客户经理，你有责任比公司内任何人都更了解你负责的客户。你将与你的经理和药品团队一起，负责绘制符合我们 ICP 的客户清单，相关的关键联系人，以及我们能提供的价值假设。你的任务是在评估过程中测试并不断优化你的观点。
- **销售管道管理：** 使用 Tennr 的销售流程来管理你的销售管道。这不仅仅是将交易放入我们的 CRM，而是根据我们销售流程中每个交易阶段的退出标准，理解交易的实际情况和风险。当你遇到困难时，要主动寻求帮助。
查看英文原文
## **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 relationships that gets to trust quickly.
- Must be comfortable up to 10-20% domestic travel
## **Why Tennr?**
- Drive Impact: one of our company values is Cowboy, meaning you set the pace. You won’t just talk about things, you’ll get them done. And feel the impact.
- Develop Operational Expertise: learn the inner workings of scaling systems, tools, and infrastructure
- Innovate with Purpose: we’re not just doing this for fun (although we do have a lot of fun). At Tennr, you’ll join a high-caliber team maniacally focused on reducing patient delays across the U.S. healthcare system.
- Build Relationships: collaborate and connect with like-minded, driven individuals
- Free lunch! Plus a pantry full of snacks.
## **Benefits**
- Beautiful new office at 345 Hudson Street
- Unlimited PTO
- 100% paid employee health benefit options
- Employer-funded 401(k) match
- Competitive parental leave