Director, Strategic Accounts

Frontline Medical Communications, Inc., a division of Medscape, is one of the healthcare industry's largest medical communications companies and a leader in digital, print, and live events. The Company leads in HCP-level targeting and is ranked 1st in combined web and print engagements. With MDedge?, our state-of-the-art integrated web portal, and audited email database, FMC meets the marketing challenges of our clients with superior reach, optimal sponsorship opportunities, and flexible advertising programs. FMC delivers award-winning, indexed, clinical reviews; practice and policy information; and medical news daily from on-site reporting at major medical meetings, many in collaboration with notable societies, medical associations, and opinion leaders. FMC produces live events, digital click-for-credit, and CME in affiliation with Global Academy for Medical Education, LLC and Hemedicus.
WebMD is an Equal Opportunity/Affirmative Action employer and does not discriminate on the basis of race, ancestry, color, religion, sex, gender, age, marital status, sexual orientation, gender identity, national origin, medical condition, disability, veterans status, or any other basis protected by law.

Frontline Medical Communications (FMC), a division of Medscape, is a leading force in healthcare communications.  FMC helps clients overcome marketing challenges through superior reach, strategic custom sponsorship opportunities, and highly flexible advertising programs. The FMC publishing portfolio includes award-winning, indexed clinical reviews, essential practice and policy insights, and daily medical news coverage—often produced in collaboration with the industry's most respected medical societies, associations, and opinion leaders.

Main Function: Lead efforts to develop new – and expand existing – commercial opportunities, leading to the growth of Frontline advertising revenue. This role will focus on direct-to-pharma ad sales and third-party agencies/med-ed companies – which benefits from our ability to reach and engage healthcare professionals (doctors, nurses, pharmacists, etc.).

Reports to: Vice President, Frontline Sales

Sales Responsibilities:

• Create effective business plans, objectives, and action steps that drive results (Sales & Revenue) within the assigned territory

• Develop and maintain active client prospects and relationships, secure appointments, and present opportunities for promotional initiatives

• Lead the strategic dialog with clients on how our solutions can creatively solve business challenges – and develop presentations, marketing materials, written communications, and verbal presentations that establish our solutions as a leader in the space

• Create and present detailed capabilities, customized proposals, and scope documentation (IO, SOW, etc.) based on client needs and business challenges (includes demonstrating a rich understanding of the customer's current medical/legal/regulatory guidelines and requirements).

• Brainstorm with internal team members on ways to drive innovative approaches, new ideas, and creative solutions 

• Research a broad range of topics of interest to targeted physicians, specialists as appropriate, and allied health professionals.

• Ultimate responsibility for the successful execution and delivery of all projects sold or managed in the territory

• Work with internal departments to kick off each program and keep apprised of sold program status.

• Participate in status calls and MLR meetings, and communicate with the client.

• Review and approve custom programs sold prior to publication/execution.

Management and Administration:

• Create and maintain accurate territory details in Salesforce.com:

• Active client database

• Prospective opportunities

• Milestones and proposals

• Compile and maintain project status reports (with Custom Programs)

Liaison with Associations and Partners

• Maintain ongoing, productive relationships with associations and partners

• Seek third-party partnerships (i.e., medical education companies) to develop programs.

Digital Empowerment

• In this role, you aren't just expected to manage tasks, you are empowered to redefine how they get done. We encourage our professionals to lean into the future of work by integrating advanced AI tools—such as Gemini, Claude, and ChatGPT, into their daily workflows. Whether you are leveraging large language models to streamline operations, using them as a creative sparring partner for high-level brainstorming, or deploying them to sharpen your personal organization, AI is a core component of our efficiency toolkit. We value candidates who move beyond manual execution, utilizing these network-available resources to automate the mundane and focus their energy on high-value, strategic decision-making.

Qualifications:

• College degree

• 10+ years experience in sales, 5+ years of selling experience to Pharmaceutical companies and/or media agencies

• Knowledge of pharma standards and disciplines and individual pharma procedures by company required

• Attend key medical conferences in respective markets to develop sales opportunities

• Travel required as needed to build relationships and new business

• Exceptional research, organizational, planning, and presentation skills

• Articulate and personable.   Able to work well with others, both internally and externally.

• Technologically proficient (G-Suite, Word, Excel, and PowerPoint)

• Work under deadline pressure; demonstrate a strong ability to multitask and prioritize.

• Good problem-solving skills

Compensation: $110,000 - $120,000

Benefits: Employees in this position are eligible to participate in the company sponsored benefit programs, including the following within the first 12 months of employment:

• Health Insurance (medical, dental, and vision coverage)
• Paid Time Off (including vacation, sick leave, and flexible holiday days)
• 401(k) Retirement Plan with employer matching
• Life and Disability Insurance
• Employee Assistance Program (EAP)
• Commuter and/or Transit Benefits (if applicable)
  

Eligibility for specific benefits may vary based on job classification, schedule (e.g., full-time vs. part-time), work location and length of employment.