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Apio Learning - Account Director

Business Type: Medical Communications Agency
Job Type: Medcomms Account Management
Job Level: Management
Position: Full Time
Salary: Competitive
Location: London
Reference: OH-AP
Job Details:

Apio is a learning company dedicated to all parts of the pharmaceutical and life sciences sector. We work with companies who have made the connection that by strategically focussing on learning done well, they enable commercial success.

Apio brings an unrivalled combination of workplace learning, healthcare, creative and digital expertise. We work daily with world’s top pharma and life science businesses, supporting them on their quest to deliver transformational outcomes to patients through their medicines and services. Our learning work is super-charged by our learning and learning technology experts. They have worked on learning transformation programmes across the FTSE 100 landscape. Their expertise in creating meaningful learning experiences and programmes span issues common to all businesses focussed on outperforming their market: business transformation, developing capability and skills, managing risk and supporting performance.

We have purposefully built our learning offering to meet the fast-moving and highly specialised requirements of the pharma and life sciences sector while offering valuable expertise in what it takes to design, deploy and measure world-class learning programmes.

Apio are part of Ogilvy Health UK, comprising of over 140 healthcare communication specialists across the disciplines of workplace learning, medical education, brand promotion and digital, consulting and public relations who provide strategic, integrated communication solutions for many of the biggest names in the pharmaceutical industry. We believe we are like no other: we blaze new trails; we encourage a culture of creativity and innovation; we challenge as well as generously reward our team.

We are also part of WPP Health practice which brings together our great network of healthcare specialists within WPP to make us even more compelling an offer to clients and employees alike.


We are looking for an experienced Account Director to help develop and grow Apio''s business activities. This role will have a strong business development focus. You must have at least two years’ experience as an account director in the learning services/learning technology industry. Ideally, you will have experience with pharma and life sciences companies. You will be smart, learning tech-savvy, commercial and most importantly, able to cultivate trusted relationships with clients and colleagues that focus on developing workplace learning solutions that make real sense for client’s needs.

This role will involve working as a key account lead to support our client optimise their strategies and tactics to modernise workplace learning for audiences ranging from sales force to supply chain to R&D. We aim to consistently go above and beyond clients’ expectations to deliver effective solutions as well as to establish strong relationships with stakeholders. Candidates will need a strong background in client management as well as relevant project management experience required to lead and develop accounts focused on learning services and solutions. We always challenge ourselves to do things differently and not just repackage what has gone before, and we need our Account Directors to be enthusiastic about drawing on the experience afforded by a large agency to develop proposals that are truly innovative and stand out. A good understanding of the digital aspects of workplace learning is a must.

Business development is a key part of this role and the successful candidate will work in close collaboration with client leads to drive new business development. This will involve leading the strategic direction of assigned existing accounts to ensure organic business growth as well as identifying and developing wider new business opportunities, inputting into and being part of pitches, and presenting credentials and proposals to clients. We are looking for someone with a real flair, appetite and enthusiasm for new business. This is an opportunity to become involved early in the exciting future of a specialised learning business. Given the nature of our business and value to cultivating client relationships, there will be a requirement for UK and European travel.

Internal responsibilities will include the mentoring and/or line management of junior team members and financial management such as responsibility for monthly internal reporting, maintaining and updating accurate internal account revenue forecasts and hitting revenue and recoverability targets.

Growing Existing Business:

  • Understand the company’s goal and purpose to continually enhance the company’s performance.
  • Identify and follow up new business opportunities within existing client pool.
  • Present new products and services and enhance existing relationships.
  • Establish and maintain a good working knowledge of Ogilvy Health and WPP Health Practice broader offerings
  • Attend marketing events when appropriate to support the growth of the business.
  • Know your client companies inside and out, know the stakeholders, structure, pains, promises, and hopes.

New Business:

  • Collaboratively develop learning proposals with the team that speak to the client’s people needs, concerns, and business objectives.
  • Identify new business prospects.
  • Drive, develop and present at new business pitches.
  • Regular and frequent communication with prospects.
  • Ensure staff ownership and responsibility for pitch projects.
  • Ensure proposals are costed according to internal procedures and all relevant internal team stakeholders scope and contribute accordingly across finance, learning, project delivery, digital, creative, writing and quality control.
  • Ensure that appropriate support is available for pitch teams and make recommendations where necessary.
  • Maintain awareness of expertise within the group and deploy as necessary in pitch situations.

Account Direction

  • Direct account team activity to ensure learning programmes are developed and implemented according to specified processes and quality standards.
  • Work with technical staff and other internal colleagues to meet customer needs.
  • Shape the long-term strategic direction of accounts and ensure current activities and budgets provide future business opportunities.
  • Input into brainstorms and aid development of the strategic and creative direction of accounts.
  • Maintain strategic overview of accounts, keep abreast and advising clients of relevant issues and events in learning and pharma & life sciences in general.
  • Ensure ownership and responsibility for projects from all team members.
  • Be aware of financial status of accounts, take responsibility for account profitability.
  • Review and provide up-to-date phasing of internal budgets to ensure forecast and capacity/resource reports are accurate.
  • Negotiate financial arrangements with clients.

Client Liaison

  • Actively participate in the development of client learning strategy and thinking.
  • Arrange and participate in internal and external client debriefs, undertake client appraisal mechanisms and ensure outcomes are implemented.
  • Establish and maintain a role as consultant/adviser to clients in partnership with senior team members as and when appropriate.
  • Maintain social contact with client personnel and contact about the strategic direction of the account, staffing, issues etc.

People Management (where applicable)

  • Lead and motivate supervised staff to fulfil their potential and assume responsibility/accountability appropriate to their position.
  • Take on line management responsibilities including conducting appraisal interviews and monitoring of appraisal objectives.
  • Make recommendations to senior team regarding staff development and account resourcing respectively.
  • Participate in interviewing and recruiting of new staff, where appropriate.
  • Take an active role in ‘on the job’ training of staff.
  • Ensure team understanding of client corporate values and personality profiles of individual clients.

Regulatory Knowledge

  • Maintain a thorough understanding of all relevant codes of practice/legislation and apply this to projects and proposals.

Posted: 20/03/2020 | NPJ Ref: 252125 | NPJ Original URL
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