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Fishawack Communications Ltd
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Job Details
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Account Director - Medical Communications

Business Type: Medical Communications Agency
Job Type: Medcomms Account Management
Job Level: Experienced (non manager)
Position: Full Time
Salary: £Competitive + Excellent Benefits
Location: USA - Pennsylvania
Reference: AD-US1
Job Details:

Account Director - Medical Communications

Salary: £Competitive + Excellent Benefits

Location: Conshohocken, Philadelphia (OR fully remote)


About the role            


The Fishawack Account Director (AD) is responsible for the overall health of an account and includes developing existing accounts to their full potential through relationship building with clients and supporting the delivery team to ensure that we achieve excellence in the services that we offer, to budget, schedule and agreed specification.




Five core responsibilities underpin the role of the Fishawack AD:

  • Client management
  • Strategic and commercial insight/added value
  • Account team leadership
  • Business development
  • Financial/KPI accountability


Client management

  • Developing strong client relationships, and developing and maintaining a client engagement plan
  • Identify client team/product stakeholders
  • Understand the roles, hierarchy and dynamics of the client team
  • Create effective partnerships, rather than vendor relationships, with clients
  • Encourage internal team to develop effective, long-lasting client relationships
  • Take a lead in managing the expectations of clients, pro-actively ensuring that client expectations are being met/managed
  • Work with CD to develop and maintain a client engagement plan
  • Identify potential client issues early and work with CD/Ops team to manage
  • Advise the client on budget priorities and budget spend as appropriate
  • With the support of the SAD/CSD/CD, develop and lead client on-boarding meetings
  • Update CRM (client meetings, objectives, financial insights)
  • Perform internal and external risk management of accounts


Strategic and commercial insight

  • Providing ‘added value’ at the account and deliverable level
  • Have an understanding of the therapy area, product and market, and ensure internal and client teams are aware of updates
  • Understand client processes and help relate to team members
  • Drive strategic elements of the account e.g. communication and publication plans
  • Understand and identify key client objectives for all deliverables and be able to advise on best approaches


Account team leadership

  • Motivating internal team, instilling project ownership and ensuring smooth running of accounts
  • Have an overview of all live projects and full ‘big picture’ of the account needs
  • Develop effective working relationships with the internal Fishawack teams
  • Represent the client to the Fishawack team, challenging the internal team regarding client expectations
  • Work closely with the Editorial Lead and Project Manager to on-board new team members ensuring a robust account integration plan is in place (e.g. therapy area training/communication to clients/compliance)
  • Be familiar with the core requirements of the MSA and ensure rollout to the team and ongoing adherence (including compliance training, Sunshine/EFPIA reporting, AE reporting, financial aspects etc.)
  • Regularly review (quarterly) performance of account team (quality/project recoveries/timelines)
  • Understand roles and responsibilities across the account and how they interact
  • Have a thorough understanding of Fishawack Group processes and work with account team to ensure adherence
  • Understand potential challenges faced by all roles and be able to help navigate (with support from function leads)
  • Have an overview of resource requirement for your accounts and interact with functional heads to ensure adequate provision
  • Lead project debriefs
  • Support team with any request
  • Ensure internal team is receptive to account opportunities


Business development

  • Identifying account opportunities and making recommendations to the client 
  • Develop and manage account plan, with support from SAD/CSD/CD
  • Brainstorm opportunities through regular (quarterly) account team development meetings
  • Arrange regular (minimum, quarterly) review meetings with client to:
  • Review status (performance and satisfaction)
  • Prospectively plan future work
  • Track clients as they move on from account teams
  • Lead development of proposals on existing accounts to drive organic growth
  • Have a thorough knowledge of Group capabilities and service offerings and apply through identifying opportunities for new projects based on client needs

Financial/KPI accountability

  • Achieving financial and account recovery rate targets 
  • Demonstrate understanding of organizational metrics and what is needed from account teams including recover-ability, workload & phasing accuracy
  • Support CD with MSA content /amends in readiness for negotiations and interactions with procurement
  • Develop financial account plan, including:
  • Account forecast (e.g. high growth account, maintain status quo, manage decline), plus rationale
  • Financial targets, plus rationale
  • Run end of month meetings to review health of account/core metrics
  • Lead end-month core team updates
  • Secure profitable ongoing business to meet targets - projects being estimated correctly and reconciliations conducted



  • 4-year post secondary education, or equivalent experience
  • A-level minimum; degree preferable; science degree advantageous
  • 8+ years in account/project management position, preferably in healthcare
  • Microsoft Office suite
  • Self-motivated, professional and team player, someone people like working for and with, with strong decision-making capabilities
  • Pursues everything with energy, drive and commitment

Posted: 29/06/2020 | NPJ Ref: 255699 | NPJ Original URL
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