Jack Ross is an account executive at MMIT. He joined the company in 2021, working as a business development representative and BDR effectiveness manager on the business development team until his promotion in January. Ross works with small pharmaceutical companies that are developing their first therapies, aligning MMIT services and solutions to meet their needs.
What does your day-to-day usually look like?
A typical day in my life is a lot of prep calls and client-facing calls. I also do a lot of research on pharmaceutical companies, look at where they are in the drug development cycle, and try to match our products and services with their needs. So there’s a lot of prospecting to new accounts, preparing for those conversations, and following up with how our services can help our clients get better results.
What are some of the larger projects you’re working on?
We’re bringing our real-world data into our solutions. There are a few clients that have been interested in how our real-world claims and lab data will be able to help them target physicians and patients. The goal is to help these companies get more patients using their brand, ensuring they can access a potentially lifesaving therapy. I was promoted into this role two months ago, so I’m just embarking on these conversations, and it’s been a big learning experience.
What are some of the common challenges of your role?
I would say time management is a big one. There’s a lot of work involved in finding new prospects, continuing the deals you currently have, and ultimately closing those deals. That’s a lot to balance in your day-to-day. You also must be able to overcome client objections, and there’s a lot of little challenges that can come up throughout the process. Some of these conversations take multiple meetings, which is another challenge.
What’s been your career highlight to date?
I’ve really stepped out of my comfort zone in the two years I’ve been here. Before I started here, I never would have thought I’d be picking up the phone and making cold calls, but I threw myself into it and it served me well. And I’d say my career highlight is this most recent promotion, it was a big jump for me and I’m very excited about the next phase of my career here. It’s been a big change, but I’m learning every day and it’s been a lot of fun.
What are some market access trends you think our clients should be aware of?
Lab and claims data are becoming a bigger piece of the puzzle. Most of our clients understand their coverage, but MMIT is able to do something really unique with our real-world data assets. With lab and claims data, we can map out strategies for targeting physicians and patients that clients might not have seen before. This will result in more patients getting on their therapy.
Which company principle resonates most with you?
Bold, passionate and mission-first. I think one of the reasons I was able to be so bold in this unknown space is because what MMIT does is really special, even though it’s very complicated. At the end of the day, we’re improving the lives of patients. When you improve someone’s ability to access a drug, it can save and prolong lives. It’s a long-winded way of saying I believe in our mission, and that makes it easy to be passionate.
What would you tell someone just starting their career with MMIT?
Just hang on! This space is very tough and complex, you’re going to learn something new every single day. I’m over two years in now, and I’m still learning new things every day. My advice would be to get comfortable being uncomfortable. You’re never going to know everything, and that’s a good thing. Ask questions, be courageous and be passionate.
Where do you see Norstella in the next year or two?
I see us taking over patient and physician targeting. We’ll have expanded our solutions past coverage data into new areas that we haven’t been in before. This means new clients, personas and budgets. We’re moving in the direction of being a one-stop shop from pipeline to patient and I am excited to see where the next few years take us.
What do you like most about working at MMIT?
Knowing that I’m making a difference at the end of the day. I know a lot of times any job can get tough, we can get swamped in work, but when I think about the mission we’re trying to accomplish, it’s really rewarding. I’m passionate about my work because I know it’s doing good for people. Our people are also another highlight. From the second I started here, I had a warm welcome and felt like a part of the team. That helped me be courageous and feel comfortable asking a ton of questions.
What do you like to do outside of work?
I went to school for sports management, so I’ve always loved playing sports and being active. Right now, I’m big into golf, and I also love running when I have spare time. I spend a lot of time with family and friends, and I love to travel.
