Account Strategy Director

Responsibilities

• Lead and coordinate RFP response processes from the sales perspective, partnering with Account Executives, bid defense teams, subject matter experts, and operational teams to develop winning strategies and ensure high-quality, competitive, and timely submissions
• Oversee proposal development workflows, timelines, and internal reviews; analyze win/loss data to continuously improve proposal strategies and approaches
• Create and maintain comprehensive customer maps identifying key stakeholders, decision-makers, and influencers within assigned accounts
• Research and document customer organizational structures, priorities, and strategic initiatives to support account planning and provide insights on customer needs, challenges, and opportunities
• Create and maintain detailed customer profiles and relationship histories to enable targeted account development
• Design and implement targeted break-in strategies to penetrate new departments or therapeutic areas within existing accounts, identifying potential entry points and developing tailored value propositions
• Serve as the liaison between Account Executives and internal departments, ensuring seamless communication and process coordination
• Support the creation of account-specific business development plans and monitor effectiveness of break-in strategies
• Guide contracts (SOW, CIS, etc.) through internal approval processes, coordinating with legal, finance, and operational teams to expedite document reviews and resolve workflow bottlenecks
• Conduct active prospecting to identify new opportunities within assigned accounts and coordinate strategic customer meetings for Account Executives
• Prepare comprehensive briefing materials and background information for customer interactions and support follow-up activities after customer engagements
• Demonstrate strategic thinking and problem-solving orientation to drive account growth and commercial success

Qualifications

• Bachelor's degree or equivalent professional experience
• Numerous years of previous experience working in Life Sciences, with proven track record in proposal development and business development
• Strong understanding of clinical research processes and CRO services
• Experience with customer relationship management systems and proposal management tools
• Knowledge of pharmaceutical industry trends, challenges, and regulatory environment
• Familiarity with contract negotiation and business terms in the CRO space
• Strong communication, organization, and problem-solving skills