VP, Enterprise Accounts (Remote)

About the role

The Global Account Team Lead is accountable for our commercial success with our strategic and growth accounts. They develop and maintain long-term relationships with strategic clients, focusing on understanding their needs to drive sales, improve client satisfaction, and foster strategic partnerships. The role oversees a Global Account Team that includes matrix responsibility for business development directors, account based marketers, inside sales, client success, and other core roles that build our most significant accounts.

Responsibilities

• Orchestrating account strategy across a set of accounts, ensuring business development directors from different service lines are coordinated and working toward a unified plan.
• Collaborating with internal teams, negotiating contracts, identifying growth opportunities, and analyzing data to ensure mutual success and meet revenue targets.
• To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily.

Essential Duties/Responsibilities

• Accountable for account outcomes (penetration, growth, cross-selling solutions, client satisfaction and renewal strategy)
• Accountable for the commercial targets for the strategic and growth accounts assigned to their global account team
• Developing a solid and trusting relationship with assigned key clients, including executive-level engagement as well as peer-to-peer relationships.
• Developing a complete understanding of key account needs to inform relevant solutions
• Developing and enforcing account plans and sales strategies for strategic and growth accounts
• Leading a cross-functional team, including business development, inside sales, marketing, product, strategic partnering, client success, and others
• Cooking up multi-service line pitches and proposals
• Ensuring consistent messaging and approach across reps in the team pod, including collaboration with marketing on the development of account based marketing plans and materials
• Understanding client data and analytics to identify opportunities for growth for the key account players
• Resolving issues or challenges that could impact our client relationships or their growth with WCG
• Anticipating key account changes and improvements
• Mentoring and coaching business development directors in building account plans, sales strategies, and relationships for their assigned growth accounts
• Managing communications between key clients and internal teams
• Strategic planning to improve client results
• Negotiating contracts and commercial terms with the client and establishing a timeline of performance
• Establishing and overseeing internal budgets with the company and external budgets with the client
• Collaborating with internal stakeholders across all of WCG to drive successful client outcomes, e.g., working with Product to deliver on the highest priority tech needs for our top accounts
• Planning and presenting reports on account progress, goals, and initiatives to share with team members, stakeholders, and possible use in future case studies or sales training
• Meeting all client needs and deliverables according to proposed timelines
• Analyzing client data to provide customer relationship management
• Overall responsibility for the collaboration of pod team (indirectly managing), including influencing, persuading, organization and strategic guidance
• Other duties as assigned by supervisor. These may, on occasion, be unrelated to the position described here.

Education Requirements

• Bachelor's degree in marketing, business administration, sales, or relevant field; Master's degree preferred

Qualifications/Experience

• Minimum of ten years' experience in sales, management, key account management, or relevant experience
• Minimum of three years in a leadership role managing others directly or indirectly
• Minimum of five years in clinical research industry in sales, marketing or operations roles
• Strong strategic thinking at the account level
• Proven track record for commercial growth on strategic accounts
• High collaboration and influencing skills without authority
• Ability to “connect dots" across service lines and identify growth levers
• Strong presentation skills and presence in front of senior leadership
• Excellent interpersonal relationship skills
• In-depth understanding of company key clients and their position in the industry
• Able to analyze data and sales statistics and translate results into better solutions
• In-depth understanding of company key clients and their position in the industry
• Able to analyze data and sales statistics and translate results into better solutions
• Proficient computer skills, and experience with Salesforce, CRM software and the Microsoft Office Suite
• Strong negotiation skills, with ability follow-through on client contracts
• Ability to multitask and manage more than one client account
• Prior proven results of delivering client solutions and meeting sales goals and metrics

Supervisory Responsibilities

None

Travel Requirements

20% - 50%