Location: Hybrid - Shelton and Boston, MA
35%+ Travel required, including international
Purpose
The Global Strategic and Growth Accounts Leader is a pivotal executive role responsible for steering the strategic direction and growth of key global accounts. This position requires a visionary leader with expertise in account management, strategic planning, and business development. The Senior Director will spearhead efforts to expand and deepen relationships with high-value clients, drive significant revenue growth, lead a global team of service delivery professionals, and ensure the successful execution of strategic initiatives that align with the company’s global objectives.
Responsibilities
Strategic Account Leadership:
Develop and execute the global strategy for managing and expanding strategic and growth accounts, ensuring alignment with the company’s overarching business goals and objectives.Identify and prioritize high-value accounts that present significant growth opportunities and tailor strategies to maximize their potential.Business Development and Growth:
Drive revenue growth by identifying new business opportunities within existing accounts and pursuing new strategic accounts to support global expansion.Lead efforts to develop and implement account-specific growth plans that address client needs and capitalize on market opportunities.Oversee the progression of opportunities through the sales pipeline including governance through CRM platform.Client Relationship Management:
Build and maintain strong, long-term relationships with key stakeholders within strategic accounts, ensuring high levels of client satisfaction and loyalty.Serve as the primary point of contact for senior executives and key decision-makers, addressing complex issues and ensuring effective resolution.Team Leadership and Development:
Lead, mentor, and develop a team of business development and service delivery professionals fostering a culture of excellence and high performance meeting contractual obligations.Set clear objectives, provide regular feedback, and support the professional growth of team members to achieve their individual and collective goals.Strategic Planning and Execution:
Collaborate with clients to understand their strategic goals, challenges, and needs, and develop tailored solutions to drive mutual success.Oversee the execution of account plans, ensuring timely delivery of services and solutions that meet or exceed client expectations.Cross-Functional Coordination:
Work closely with other departments, such as Sales, Marketing, Product Development, and Customer Success, to ensure a unified approach to account management and growth.Lead cross-functional teams to deliver integrated solutions and services, driving alignment and collaboration across the organization.Market Insights and Analysis:
Stay abreast of industry trends, market dynamics, and competitive landscape to identify emerging opportunities and inform strategic decision-making.Conduct in-depth market analysis to guide account development strategies and optimize growth initiatives.Performance Metrics and Reporting:
Define and monitor key performance indicators (KPIs) to assess the effectiveness of account management and growth strategies.Provide regular reports and updates to senior leadership on account/regional performance, growth achievements, and strategic insights.Contract Negotiation and Management:
Lead high-level negotiations and contract discussions with strategic and growth accounts, ensuring favorable terms and alignment with company objectives.Oversee the management of contractual agreements, ensuring compliance and addressing any issues that arise.Client Retention and Satisfaction:
Develop and implement strategies to enhance client retention and satisfaction, ensuring exceptional service delivery and value.Proactively address and resolve any client concerns or issues, maintaining a strong focus on client success.Basic Qualifications:
Bachelor’s degree in Business Administration, Sales, Marketing, or a related field; MBA or advanced degree preferred.10+ years of experience in strategic account management, business development, or a related field, with a proven track record in managing global accounts and driving growth.Travel 35%+ including international.Preferred Qualifications
Experience in strategic account management in regulated laboratory environments is preferred.Demonstrated leadership skills with experience managing and developing high-performing teams.Strong strategic thinking and problem-solving abilities, with a data-driven approach to decision-making.Exceptional client relationship management skills, with the ability to build and sustain long-term partnerships.Advanced negotiation and contract management skills, with experience handling high-value deals and complex agreements.Proficiency in CRM and account management software, with the ability to leverage data and analytics to drive strategy and performance.Excellent communication and interpersonal skills, with the ability to influence and collaborate with senior stakeholders and clients.The annual compensation range for this full-time position is $165,880 to $249,080. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.