Director, Strategic Accounts

This is a fully remote position, open to applicants in North Carolina, +2 more states.

📋 Description

• Lead a team of Strategic Account Leaders, responsible for strategy, growth, profitability, and customer experience across PSG strategic accounts.

• Establish direction for enterprise account planning and convert customer insights into coordinated, cross-divisional strategies.

• Collaborate with Business Unit Presidents and leaders in Commercial, Business Management, Strategic Relationship Management, Finance, Operations, Marketing, Strategy, and Commercial Operations.

• Engage with senior and C-suite customer stakeholders on critical opportunities, risks, and partnership matters.

• Own and oversee selected strategic account relationships and their performance.

• Create client-specific value propositions that facilitate growth, address issues, reduce costs, and enhance performance.

• Cultivate deep client relationships and growth plans while spearheading group-level commercial processes.

• Facilitate the opening and closing of new molecules and services through sales and corporate accounts teams.

• Direct group-level governance, assess relationship health, and expand existing business.

• Propel growth, profitability, share-of-spend, and strategic growth objectives.

• Contribute to account AOP target setting, pipeline review, and performance management.

• Lead and nurture a global team of Strategic Account Leaders, establishing expectations for account strategy, growth, customer experience, and execution.

• Mentor Strategic Account Leaders to foster senior and C-suite relationships.

• Direct strategic priorities, including growth plans, negotiation strategies, and partnership discussions.

• Implement and continuously enhance standardized processes and templates for financial reporting, governance, growth plans, account metrics, escalations, and dispute resolution.

• Generate and expand cross-divisional opportunities through enterprise synergies, portfolio whitespace, bundles, incentives, and rebates.

• Influence leaders on priorities regarding customer growth, capacity, investment, pricing, contracting, and enterprise initiatives.

• Manage performance, coaching, succession planning, talent attraction, retention, and development.

⛳️ Requirements

• 10+ years of progressive experience in commercial, strategic account, key account, or relationship management within pharmaceutical services, CDMO, CRO, biotech, life sciences, or related fields, including considerable leadership roles.

• Proven track record in leading strategic account or commercial teams and driving growth across large, complex global customer portfolios.

• Demonstrated ability to formulate enterprise account strategies, translate customer pipeline and portfolio insights into commercial priorities, and secure business across multiple divisions or service lines.

• Extensive experience in building trusted relationships and influencing senior executives and C-suite stakeholders, both internally and externally.

• Proven capability to lead within a highly matrixed organization, align diverse stakeholders, and drive cross-business execution without solely relying on direct authority.

• Strong financial and commercial acumen, encompassing forecasting, profitability, strategic pricing, complex deal structuring, contracting, portfolio management, and investment prioritization.

• Exceptional negotiation, influencing, communication, and presentation skills, complemented by strong analytical judgment, resilience, and a proactive approach.

• Demonstrated leadership in people management, including performance management, coaching, talent development, succession planning, and inclusive leadership for senior commercial talent.

• Proficiency in Salesforce and other CRM or sales management systems.

• Willingness to travel domestically and internationally approximately 20–30% of the time.

• Bachelor’s degree required.

• MBA or advanced scientific degree preferred.

🏝️ Benefits

• Variable annual bonus based on company, team, and/or individual performance results.

• National medical and dental plans.

• National vision plan.

• Health incentive programs.

• Employee assistance and family support programs.

• Commuter benefits.

• Tuition reimbursement.

• At least 120 hours of paid time off (PTO).

• 10 paid holidays annually.

• Paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave).

• Accident and life insurance.

• Short- and long-term disability.

• Competitive 401(k) U.S. retirement savings plan.

• Employees’ Stock Purchase Plan (ESPP) with discounted company stock.

• Fully remote work arrangement.