VP, Enterprise Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Responsible for achieving account outcomes, including penetration, growth, cross-selling solutions, client satisfaction, and renewal strategies.

• Accountable for the commercial objectives related to the strategic and growth accounts assigned to their global account team.

• Cultivating a solid and trustworthy relationship with assigned key clients, which includes engaging with executives as well as building peer-to-peer connections.

• Gaining a comprehensive understanding of key account needs to provide relevant solutions.

• Formulating and implementing account plans and sales strategies for strategic and growth accounts.

• Leading a cross-functional team that includes business development, inside sales, marketing, product, strategic partnerships, client success, and others.

• Coordinating multi-service line pitches and proposals effectively.

• Ensuring consistent messaging and methods across representatives in the team pod, including collaborating with marketing to develop account-based marketing plans and materials.

• Analyzing client data and analytics to identify growth opportunities for key account players.

• Addressing issues or challenges that may affect client relationships or their growth with WCG.

• Anticipating changes and improvements needed for key accounts.

• Mentoring and coaching business development directors in creating account plans, sales strategies, and nurturing relationships for their assigned growth accounts.

• Managing communications between key clients and internal teams.

• Engaging in strategic planning to enhance client results.

• Negotiating contracts and commercial terms with clients and establishing performance timelines.

• Establishing and overseeing both internal budgets within the company and external budgets with clients.

• Collaborating with internal stakeholders across all of WCG to ensure successful client outcomes, such as working with Product to address 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 potentially for future case studies or sales training.

• Meeting all client needs and deliverables according to the proposed timelines.

• Analyzing client data to manage customer relationships effectively.

• Overall responsibility for the collaboration of the pod team (indirectly managing), including influencing, persuading, organizing, and providing strategic guidance.

• Additional tasks as assigned by the supervisor, which may occasionally be unrelated to the described position.

⛳️ Requirements

• A minimum of ten years of experience in sales, management, key account management, or relevant fields.

• At least three years in a leadership role managing others directly or indirectly.

• A minimum of five years in the clinical research industry in sales, marketing, or operations roles.

• Strong strategic thinking capabilities at the account level.

• Demonstrated success in achieving commercial growth for strategic accounts.

• Excellent collaboration and influencing skills without formal authority.

• Ability to connect different service lines and identify growth opportunities.

• Strong presentation skills and a commanding presence in front of senior leadership.

• Self-motivated and directed individual.

• Exceptional interpersonal relationship skills.

• Comprehensive understanding of the company's key clients and their position within the industry.

• Capability to analyze data and sales statistics, translating results into improved solutions.

• Proficient in computer skills, with experience using Salesforce, CRM software, and the Microsoft Office Suite.

• Strong negotiation skills, with the ability to follow through on client contracts.

• Capacity to multitask and manage multiple client accounts effectively.

• Prioritization and time management skills.

• Proven track record of delivering client solutions and achieving sales goals and metrics.

🏝️ Benefits

• Comprehensive benefits package including Health, Dental, Vision, Life Disability, 401k with matching contributions, and flexible spending accounts.

• Employee Assistance Programs along with additional work/life resources.

• Referral bonuses and tuition reimbursement opportunities.

• Paid time off encompassing holidays, vacation, and sick leave.

• Opportunities for career development through on-the-job training, certification assistance, and continuing education reimbursement.