Responsibilities

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.