Global Senior Client Executive

Description and Requirements

ABOUT WCG:

WCG’s clinical solutions are built on a foundation of best-in-class clinical services companies. We deliver transformational solutions that stimulate growth, foster compliance, and maximize efficiency for those performing clinical trials. WCG is proud to serve individuals on the frontlines of science and medicine, and the organizations striving to develop new products and therapies to improve the quality of human health. It is our role to empower them to accelerate advancement, while ensuring the risks of progress never outweigh the value of human life.

WHY WE LOVE WCG:

At WCG, our employees are our most valuable asset and as with all our assets, we invest in them with an eye toward future success. We provide each eligible employee with a comprehensive set of benefits designed to protect their personal and financial health and to help them make the most of their future.

• • Comprehensive Benefits package - Health, Dental, Vision, Life Disability, 401k with match, and flexible spending accounts
  • Employee Assistance Programs and additional work/life resources
  • Referral Bonuses and Tuition Reimbursement
  • Paid time off including holidays, vacation, and sick time
  • Opportunities for career development with on-the-job training, certification assistance and continuing education reimbursement

The expected base salary range for this position is $124,200 to $225,000 plus commission. This salary range may vary based on the candidate's qualifications, experience, skills, education, and geographic location.

JOB SUMMARY:

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 Global Account Team Lead also oversees a Global Account Team that oversees strategic and growth accounts. This team includes matrix responsibility for business development directors, account based marketer, inside sales, client success, and other core roles that build our most significant accounts. Responsibilities include orchestrating account strategy across a set of accounts, ensuring business development directors from different service lines are coordinated and working toward a unified plan. This role collaborates with internal teams, negotiating contracts, identifying growth opportunities, and analyzing data to ensure mutual success and meet revenue targets

ESSENTIAL DUTIES/RESPONSIBILITIES:

To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The accountabilities listed below are representative of the knowledge, skills, and/or ability required.

• 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
• Coordinating 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

CERTIFICATIONS/LICENSE/REGISTRATION REQUIREMENTS:

• None

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
• Self-motivated and self-directed
• 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
• 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
• Prioritize and manage time efficiently
• Proven results of delivering client solutions and meeting sales goals and metrics

SUPERVISORY RESPONSIBILITIES: None

TRAVEL REQUIREMENTS: 20% - 50%

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