VP, Enterprise Accounts

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WCG

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

🏥 Saúde

💊 Farmacêutico

☁️ SaaS

💰 Private Equity Round - WCG em 2019-11

Healthcare • Pharmaceuticals • SaaS

A WCG é uma empresa global de serviços e tecnologia para pesquisa clínica que apoia patrocinadores, CROs, centros de pesquisa e instituições durante todo o ciclo de vida dos ensaios clínicos. Fundada como líder em revisão ética independente, a WCG fornece revisão de IRB e IBC, comitês de monitoramento de dados, capacitação de sites e serviços de iniciação de estudos, recrutamento e retenção de participantes, e dados & insights (incluindo benchmarking, consultoria estatística e previsão de ensaios impulsionada por IA). A empresa também oferece um conjunto de plataformas tecnológicas (por exemplo, ClinSphere®, eReview Manager, Total Enrollment, Total Feasibility) e grandes conjuntos de dados de protocolos e desempenho para ajudar a projetar, planejar e conduzir ensaios de forma mais eficiente e em conformidade. A WCG se posiciona como parceira de organizações de biofarma e pesquisa médica para acelerar a ativação de ensaios, melhorar o recrutamento e garantir conformidade regulatória e ética.

Descrição

• 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.

🎯 Requisitos

• 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.

🏖️ Benefícios

• 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