VP, Enterprise Accounts

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WCG

Site WebLinkedInTous les Emplois

1001 - 5000 employés

🏥 Santé

💊 Pharmaceutique

☁️ SaaS

💰 Private Equity Round - WCG en 2019-11

Healthcare • Pharmaceuticals • SaaS

WCG est une entreprise mondiale de services de recherche clinique et de technologies qui soutient les promoteurs, les CRO, les sites de recherche et les institutions à travers le cycle de vie des essais cliniques. Fondée en tant que leader dans l'évaluation éthique indépendante, WCG fournit des examens IRB et IBC, des comités de surveillance des données, des services de facilitation de sites et de démarrage d'études, de recrutement et de fidélisation des participants, ainsi que des données et insights (y compris l'étalonnage, le conseil statistique et la prévision d'essais alimentée par l'IA). L'entreprise propose également une suite de plateformes technologiques (par exemple, ClinSphere®, eReview Manager, Total Enrollment, Total Feasibility) et de grands ensembles de données de protocoles et de performances pour aider à concevoir, planifier et mener des essais de manière plus efficace et conforme. WCG se positionne comme un partenaire des organisations biopharmaceutiques et de recherche médicale pour accélérer l'activation des essais, améliorer l'inscription et assurer la conformité réglementaire et éthique.

Description

• 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.

🎯 Exigences

• 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.

🏖️ Avantages

• 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