Mission of the Role:
The Vice President, Strategic Accounts grows and drives existing accounts. The role will meet quarterly and annual sales targets. Additionally, this individual is responsible for development of processes to ensure all client needs are being met within efficient means, encouraging communication and ongoing education of difficult topics among Sales and Delivery teams, and enhancing productivity to address client satisfaction and/or project completion concerns fairly and in a timely fashion. This is the ideal role for someone who is driven by their own success, a strong networker, and an effective teacher and communicator.
Essential Duties and Responsibilities:
Overall responsibility for the growth and profitability of assigned strategic accounts.
Ensure that pricing is optimized and follows company pricing policy, scope changes are recosted accurately and discounts where necessary are suitable and appropriate, thus providing a consistent sales presence to complement the field-level sales and operations aspects of managing the account(s).
Utilize account data to create strategies and develop plans that are executed and reviewed on an ongoing basis to grow the business. Review accounts monthly versus sales and revenue goals.
Provide support as necessary for reporting of current sales, revenue, conversion and other data for internal analysis and client reviews.
Supervise day-to-day and strategic aspects of accounts. Monitor operational aspects of projects, acting, as necessary, as liaison between client and M3.
Nurture a client-centric culture in your accounts with strong sales behaviours.
Serve as VP point of escalation for any delivery concerns.
Collaborate with Global Sales and Delivery teams to develop uniform processes and their distribution among all teams; establish and maintain department procedures; provide feedback and make suggestions striving for continuous improvement and education.
Supporting the SVP, Business Development as a liaison between the Sales and Delivery teams to ensure client satisfaction is prioritized on all fieldwork projects; on all client-facing activity, provide superior customer service to insure properly executed project fielding and delivery; Enable delivery teams success with correct project handovers and a strong emphasis on proper IKOs (Internal Kick-Off meeting).
Serve as a CRM advocate, assisting with training and being responsible for keeping account data clean and current.
Serve as contact point for new hire onboarding for the UK Sales team.
Mentor and advise Client Service Directors and Account Managers serving as a reference to assist with problem solving, custom project solutions, and fieldwork planning, supporting workstreams and delegating coverage as needed.
Lead client service initiatives regarding procedures and standards to enhance business communication, increase productivity, and increase client satisfaction.