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Curia Global Head, Strategic Account Development in Boston, Massachusetts

Global Head, Strategic Account Development – Remote

We provide global contract research and manufacturing services to the pharmaceutical and biotechnology industries.

The Global Head of Key Strategic Account Development oversees activities of the entire key account management function, as well as proposals and is responsible for driving profitable growth with key market segments.

The Global Head of Strategic Account Development represents the whole spectrum of the business’s portfolio (Research and Development through Manufacturing) across the assigned Key accounts and ensures that robust strategic growth plans (Gross Awards, Revenues and Profit), P&L targets and excellent operational delivery are developed and attained. Responsibility includes leadership of a strong and experienced key account management team, managing to and achieving quarterly and annual targets, development of robust strategic plans to drive growth, solutions design, development and oversight of delivery to exceed customer expectations. The incumbent also involves the necessary parties in the development and execution of those plans. This role also leads the Proposal Development team to define and execute harmonized process for all functions

The Global Head of Strategic Account Development will operate in a transparent, proactive, accountable and collaborative way and will hold their entire KAM & Proposals departments to the same standard. They will have exceptional achievement drive and an eye for selecting and developing talent. Company ethical standards and policies will be upheld and a part of all that they do.

Join our talented workforce, where a commitment to excellence and a customer focused attitude is everything. We pursue excellence because our work has the power to improve patients’ lives with the pharmaceuticals we develop and manufacture.

Responsibilities

• Leadership/Supervisory Role: The two most prominent roles of the Global Head of Strategic Account Development is leadership over the key account and proposals function. In this position, the Global Head of Strategic Account Development proactively leads the business’s strategic account planning processes and develops growth and performance objectives, sales targets, and critical milestones for monthly/quarterly/annual periods

• Leads the department in assessing, clarifying, articulating, disseminating and validating customer needs on a regular basis. The role develops solutions that best address customer needs while simultaneously coordinating the involvement of the necessary stakeholders inclusive of support, service, and resource management in order to exceed key account performance objectives and the customers’ expectations

• Accountable for the achievement of the department’s assigned targets for profitable sales volume and achievement of the business’s overall objectives. The incumbent also formulates the departmental vision and values and oversees their adoption through the department, hence, forming the department’s working culture

• Acts as a leader and mentor to key proposal & key account personnel, assisting in the execution of duties where necessary, constantly honing their skills and ensuring constant professional development

• Drives and oversees the development of account specific growth strategies and approaches across the enterprise. The incumbent must understand customer strategic plans and can readily create solutions that help the customer achieve their overall strategy and growth plans as well as those of the company

• Contribute to establishing industry leading proposal messaging and initiatives that influence the position of the business in the industry, solidifying its position as a market leader

• Achieve sales, revenue and profit goals and strategies that advance the key accounts’ performance and enables the achievement of the department’s as well as the business’s financial goals

• Build strong and long-lasting relationships with customers through the creation of long- term planning and understanding. This also done through the establishment of a solid understanding of the competitive market in order to realize how best to acquire and retain high-value relationships and customers. The incumbent is accountable for ensuring customer ecosystems are mapped and is expert at guiding stakeholders through complex customer decision making processes. The incumbent understands customer company culture and work processes and ensures all who interact with customers are briefed and understand the nuances of working with them

• Engage in developing and deploying a best in class proposal team and process, key account events, seminars, and plays an active role in industry and forums to gather information that keeps the business ahead of competition and up to date with the latest best practices in account management, proposal messaging, and customer service

• Highly collaborative; works to create cross-functional engagements and understandings with appropriate departments to align goals and approaches that facilitate smooth achievement of proposal development objectives, key account objectives, develop and execute change initiatives that impact and influence the organization to be more customer centric. Work with finance in determining financial requirements for the department and developing the department’s internal budgetary allocation. Work closely with senior stakeholders in the establishment of departmental strategies, goals, targets and delivery

• Oversees and facilitates the gathering of research and data on customers, the market and the competitive environment in order to identify growth areas to exceed assigned targets and KPI’s. Partner with appropriate entities within the corporation to gain critical business intelligence. Gather, compile, analyze and create formal reports and presentations that will be used collaboratively in the formulation of decisions and strategies

• Measure the department’s performance, weighing it against the business’s targets and KPIs, which also enables the identification of areas of improvement and avails crucial information for strategic development of the business

Qualifications

• Bachelor’s Degree and preferably a Master’s Degree in Sales, Marketing, Customer Relationship Management, Business Management, Business Administration, Communications, or another related field

• 15+ years of industry experience in senior leadership

• 10+ years of key account management within a fast-paced and highly competitive business-to-business environment

• 5+ years of line management experience

• An impressive record of accomplishment in meeting and exceeding sales and profitability targets and in translating customer needs (expressed or unexpressed) into solutions and ensuring flawless execution

• Ability to lead, develop and motivate a senior team, leading them to surpassing of goals/targets

• Must be capable of maintaining clear, unambiguous, exhaustive, and fulfilling communications

• Ability to demonstrate an understanding of standard sales and profit analyses and an ability to extract useful insights from raw data and information for the purpose of strategy creation, furthering key account agendas, and enabling the achievement of goals and targets

• Demonstrate high proficiency in MS Word, PowerPoint, and MS Excel, which are necessary for the creation of visually, and verbally engaging reports and presentations for key stakeholders

  • U.S. employees of Curia Global Inc. and its subsidiaries (a “Company”) must be fully vaccinated against the COVID-19 virus and provide the Company with proof of vaccination as a condition of their employment except for U.S. employees who request and qualify under applicable law for disability and religious accommodations from the COVID-19 vaccine mandate. An applicant who receives an offer of employment from the Company for a position as a U.S. employee will be required to provide proof of vaccination, or to request and receive a disability or religious accommodation that the applicant is entitled to under applicable law, before their first day of employment or any earlier or later deadline specified by the Company in the offer letter. The Company is an equal opportunity employer and provides employment opportunities and makes employment decisions without regards to an individual’s disability or religion or on any other basis prohibited by applicable law.

Preferred

• Experience in leading business functions within a public company

All interested applicants must apply online. We are an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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