Key Responsibilities
- Develop a deep understanding of each client s strategy, portfolio, operating model, market dynamics, and regulatory constraints across GCC.
- Maintain a heatmap of opportunities: current spend, whitespace, competitive landscape, decision centers, procurement cycles, and risk flags.
- Own the end-to-end relationship with senior stakeholders (CxO, BU Heads, Digital/IT, Medical Affairs, Market Access, Supply Chain) to align on priorities and success metrics.
Stakeholder Engagement & Growth
- Build and execute a structured stakeholder engagement cadence (QBRs/MBRs, executive 1:1s, steering committees) with clear objectives and actions.
- Lead value-led conversations to uncover pain points (e.g., launch excellence, omnichannel orchestration, HCP engagement, patient support programs, PV, real-world evidence, supply reliability).
- Negotiate and close growth programs, renewals, and expansions consistently achieving or exceeding quarterly and annual plan numbers.
Account Planning & Governance
- Own the annual and rolling Account Plan (objectives, revenue targets, growth initiatives, deal pipeline, risk/mitigation, relationship map, competitive strategy).
- Maintain a 2 4 quarter rolling forecast with pipeline quality (coverage, stage hygiene, win probability, velocity).
- Drive disciplined governance: QBRs with clients; internal deal reviews; executive sponsorship plans; win/loss analyses.
Solutioning & POV Creation
- Partner with Client Principals and service delivery leads to craft proactive POVs and proposals that address client priorities (commercial, medical, regulatory, digital).
- Orchestrate thought leadership, pilots, and co-innovation workshops; translate insights into concrete opportunities with defined business cases and outcomes.
- Ensure solutions comply with local regulatory requirements and data privacy standards.
Internal Orchestration
- Coordinate cross-functional teams (delivery, pre-sales, pricing, finance etc) to drive opportunity momentum.
- Champion client feedback internally; influence offerings roadmap based on regional needs.
- Track execution quality, customer satisfaction (CSAT/NPS), and deliverables to secure renewals and references.
Required Qualifications
- 10+ years in account management, client leadership, or enterprise sales with a strong track record in pharma/life sciences.
- Demonstrated success achieving/exceeding annual plan numbers and managing large, complex accounts.
- Proven experience engaging senior stakeholders and building trusted relationships.
- Strong business acumen across pharma commercial, medical, and supply chain; familiarity with GCC regulatory context.
- Ability to work with multi-disciplinary teams in a matrix environment and translate client objectives into executable plans.
- Excellent communication, negotiation, and executive presence.
- Proficiency with CRM tools (e.g., Salesforce), pipeline management, and account planning methodologies.
Core Competencies
- Trusted Advisor Mindset: Empathy, credibility, and insight-led engagement.
- Strategic Account Management: Portfolio thinking, whitespace identification, commercial discipline.
- Deal Leadership: Opportunity shaping, value articulation, competitive strategy.
- Execution Excellence: Governance, forecasting, risk management, follow-through.
- Collaboration & Influence: Orchestration across client and internal teams.
- Analytical Rigor: Business case development, ROI modeling, data-driven decision-making.
KPIs & Success Measures
- Revenue Performance: Achievement of quarterly/annual plan; YoY growth; net revenue retention.
- Pipeline Health: Coverage ratio ( 3x), stage hygiene, conversion rates, cycle time.
- Client Satisfaction: QBR outcomes, CSAT/NPS, references and case studies secured.
- Engagement Cadence: Exec-level touchpoints, POVs delivered, workshops conducted.
- Renewals & Expansion: Renewal rate, cross-sell/upsell penetration.
- Governance Discipline: On-time account plans, forecast accuracy, risk logs maintained
