Global Account Director
CXV Global is a leading solutions provider in the delivery of IT & Real Time Automation, Machine Vision, Serialization, Digital Transformation and Professional and Managed Services to global customers in high-end R&D & Manufacturing sites. Customers trust CXV Global to work in close partnership with their multinational R&D and manufacturing teams to deploy innovative technology solutions that meet their operational and supply chain goals in a highly responsive and commercially measurable way.
Before CXV Global, we began life over 30 years ago as three separate brands: Crest Solutions, Xyntek and VistaLink. Over 30 years, through strategic partnerships, we opened multiple offices and grew an extensive customer portfolio. As we grew it became a natural step to evolve into CXV Global and combine the commercial, R&D, experience, engineering power and scale of three brands. Now we are a global player at the forefront of numerous high end R&D and manufacturing sites. We work with over 100 blue chip clients across 10 time zones worldwide. What sets us apart is our ability to deliver proven technology and high quality, local service support. Between office locations in North America, Ireland, UK and Continental Europe, CXV Global have a comprehensive network of engineers and technical management that are commitment to innovating and putting our customers at the centre of what we do.
Job Description Summary:
The Global Key Account Director will drive revenue and accelerate growth across all platforms of the CXV Global organization. The best description of this person is a Rainmaker. They will have the ability to quickly drive $10 M in revenue globally within key target customers. They will do this by taking a holistic view of the customers business and act as trusted advisors. Using this approach, they will create strategic account plans and they will work alongside a team of cross-functional resources to develop and execute these plans. The role will work closely with regional commercial leaders and global functional leaders to support CXV Global objectives. This role will focus on automation within the life sciences sector globally with particular focus on helping R&D and Manufacturing facilities scale up to meet the increased demand for products due to the current Covid-19 pandemic.
Duties and Responsibilities:
Accelerate revenue growth and increase market share in assigned global accounts.
Set the account strategy that aligns customer needs with company capabilities.
Develop global Strategic Account Plans with the customer and review that plan in on-going business reviews.
Cultivate relationships with key influencers, decision makers, and executive leaders, in order to create partnerships that result in win-win solutions.
Engage the appropriate internal resources necessary to execute the strategic account plan.
Partner with national and regional sales leaders and other functional leaders (finance, legal, service, operations, product development) to gain alignment in strategic account plans and contract negotiations.
Partner with marketing teams to help develop and deliver the appropriate message for Global Key Customers
Keep internal stakeholders (national, regional, global) informed through a formal governance and communication process.
Meet (and hopefully exceed) revenue goals.
Demonstrated Competencies & Capabilities
Success in leading without authority (leading direct teams and matrixed groups)
Experience with Strategic Account management; preferable Global Strategic Account management.
Experience working in a highly matrixed management environment
Have a high degree of business acumen and experience selling to and serving large corporate customers
Experience managing the sales and buying process in order to meet quarterly and annual revenue targets
Be a relationship builder with an advisor mindset with proven success within the life sciences industry
Have a highly developed ability to think holistically about customers issues and be able to present practical value driven solutions to those issues.
Have a high degree of resilience and be capable of adapting quickly to change.
Actively engages in industry associations and meetings to acquire knowledge and identify relevant business opportunities.
Have the ability to be able to balance long and short term objective while keeping the development of the customers business at the centre of all decisions.
Experience setting system-level strategy, and coordinating system level execution of the strategy while leading the joint business planning process.
Experience leading quarterly business reviews to address performance, strategies and activities of the customer stakeholders.
Have the ability to step into the customers shoes and craft solutions that meet (hopeful exceed) their needs.
Qualifications and Experience Required
BA/BS in business and or life science related discipline. Advance degree preferred (e.g. MBA)
10+ years documented international sales success in broad range of engineering products, solutions and services within the Life Sciences industry.
10+ years prior experience in large account management (preferably global), including contract negotiation and execution and building C-Suite relationships within the Life Sciences industry
Successful management and leadership experience
Advanced knowledge of buying and contracting processes in the Life Science industry
Deep understanding of the Life Sciences industries both from a market and business model perspective
Experience working across business units, segments, functions & regions to drive results
Experience in solution selling within an engineering organisation
Must possess and maintain a valid driver's license
Must be willing to travel internationally extensively
Primary Work Location US / Europe
Additional Locations Due to the nature of the role there is an expectation that a large amount of travel time internationally will be required and expected.
A Career with CXV Global: Global Team, One Journey
Our reputation is built on our great global team of 350+ who share our vision and our brand values. We act with integrity and have a culture for commitment to doing the right thing and being ethical, genuine, accountable and trusted by our customers. We have a culture of mutual respect, diversity, honesty and openness where every team member is valued and contributes as part of a team.
At CXV Global we understand that our people are our greatest asset. For this reason and many others, we take care of them. The team here benefits from a Total Rewards package. This includes great personal benefits and professional growth opportunities.
A cutting-edge, innovative environment where you can see your ideas come to life
Use your own initiative and work closely with team members to deliver high quality solutions to clients
A structured approach to professional development
A commitment to lifelong education and learning
An attractive benefits package including healthcare and much more
Work/Life Balance. We all have lives outside of our careers which is why we strive to facilitate our employees