ИспанияCustomer Account Management, Senior (French or Italian speaker)
3 нед. назад
70k–95k EUR / годИспанияSenior
Responsible for managing and growing Track & Trace customer relationships and expanding adoption of 's platform.
Обязанности
- Successful Senior Customer Account Managers serve as the trusted commercial leaders for the Track & Trace ABP commercialization journey. They consistently retain and expand 's Track & Trace business, introduce new Track & Trace and compliance-related Agentic Business Processes, execute disciplined commercial processes, maintain predictable forecasts and high-quality pipelines, and identify strategic Supply Chain ABP opportunities. By combining strong customer relationships with operational excellence, they collaborate seamlessly across the organization to maximize long-term customer value across both commercialization journeys while delivering predictable business results.
Будет плюсом
- Life sciences, healthcare, supply chain, ERP, or enterprise SaaS experience.
- Knowledge of pharmaceutical compliance, serialization, or supply chain operations.
- Experience using MEDDPICC or similar enterprise opportunity qualification methodologies.
- Experience working in cross-functional enterprise commercial organizations.
Условия
- is committed to providing competitive compensation and benefits to all employees. This is the estimated base salary range for this role and should serve only as a guide. Final compensation offered may vary based on a variety of factors including but not limited to experience level, fit for the role, skills, domain knowledge, internal equity, budget, and location.
- EMEA Pay Range
- €70.000 — €95.000 EUR
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Другое
- is the world’s largest Agentic Business Network, enabling life sciences and healthcare companies to build and manage a scalable digital workforce of governed, no-code AI agents that execute and coordinate mission-critical supply chain operations alongside human teams. Powered by the Integrate-Once™ OPUS platform, links more than 300,000 network participants, enabling multi-enterprise processes at global scale.
- Founded in 2009 with the simple mission of protecting patients, today has 5 global offices, over 800 employees and more than 1700 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.
- is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.
- The Senior Customer Account Manager is responsible for protecting, growing, and strengthening 's Track & Trace customer relationships with our most valuable customers. Serving as the primary commercial owner for the Track & Trace Agentic Business Process (T&T ABP) commercialization journey across an assigned portfolio of customers, the Senior CAM helps customers maximize the value of their serialization, compliance, and digital compliance operations while expanding adoption of 's Track & Trace platform, compliance solutions, and Track & Trace-related Agentic Business Processes.
- The Senior CAM owns the complete commercial lifecycle of the T&T ABP journey, including customer strategy, renewals, compliance expansion, pipeline development, forecasting, and the introduction of new Track & Trace and compliance-related Agentic Business Processes that improve compliance, productivity, and operational performance.
- This is an outside sales/field-based role that requires hands-on executive relationship management, frequent on-site customer visits, and intentional territory planning. The CAM owns the complete commercial lifecycle of the T&T ABP journey, including account strategy, renewals, compliance expansion, pipeline development, forecasting, and the introduction of new Track & Trace and compliance-related Agentic Business Processes that improve compliance, productivity, and operational performance.
- Many customers will simultaneously pursue a broader Supply Chain Agentic Business Process (SC ABP) transformation journey. In these situations, the CAM works collaboratively with the SC ABP sales organization while independently owning the T&T ABP commercial relationship, ensuring customers experience a coordinated commercial engagement across both commercialization journeys.
- This role is ideal for a consultative enterprise account manager who excels at developing executive relationships, managing complex customer portfolios, executing disciplined commercial processes, and driving long-term customer value.
- Execute Field-Based Account Strategies: Proactively manage a high-touch, outside sales model with regular travel to customer sites to build intimacy, establish presence, and drive strategic initiatives.
- Lead In-Person Executive Sessions: Plan, coordinate, and lead high-impact, face-to-face Customer Operational Reviews (CORs), Executive Business Reviews (EBRs), commercial planning sessions, and strategic account reviews with C-suite and senior leaders.
- Build On-Site Relationships: Establish deep, trusted relationships across geographically dispersed teams, engaging on-site with business, compliance, supply chain, quality, and IT stakeholders.
- Serve as the primary commercial owner for the Track & Trace ABP commercialization journey across an assigned portfolio of customers.
- Develop and execute long-term account strategies that maximize customer value, recurring revenue, and commercial growth.
- Develop and maintain comprehensive account plans using 's WISE operating platform (an AI-powered Sales assistant).
- Build trusted relationships with executive, business, compliance, supply chain, quality, and IT stakeholders.
- Coordinate, prepare, and conduct Customer Operational Reviews (CORs), Executive Business Reviews (EBRs), commercial planning sessions, and strategic account reviews.
- Develop deep expertise in each customer's Track & Trace operating model, compliance processes, business priorities, and digital transformation initiatives.
- Develop and execute renewal strategies that maximize customer retention and long-term customer value.
- Build and maintain a healthy pipeline of renewal, Track & Trace expansion, compliance expansion, and Track & Trace ABP opportunities sufficient to achieve assigned business objectives.
- Identify, qualify, and close expansion opportunities across the Track & Trace portfolio.
- Position Track & Trace-related Agentic Business Processes that improve compliance execution, operational efficiency, and customer business outcomes.
- Position additional compliance capabilities including MINT Serialized Shipment, POET Compliance Exceptions, and future compliance-related products and services.
- Build business cases demonstrating operational, compliance, and financial value.
- Execute targeted commercial campaigns that reinforce 's differentiated value proposition.
- Execute opportunities using 's commercial methodology and sales process.
- Apply disciplined MEDDPICC qualification throughout the opportunity lifecycle to improve opportunity quality and forecast predictability.
- Maintain accurate forecasts, account plans, opportunity strategies, customer engagement plans, and commercial documentation within WISE and CRM.
- Ensure pipeline hygiene by maintaining accurate opportunity stages, close dates, next steps, qualification criteria, account strategies, and forecast commitments.
- Utilize value frameworks, business value tools, and commercial assets to execute consistent customer engagement and opportunity progression.
- Participate in forecast reviews, opportunity reviews, account strategy reviews, and business operating cadences.
- Identify customer initiatives involving broader supply chain transformation, operational digitalization, or AI-enabled operations.
- Introduce qualified Supply Chain ABP opportunities supported by documented customer objectives, business value hypotheses, executive stakeholder alignment, and MEDDPICC qualification.
- Partner closely with SC ABP teammates to coordinate customer engagement while maintaining ownership of the Track & Trace ABP commercialization journey.
- Present a unified commercial strategy that enables customers to pursue both commercialization journeys simultaneously.
- Proactively identify commercial, operational, competitive, and customer health risks.
- Coordinate internal resources to resolve customer issues and protect recurring revenue.
- Collaboratively partner closely with Customer Success, Professional Services, Product Management, Marketing, Solution Consulting, and Support to ensure successful customer outcomes.
- Represent customer priorities internally and advocate for customer success across the organization.
- T&T Revenue Retention (Gross Revenue Retention)
- T&T Expansion Annual Recurring Revenue
- Successful Introduction of Track & Trace Agentic Business Processes
- Acquisition of Customer Operational Reviews (CORs) and Executive Business Reviews (EBRs)
- Qualified Supply Chain ABP Opportunity Referrals
- Forecast Accuracy
- Pipeline Hygiene and Commercial Process Compliance
- Effective Adoption of WISE Commercial Methodology and MEDDPICC
- 6+ years of proven outside sales, field-based enterprise account management , strategic account development, or enterprise software sales experience managing tier-1 key accounts.
- Demonstrated track record in an outside sales model , including a history of travel (up to 30–50%) to conduct face-to-face meetings, host on-site EBRs, and build executive rapport in person.
- Experience managing complex strategic customer relationships.
- Demonstrated success protecting and expanding recurring software revenue.
- Experience engaging executive business and IT stakeholders.
- Strong commercial negotiation, opportunity qualification, forecasting, and account planning skills.
- Experience utilizing CRM systems and structured commercial sales methodologies.
- Proven record establishing collaborative internal cross-functional relationships
- Excellent written, verbal, and executive communication skills.
- Native proficiency in French or Italian and excellent English communication skills required.
- Outside Sales & Territory Management
- Field Presence & On-Site Executive Engagement
- Executive Relationship Management
- Strategic Account Planning