Job Description
Senior Strategic Account Director - CRO - (9700.34)
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Job Title
Senior Strategic Account Director - CRO
Location
GB (Primary)
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London, W2 1HQ GB
Nottingham, GB
Spain - Madrid
Job Description
Senior Strategic Account Director
Location: UK
About RWS:
RWS Holdings plc is the world’s leading provider of technology-enabled language, content management and intellectual property services. We help our customers to connect with and bring new ideas to people globally by communicating business critical content at scale and enabling the protection and realization of their innovations.
Our vision is to help organizations interact effectively with people anywhere in the world by solving their language, content and market access challenges through our collective global intelligence, deep expertise and smart technology.
Customers include 90 of the globe’s top 100 brands, the top 10 pharmaceutical companies and 18 of the top 20 patent filers worldwide. Our client base spans Europe, Asia Pacific, and North and South America across the technology, pharmaceutical, medical, legal, chemical, automotive, government and telecommunications sectors, which we serve from offices across five continents.
Founded in 1958, RWS is headquartered in the UK and publicly listed on AIM, the London Stock Exchange regulated market (RWS.L).
For further information, please visit: www.rws.com
RWS Regulated Industries division: provides a full suite of language services exclusively for highly regulated industries such as Life Sciences, Healthcare, Financial services, and Legal industries. This includes language solutions for clinical trial management and linguistic validation of Clinical Outcomes Assessments (COAs), insurance, retail, commercial and investment banking, compliance, mergers & acquisitions and Litigation
About The Role:
Under the direction of the VP of Sales, the Senior Strategic Account Director, performs a range of strategic and tactical activities to create and sustain long-term client relationships that result in generating business and profitable growth with existing clients. Applies advanced product and functional expertise in nurturing client relationships and driving revenue growth. Manages client relationships with targeted existing portfolio accounts and develops opportunities with new divisions in order to maximize client revenue growth and overall satisfaction. The Senior Strategic Account Director is an integral part of the sales team focusing on achieving enterprise client success through innovation and high-quality service delivery. Success is driven by strong communication, organizational skills, influence, and a keen ability to clearly understand client requirements, working closely with Production and the rest of the sales team.
The Senior Strategic Account Director proactively ensures high client retention and maximum revenue growth by working closely with project, account and solutions teams to coordinate and execute strategic initiatives, pricing strategies, and growth programs across interconnected accounts. This includes gaining a deep and solid understanding of clients’ organizational structures, business entities, procurement processes, management objectives, general processes and product focus, as well as recognizing changing needs and expectations.
Responsibilities:
* Operational Excellence – Develops account plans and account specific strategies to grow existing accounts and develop new business in line with overall sales strategies and revenue goals. Sustains relationships with existing customers to ensure client satisfaction and general new revenue streams. Actively pursues new market opportunities and clients. Leverages broader sales team resources (e.g. Solution Consultants) to demonstrate how RWS product and services address the client’s specific business needs. Manages the overall sales cycle to ensure it progresses smoothly, and proactively addresses issues. Negotiates contract details to balance the requirements with the customer, while maintaining profitability. Ensures all appropriate records and client information is maintained in the appropriate systems.
* Delivers Quality, Value, and Results – Applies a consultative approach to understanding the client’s business needs and generating creative ways RWS solutions can meet their needs. Assembles a sales team (e.g., Solution Consultant, Product Management) to demonstrate to the client partnership and collaboration, building trust and advocacy. Understands current landscape related to competitors, market influences, standards and regulation and adjusts sales tactic to address these areas. Focuses on improving the customer experience by continuously improving sales approaches and listening to customer’s issues and concerns.
* Functional Excellence – Champions the “voice of the customer” to help internal stakeholders understand the customer perspective and business challenges. Works closely with cross-functional teams to understand the product roadmap and provide insight on customer needs. Actively participates in external forums (e.g., professional associations, conferences) that provides insights to trends and development within his/her clients industry. Shares information and knowledge with broader sales team to help improve overall effectiveness.
* Relationship Building – Develops strong working relationships with his/her/their client at progressively more senior levels by increasing his/her/their visibility to client, offering consultative insight, and being responsive to questions and requests. Cultivates customer confidence and loyalty by demonstrating a deep understanding of the client business, goals and needs. Broadens and nurtures external networks in his/her/their industry through various events and contacts (e.g., trade shows, conferences, professional associations.) Is trusted by internal sales support teams to work in a collaborative and constructive manner.
Seniority Classification:
* Able to demonstrate mastery in applying theories, principles, concepts, and methodologies to innovative solutions. Plans and completes assignments, resolving most conflicts independently.
* Applies advanced subject matter knowledge to complex business issues; seen as a subject matter expert.
* Works on complex problems/projects where analysis of situations or data requires an in-depth evaluation of multiple factors and works complex problems through to resolution.
* Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives.
* Leads and/or provides expertise to functional project teams; may participate in cross-functional initiatives.
* Provides mentoring and guidance to lower level employees
* Acts as an expert providing direction and guidance to process improvements and establishing policies
* Determines methods and procedures on new assignments
* May coordinate activities of others in Lead role
Critical Skills & Competencies
* Business Acumen – Demonstrates understanding of business concepts, strategy, structures and processes.
* Calculated Risk Taking - Takes action that aims to achieve advantages or benefits when the possible negative consequences are understood upfront.
* Change Agility - Adaptable, curious individuals who experiment and can navigate the stress and discomfort of change.
* Communication - Clearly conveys information and ideas through a variety of media and in a manner that engages others, helping them understand and retain the message.
* Confidence - Demonstrates belief in his/her/their own abilities, creating a good impression.
* Creativity & Innovation - Creates and promotes new ideas and applies them to develop new or improved results.
* Customer Focus - Demonstrates concern and takes action for meeting and exceeding their customer’s expectations and requirements.
* Decision Making - Makes timely decisions after carefully considering alternative courses of action, evaluating the facts, goals, constraints, and risks and applying sound judgement.
* Influence - Develops and applies appropriate strategies to gain the support of others.
* Negotiation – Explores alternatives and positions to reach positive outcomes that gain the support and acceptance of parties who are involved.
* Problem Solving – Systematically and logically identifies and weighs options to resolve problems, generating solutions after reviewing all relevant information, including risks and the impact of potential solutions.
* Relationship Agility – Relationship builders who are very self-aware, can inspire others, and can easily build relationships and interact with a wide variety of diverse people in a variety of situations.
* Results Orientation – Successfully achieves results, diligently working to overcome obstacles to achieve goals.
* Strategic Thinking – Demonstrates an understanding of the industry and its competitive dynamics, using knowledge of business trends to identify business implications, strategies, plans, goals and/or actions.
* Works Across Boundaries - Shows a genuine effort to work as a unified organization to achieve business goals.
Education & Experience Requirements:
Any combination of education and experience providing the required skill and knowledge for successful performance would be qualifying. Typical qualifications would be equivalent to:
* Bachelor’s degree in Business, Language, or other related field.
* Minimum five-eight years’ experience in the localization and translation industry with solid knowledge of translation and publishing processes.
* 5+ years of hands-on experience managing enterprise-level client accounts and relationships.
* Demonstrated successful experience in development and implementation of complex enterprise account strategies strongly preferred.
* Experience in training, mentoring, and coaching team members preferred.
* Understanding of translation management tools (CAT tools).
Life at RWS - We work hard together to deliver for our customers; our expertise, professionalism and determination to never let others down drives us to be passionate and serious about what we do, deliver customer value, yet always adding a human touch
As a company focused on connecting people through language, diversity and inclusion are fundamental to our company culture. RWS is an Equal Opportunities Employer and we are committed in ensuring that all employees work in an environment free from all forms of harassment and discrimination and one that actively promotes teamwork, diversity and trust. All employees have a right to be treated with respect and dignity. RWS operate in a manner for the inclusion of all - any form of discrimination is expressly prohibited. Employees are selected and promoted on merit alone and no other factors whether race, gender, age, religion, marital status, gender identity or disability are taken into consideration.
We are proud to work in a company where all can succeed and grow their career and while RWS operates in accordance with all local employment laws, if local law enables any form of discrimination this is against RWS company policy and we will adhere to the highest standard.
Recruitment Agencies: RWS Group PLC does not accept agency resumes. Please do not forward any unsolicited resumes to any RWS employees. Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.