Regional Account Manager - Life Sciences/Pharma

Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued.

The Regional Account Manager - Life Sciences / Pharma will be responsible for the sophisticated strategic relationship management and account development strategies for Strategic Meeting Management Program in Healthcare and Pharma client industries. Responsible for strategic direction at a solution level and at a client/client portfolio level that drives client retention, revenue and profitability growth. This person will lead the client strategic meetings management relationship and associated strategies. Provides comprehensive leadership to their pharmaceutical client, leading all aspects of sourcing and planning of programs, providing client and team support and training, and leading special projects.

*Ideal candidate is in the Eastern Time Zone

What You Will Do:

Client Account management:

• Responsible for client retention, contract management, revenue growth, profitability, expansion and overall account performance.
• Oversee the strategic direction of the client’s meetings management program including providing thought leadership into the strategic plan, program goals and quarterly business reviews
• Partner with meetings operational teams, Travel, Card and other partners to deliver a comprehensive global relationship plan for the client.
• Act as the main point of strategic leadership/relationship contact coordinating the overall components of the meetings business and driving strategic development of the program
• Develop the client growth strategy inclusive of consulting engagements, up sell/cross-sell of additional event engagements or program expansion strategies
• Handle profitability of client portfolio (revenue, margin and receivables)        

Financial Management:

• Reviews and approves monthly client financial settlement summaries.
• Monitors direct/indirect reports in order to achieve the highest profitability on assigned account by tracking labor, invoicing on a timely basis, updating reporting systems, collecting commissions, and understanding profit points within their programs.
• Strategize, analyze, forecast, implement and run financial and operational measures to supervise results and ensure operational profitability.

Relationship Management:

• Provides meeting industry and product subject matter expertise from the pre-proposal stage to proposal qualification/development/delivery.
• Resolves customer inquiries which have been brought up, and coaches direct/dotted line reports to research and resolve customer inquiries.

Process Management:

• Coordinates with other Amex GBT leadership to prepare short and long-range project and financial forecasts.
• Ensures the account implementations and start-ups are successful based on client feedback and agreed upon measurements.
• Develops service recovery plans, ensures the plans are implemented, and improvement goals are achieved or exceeded.
•  Outlines strategy and communication plan for assigned group.              

People Management:

• Builds and encourages a positive and open work environment.
• Ensures teams are trained on Standard Operating Procedures (SOP), policies, performance reviews, client specifics, company strategies, values, and administration.
•  Evaluates staffing models to ensure appropriate staffing levels are in place.
• Conducts one-on-one meetings on a regular basis and ensures the PMP process is enhanced.

What We’re Looking For:

• Bachelor's degree preferred. MBA a plus
• 5-7 years of business experience
• Minimum of 5 years Corporate Meetings Management industry experience. Minimum of 2 years of Client management experience, via account management or operations
•  PHARMA Experience is a must
• Working knowledge of Cvent
• Strong knowledge business financials, contracts and service levels Excellent interpersonal and communications skills and experience at managing client expectations
• Travelling on regular basis can be required, 20%

Location

The US national annual base salary range for this position is from $70,000 to $140,000.  The national range provided includes the base salary that GBT expects to pay for the role.  Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant