Vice President, Strategic Account Management and Solutioning

Key Responsibilities

• Develop, recruit, manage, and lead a National Strategic Accounts program organization with focus on cross functional IG partnerships within ATS, BNI and client experience.
• Ensure that role has a viable succession plan by the end of the first 12 months in the role
• Drive a pipeline of opportunities that enables meeting/exceeding minimum growth and expansion of $75M+ /annually
• Select and develop a team of professionals to identify, qualify, develop and provide solutions to existing ABM clients.
• Identify upstreaming opportunities that complement existing products and services to create new customer value. For example, partner with other companies to develop new products or find new ways to market existing products or services.
• Accountable for the strategic accounts profitability metrics
• Client Account Management; Monitor budgets and mitigate scope deviations.
• Lead conflict resolutions and ensure the ABM matrix is optimally managed, resulting in delighted clients
• Ensure appropriate project resourcing, drive client engagement and assign team roles.
• Work with Client Experience and other Quality Assurance functions to best measure and improve quality of service for our clients.
• Maintain the highest degree of customer satisfaction for all strategic accounts.
• Build and maintain key customer relationships, while ensuring that all key client contacts have been thoroughly explored for technical solutions and APS and implement strategies for expanding the company’s customer base.
• Work with BNI leadership to develop growth targets for strategic accounts
• Review list of strategic accounts and potentially new strategic accounts with BNI leadership at a minimum annually to assess prioritization for subsequent fiscal years
• Ensure all strategic account team members meet or exceed their pipeline generation goals, outreach metrics, and revenue targets.
• Ensure BNI meets or exceeds its overall cross-sell targets
• Create and guide strategy across Industry Groups; determine, evaluate, and modify goals and the allocation of resources to ensure departmental and organizational goals are met.
• Develop service offerings and work with Sales to build or execute on strategic business lines that drive revenue
• Increase market share, and ensure attainment of company sales goals and profitability.
• Work with a diverse set of business unit leaders within a matrixed IG and shared services environment.
• Assess market potential and identify new business opportunities and synergies.
• Special projects and other duties as assigned.

Qualification & Requirements

Education:

• Bachelor’s degree in business or technical engineering, Master’s degree preferred.

Experience:

• 15+ years of industry experience; 5+ years ABM experience and strong network
• Strong depth of knowledge with the full suite of ABM solutions (ATS, APS, core janitorial)
• Exceptional ability to influence, lead and communicate at senior executive levels
• Demonstrated experience successfully leading a P&L budget of over $200M
• Track record of building commercial relationships with key ABM clients at the most senior levels
• Proven ability to adapt business models to evolving and changing client mix
• Deep understanding of broad macroeconomic trends and related application to ABM’s portfolio
• 5+ years of proven pipeline management success of at least 50M+
• Skilled in Value and Access deliverables: pricing, launching strategies, RWD studies, economic models, value communications.
• Key behaviors: Trusted, Bold, Transformative, Collaborative.
• Demonstrates agility, creativity, and innovation in high pressure situations
• Demonstrates advanced levels of strategic thinking, relationship management, leadership, operational acumen, and collaboration

Benefits

• Insurance, Health & Wellness
• Financial & Retirement
• Family & Parenting
• Vacation & Time Off
• Other Perks and Benefits…