Strategic Account Lead

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Strategic Account Lead

Job Type:

Full time

Location:

India, USA, Europe

Experience:

10-15+ yrs

Salary:

Negotiable

Functional Area

The Strategic Account Lead is responsible for leading complex strategic pursuits, shaping enterprise-level client solutions, coordinating executive stakeholders across MARS/GenInvo, and driving transformational opportunities from initial strategy through commercial close. The role ensures the right combination of consulting, technology, products, services, and subject matter expertise are brought together to solve client problems and accelerate company growth.

The Strategic Account Lead serves as a Strategic Growth Leader who expands MARS/GenInvo’s market presence through new and existing clients, develops executive partnerships, and creates opportunities that drive sustained company growth.

Education Requirements

Bachelor’s degree in Life Sciences, Healthcare, Business, Technology, or related discipline; advanced degree preferred.

Technical Skills Requirements

Enterprise account strategy and executive relationship management
Multi-year account growth planning and portfolio expansion
Executive consultative selling and strategic opportunity development
Complex solution development across consulting, technology, and services
Commercial strategy, pricing, contract negotiation, and business case development
Client governance, executive business reviews, and strategic planning
Cross-functional leadership across sales, delivery, product, and operations
Financial management including revenue forecasting, profitability, and account investment planning
Market analysis, industry trends, and strategic partnership development
Strategic account performance measurement and executive reporting
Organizational change and executive influence within client organizations
Microsoft Office Suite (Excel, PowerPoint, Word), Salesforce or equivalent CRM, Power BI, Teams, SharePoint, proposal management platforms, and customer analytics tools
Ability to utilize AI-enabled CRM, account intelligence, and sales analytics platforms to drive account growth

Experience Requirements

10–15+ years of experience within pharmaceutical, biotechnology, CRO, clinical technology, consulting, healthcare, or related industries.
Demonstrated success developing executive-level relationships and influencing senior stakeholders.
Proven track record supporting business growth, client expansion, strategic partnerships, or commercial success.
Deep understanding of clinical development, healthcare services, technology-enabled solutions, consulting, or related business environments.
Strong presentation, negotiation, communication, and relationship management skills.

Desirable Requirements

Experience working with pharmaceutical, biotechnology, or CRO leadership teams.
Experience selling or supporting products, services, consulting solutions, FSP models, managed services, or technology platforms.
Experience leading strategic account planning activities.
Experience developing new business opportunities and expanding existing client relationships.
Experience participating in industry conferences, networking events, and thought leadership initiatives.
Advanced degree (MBA, MS, MPH, PharmD, PhD) desirable but not required.

Responsibilities

The Account Lead is expected to:

Acquire new strategic clients
Expand strategic account revenue
Build executive sponsorship
Create enterprise opportunities
Establish long-term partnerships
Expand market influence
Contribute to company growth strategy

Strategic Business Development

Responsible for creating and developing strategic growth opportunities.

Accountable for defined strategic business development, strategic account growth, new client acquisition, pipeline creation, and revenue objectives established through annual goals.

Develop relationships and business development opportunities with prospective clients
Expand executive network across target organizations
Identify emerging market opportunities
Create opportunities before formal procurement processes begin
Lead strategic client pursuit activities
Participate in industry forums and leadership events
Support partnership development initiatives

Opportunity Leadership & Commercial Solution Development

Lead end-to-end opportunity strategy from qualification through client decision.
Translate client business challenges into integrated commercial solutions.
Coordinate cross-functional pursuit teams including Solution Owners, SMEs, delivery leaders, finance, marketing, technology, and executive leadership.
Facilitate solution design workshops to align proposed capabilities with client priorities.
Drive development of compelling executive presentations, proposals, value propositions, business cases, and demonstration materials.
Ensure all pursuit materials present a consistent, differentiated story and commercial strategy.
Coordinate internal review cycles to ensure quality, alignment, and timely delivery of client materials.
Lead pursuit planning meetings and maintain pursuit action plans, responsibilities, milestones, and deadlines.
Identify competitive positioning, differentiators, risks, and win strategies for each opportunity.
Drive proposal refinement based on client feedback throughout the sales cycle.
Coordinate client follow-up activities after meetings, workshops, and proposal submissions.