VP, Client Engagement

Role Summary

Vice President, Account Management serves as the exclusive Commercial executive owner of a one to two (1-2), large, global pharmaceutical client relationship. This role carries full accountability for account growth, executive partnership, and aligns with Account Delivery Executive to align and grow services across a complex, multi-site, multi-service engagement. The VP is responsible for achieving a defined annual revenue target, expanding wallet share across functions and geographies, and ensuring One Source is positioned as a trusted, long-term partner at the highest levels of the client organization.

This leader operates as the connective tissue between client executives and One Source leadership—balancing commercial ambition with operational credibility in a highly regulated environment.

• Act as the sole Commercial executive relationship owner for a global pharmaceutical client of strategic importance.
• Build and sustain trusted relationships with senior client stakeholders across manufacturing, labs, quality, facilities, procurement, and enterprise operations.
• Serve as the client’s primary escalation point and strategic advisor for complex, high-stakes initiatives.
• Lead executive governance cadence, including QBRs, annual planning, and long-range partnership discussions.

• Own and deliver a defined annual revenue target for the account and achievement of annual sales target of $4MM.
• Drive sustained growth through cross-service expansion, new program origination, and geographic scaling.
• Identify whitespace opportunities by understanding the client’s operating model, capital plans, and long-term roadmap.
• Shape and convert complex opportunities into funded work, partnering with internal teams on pricing, risk, and commercial strategy.
• Maintain accurate forecasting, pipeline discipline, and opportunity tracking within CRM system.

• Develop and execute a multi-year account strategy aligned to the client’s enterprise priorities.
• Lead cross-functional One Source account teams to ensure coordinated pursuit, resourcing, and execution.
• Ensure alignment between sales commitments, delivery capacity, and margin expectations.
• Translate client feedback and market intelligence into internal recommendations for capability development and investment.

• Maintain close connection to Account delivery leadership and key programs to ensure commitments translate into outcomes.
• Along with Account Delivery leadership, ensure projects launch smoothly, risks are proactively managed, and client confidence is maintained.
• Intervene decisively when issues arise, protecting both the client relationship and One Source’s reputation.
• Reinforce a culture of accountability, transparency, and partnership across all work performed for the account.

• Represent the client internally with discretion, credibility, and sound judgment.
• Act as a senior ambassador for One Source within the client organization.
• Contribute to executive-level commercial planning and governance forums.
• Mentor other senior account leaders and help codify best practices for strategic account management.

• Revenue Performance:
  Achievement of annual sales target of $4MM and sustained year-over-year growth
• Account Expansion:
  Increased scope, services, and geographic footprint
• Client Trust:
  Depth of executive relationships and role as a preferred partner
• Delivery Confidence:
  Collaborates effectively and proactively with Account Delivery Executive to deliver flawlessly and mitigate risks that might impact the customer experience
• Strategic Impact:
  Influence on long-term partnership direction and portfolio alignment

• 15+ years in pharmaceutical, life sciences, or technical consulting environments.
• Demonstrated success owning a single, large, enterprise pharmaceutical account with revenue responsibility.
• Proven ability to operate credibly with global senior client executives.
• Strong commercial judgment and consultative selling expertise.
• Deep appreciation for regulated environments and delivery realities.
• Bachelor’s degree required; advanced degree preferred.
• Willingness to travel extensively to support a high-touch client relationship.

This role exists because account management is critical to revenue, reputation, and long-term growth. It requires a leader who can think like a partner, act like an owner, and operate with the maturity expected of a true enterprise relationship.