Strategic Accounts Partner - Pharma

Role Overview

As a Strategic Accounts Partner within the Pharma sector, you will serve as the primary owner of a high-value portfolio of strategic accounts, driving revenue growth and fostering deep, trusted relationships with senior stakeholders. This role demands a unique blend of commercial leadership, strategic foresight, and disciplined execution to deliver value-led solutions that align with client objectives and market dynamics. You will collaborate closely with Services Client Principals and cross-functional teams to shape demand, uncover opportunities, and consistently exceed plan targets while ensuring compliance with regulatory and operational standards.

Key Responsibilities

The Strategic Accounts Partner is responsible for the end-to-end management of a defined portfolio of pharma accounts, with a focus on expanding client relationships and driving sustainable growth. Your core responsibilities will include:

• Client & Portfolio Leadership:
  • Develop a comprehensive understanding of each client’s strategic priorities, portfolio dynamics, operational frameworks, market positioning, and regulatory constraints across the GCC region.
  • Maintain a dynamic heatmap of opportunities, including current spend analysis, whitespace identification, competitive landscape assessment, decision-making centers, procurement cycles, and risk indicators.
  • Serve as the primary point of contact for senior stakeholders, including CxOs, Business Unit Heads, Digital/IT leaders, Medical Affairs, Market Access, and Supply Chain teams, to align on priorities and success metrics.
• Stakeholder Engagement & Growth:
  • Design and execute a structured stakeholder engagement framework, including Quarterly Business Reviews (QBRs), Monthly Business Reviews (MBRs), executive one-on-one meetings, and steering committee participation, with clear objectives and actionable outcomes.
  • Lead insight-driven conversations to identify and address critical pain points, such as launch excellence, omnichannel engagement strategies, HCP interaction optimization, patient support initiatives, pharmacovigilance, real-world evidence generation, and supply chain reliability.
  • Negotiate and finalize growth programs, contract renewals, and expansion opportunities, ensuring consistent achievement of quarterly and annual plan targets.
• Account Planning & Governance:
  • Own the development and execution of annual and rolling account plans, including revenue targets, growth initiatives, deal pipeline management, risk mitigation strategies, relationship mapping, and competitive positioning.
  • Maintain a 2–4 quarter rolling forecast with rigorous pipeline hygiene, covering opportunity coverage, stage progression, win probability, and deal velocity.
  • Drive disciplined governance through QBRs with clients, internal deal reviews, executive sponsorship planning, and comprehensive win/loss analyses to refine strategies and improve outcomes.
• Solutioning & POV Creation:
  • Partner with Client Principals and service delivery leads to co-create proactive Point-of-View (POV) documents and proposals that address client priorities across commercial, medical, regulatory, and digital domains.
  • Orchestrate thought leadership initiatives, pilot programs, and co-innovation workshops to translate insights into tangible opportunities with well-defined business cases and measurable outcomes.
  • Ensure all proposed solutions adhere to local regulatory requirements and data privacy standards, mitigating compliance risks while delivering value.
• Internal Orchestration:
  • Coordinate cross-functional collaboration among delivery teams, pre-sales, pricing, finance, and other stakeholders to accelerate opportunity momentum and ensure seamless execution.
  • Champion client feedback internally, influencing the evolution of offerings to better align with regional market needs and client expectations.
  • Monitor execution quality, customer satisfaction metrics (CSAT/NPS), and deliverable performance to secure renewals, references, and long-term client loyalty.

Required Qualifications

To excel in this role, candidates must meet the following criteria:

• Experience: Minimum of 10 years in account management, client leadership, or enterprise sales, with a proven track record in the pharma or life sciences sector.
• Regional Focus: Open to Saudi nationals in alignment with Saudization requirements.
• Performance Track Record: Demonstrated success in achieving or exceeding annual plan targets while managing large, complex accounts.
• Stakeholder Engagement: Proven ability to engage with senior stakeholders, build trusted relationships, and influence decision-making at the executive level.
• Business Acumen: Strong understanding of pharma commercial operations, medical affairs, supply chain dynamics, and GCC-specific regulatory environments.
• Collaboration & Execution: Ability to work effectively within a matrix organization, translating client objectives into executable plans and driving alignment across multidisciplinary teams.
• Technical Proficiency: Expertise in CRM tools (e.g., Salesforce), pipeline management, and structured account planning methodologies.
• Core Competencies:
  • Trusted Advisor Mindset: Demonstrated empathy, credibility, and the ability to deliver insight-led engagement.
  • Strategic Account Management: Portfolio thinking, whitespace identification, and commercial discipline.
  • Deal Leadership: Opportunity shaping, value articulation, and negotiation excellence.