About
The Client Partner is responsible for owning and expanding a defined portfolio of strategic pharma accounts. This role combines commercial leadership, senior stakeholder engagement, proactive solutioning, and disciplined account planning to drive revenue growth and deepen trust. The Client Partner partners closely with Services Client Principals and cross-functional teams to deliver value-led point-of-views (POVs), shape demand, and consistently achieve plan numbers.
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Key Responsibilities
- Develop a deep understanding of each client’s strategy, portfolio, operating model, market dynamics, and regulatory constraints across GCC.
- Own the end-to-end relationship with senior stakeholders (CxO, BU Heads, Digital/IT, Medical Affairs, Market Access, Supply Chain) to align on priorities and success metrics.
- Build and execute a structured stakeholder engagement cadence (QBRs/MBRs, executive 1:1s, steering committees) with clear objectives and actions.
- Negotiate and close growth programs, renewals, and expansions—consistently achieving or exceeding quarterly and annual plan numbers.
- Own the annual and rolling Account Plan (objectives, revenue targets, growth initiatives, deal pipeline, risk/mitigation, relationship map, competitive strategy).
- Partner with Client Principals and service delivery leads to craft proactive POVs and proposals that address client priorities (commercial, medical, regulatory, digital).
Required Qualifications
- 10+ years in account management, client leadership, or enterprise sales with a strong track record in pharma/life sciences.
- Demonstrated success achieving/exceeding annual plan numbers and managing large, complex accounts.
- Proven experience engaging senior stakeholders and building trusted relationships.
- Strong business acumen across pharma commercial, medical, and supply chain; familiarity with GCC regulatory context.
- Ability to work with multi-disciplinary teams in a matrix environment and translate client objectives into executable plans.
- Excellent communication, negotiation, and executive presence.
Core Competencies
- Trusted Advisor Mindset: Empathy, credibility, and insight-led engagement.
- Strategic Account Management: Portfolio thinking, whitespace identification, commercial discipline.
- Deal Leadership: Opportunity shaping, value articulation, competitive strategy.
- Execution Excellence: Governance, forecasting, risk management, follow-through.
KPIs & Success Measures
- Revenue Performance: Achievement of quarterly/annual plan; YoY growth; net revenue retention.
- Pipeline Health: Coverage ratio (≥3x), stage hygiene, conversion rates, cycle time.
- Client Satisfaction: QBR outcomes, CSAT/NPS, references and case studies secured.
- Renewals & Expansion: Renewal rate, cross-sell/upsell penetration.
Location
Riyadh, Saudi Arabia
