Role Summary 

The 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 OneSource 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 OneSource leadership—balancing commercial ambition with operational credibility in a highly regulated environment. 

Account Ownership & Executive Partnership 

• 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. 

Revenue Accountability & Growth 

• 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. 

Account Strategy & Internal Leadership 

• Develop and execute a multi-year account strategy aligned to the client’s enterprise priorities. 

• Lead cross-functional OneSource 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. 

Delivery Alignment & Client Experience 

• 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 OneSource’s reputation. 

• Reinforce a culture of accountability, transparency, and partnership across all work performed for the account. 

Executive Presence & Stewardship 

• Represent the client internally with discretion, credibility, and sound judgment. 

• Act as a senior ambassador for OneSource 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. 

Measures of Success 

• 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 

Experience & Qualifications 

• 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. 

Why this role exists 

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.