Adecco Group

Adecco Group - Vice President Global Accounts

Location US-Remote Location within the US
Category
The Adecco Group - Corporate

Overview

Overview

 

Develop strategic relationship with designated Global Customers, especially in the life science sector at all relevant hierarchical, functional, and zonal levels, unlocking revenue and margin growth with the Adecco Group’s comprehensive portfolio of HR solutions.

The VP Global Accounts is responsible for the definition and implementation of a holistic commercial plan, aligned with Adecco’s group strategy and business objectives.

The VP Global Accounts will provide direction to a virtual country based account management team to perform all prospecting, sales and customer service activities, to increase revenue & margin. The role is likely North America, but EMEA/APAC also an option.

 

Responsibilities

 

Commercial Management/Customer Centricity

        • Build solid, deep and long-term customer relationships, i.e. a broad and meaningful relationships with HR, Procurement, Business Leaders to include C-level Leaders.
        • Create, own and drive the execution of the account plan for assigned clients/customers.
        • Ensure Customer Centricity is core to all activities by providing a positive customer experience before and after the sale in order to drive repeated/expanded business, customer loyalty and profits.
        • Problem resolution: understand and address customer’s issues quickly by engaging the right individuals in the Adecco Group network and escalating as needed.
        • Become the undisputed expert in understanding customer needs (“know the Customer better than they know themselves”).
        • Market & Industry influencing factors.
        • Full understanding of customer’s business and HR strategic plans.
        • Own and drive the approval for contract negotiations, new RFP’s and renewals. 

Account Planning/Business Excellence/Commercial Engineering

        • Prepare in-depth customer analysis.
        • Gain full understanding of customer’s spending profile i.e.; geographies, service areas, etc.
        • Expertise in the Adecco Group internal and client’s procurement strategy and policies.
        • Understand customer’s business and HR strategies, priorities and need states, as well as anticipate forthcoming business opportunities.
        • Expand geographic footprint by driving growth in countries not previously supported and increasing volume in historically low volume countries.

 

Research, analyse/assess and document competitors and their customers

        • Define, validate, communicate and implement a holistic commercial strategy targeting increasing revenue and gross margin.
        • Tailor-design solutions towards Customer’s needs by utilising the full breadth of the Adecco Group toolbox (cross-selling opportunities with all Adecco brands).
        • Forecast and predict future Customer opportunities, share internally aiming to anticipate the next RFP.
        • Initiate and develop innovations and service packages, explore sophisticated, differentiating, exclusive partnership models.
        • Defend Adecco’s market position and market share by implementing strategies to protect revenue in existing brands and countries to include effective delivery models, accelerated problem solving, internal and external stakeholders’ management, as well as researching and understanding competitor’s actions, strengths and weaknesses.
        • Develop forecast and yearly budgets for the account with full understanding of the account profitability and also ensuring alignment to countries and brands’ financial objectives.

 

Team leadership @ ADECCO

        • Lead, orient and motivate a global, cross-Brand virtual team, pursue the selected opportunities and win together.
        • Lead the creation and collective maintenance of a global Account Plan, champion disciplined and dynamic maintenance in the Adecco Group systems e.g. SFDC.
        • Work with the bid team and lead RFQ submissions to create professional and value-add tender responses for worldwide clients. Own the process and the result.
        • Take ownership of, and drive contract negotiations with the customer then mobilise a virtual team to negotiate profitable and valuable business for Adecco.
        • Engage with key internal stakeholders (EC, Brand Managers, Country Managers, Key Account Managers, etc) to maintain senior-level relationships, drive contract fulfilment, revenue and profit growth and report performance.

 

Qualifications

Work Experience

        • At least 10 years of experience in a multi-national sales/ operational position.
        • Sales experience within the life science sector and a complex international organisation.
        • Track record of sales to senior level buyers in procurement, HR/Talent Management function and business owners.
        • Proven experience of winning and delivering B2B contracts in an international environment and driving improvement in key financial metrics such as revenue growth, %GM growth, DSO improvement.
        • Desirable to have client industry experience, especially from the life sciences sector.
        • Commercial Diploma or Bachelor's degree in Business Administration or related subjects
        • Excellent English skills are a must, another language like Spanish or another European language is a plus.

Education

        • Commercial Diploma or Bachelor's degree in Business Administration or related subjects

Travel Requirement

        • Regular (approx. 50%)

About the Adecco Group:

The Adecco Group is the world’s leading talent advisory and solutions company. We believe in making the future work for everyone, and every day enable more than 3.5 million careers.  

 

We skill, develop, and hire talent in 60 countries, enabling organizations to embrace the future of work. As a Fortune Global 500 company, we lead by example, creating shared value that fuels economies and builds better societies.  

 

Our culture of inclusivity, entrepreneurship and teamwork empowers our 30,000 employees. We are proud to have been consistently ranked one of the 'World's Best Workplaces' by Great Place to Work®.  

 

The Adecco Group AG is headquartered in Zurich, Switzerland (ISIN: CH0012138605) and listed on the SIX Swiss Exchange (ADEN). The Group is powered by three global business units: Adecco, Talent Solutions and Modis. In North America, the company's brand portfolio includes: Accounting Principals, Adecco, Adia, Ajilon, Entegee, General Assembly, Hired, LHH, Modis, Paladin, Parker + Lynch, Pontoon, Roevin, Special Counsel and TAD PGS.

 

Equal Opportunity Employer Minorities/Women/Veterans/Disabled

 

The Company will consider for employment qualified applicants with arrest and conviction records

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