VP, Client Engagement

📋 Description

• • As the Vice President of Client Engagement (VP, CE) at PerkinElmer, you will step into a pivotal senior executive role, responsible for the strategic growth, sophisticated relationship management, and unwavering operational excellence of 2-3 globally significant accounts. This is a unique opportunity to solidify our position as an indispensable trusted advisor and preferred supplier across the entirety of our key client organizations. You will be the driving force behind significant revenue growth, cultivating deep, enduring client relationships, and ensuring the seamless, successful delivery of our comprehensive suite of services through high-impact executive-level engagement and seamless cross-functional collaboration.
• • To excel in this role, you will leverage your deep credibility, extensive professional networks, and significant influence within the accounts you serve. You will work in close partnership with regional leaders, Principal Consultants, and dedicated delivery teams, fostering an environment of trust, meticulously aligning our services with evolving client needs, and proactively identifying and surfacing new, high-value opportunities. A key aspect of this role involves being actively engaged, with an expectation of being 20-40% billable on active projects within your assigned accounts. This hands-on involvement is crucial for maintaining executive visibility, providing critical support for project launches, and guiding essential executive-level touchpoints.
• • **Strategic Account Leadership:** Develop and meticulously execute multi-year strategic account plans that are intrinsically aligned with each client's overarching business objectives and the dynamic trends shaping their respective industries. Conduct rigorous quarterly SWOT analyses and comprehensive competitive benchmarking exercises to continuously refine and optimize your account strategies, ensuring a proactive and adaptive approach.
• • **Client Engagement & Governance:** Facilitate high-level executive steering committees and robust governance forums, ensuring consistent alignment, transparency, and accountability between client and PerkinElmer leadership. Implement and champion structured feedback loops, such as Net Promoter Score (NPS) and Voice of the Customer (VOC) initiatives, to drive continuous improvement in service delivery and client satisfaction.
• • **Crisis Management & Issue Resolution:** Lead with decisive action during critical situations and complex issue resolution, always with a steadfast focus on preserving and strengthening long-term client relationships and trust.
• • **Revenue Growth & Pipeline Conversion:** Set ambitious yet achievable annual revenue targets for each assigned account, supported by clear Key Performance Indicators (KPIs) for upsell and cross-sell initiatives. Proactively identify and pursue whitespace opportunities through in-depth needs assessments and collaborative solution co-creation sessions with clients.
• • **Strategic Pursuit Leadership:** Lead high-stakes strategic pursuits, encompassing the development of compelling RFP responses, innovative solution design, and persuasive executive presentations that clearly articulate value and impact.
• • **Collaboration & Intelligence Sharing:** Chair regular, highly productive account team meetings, ensuring clear alignment on goals, the sharing of critical insights, and the coordinated execution of strategic initiatives. Champion robust knowledge transfer processes and ensure best practices are meticulously documented and effectively disseminated across all relevant teams.
• • **Technology & Data Integrity:** Champion the effective use of CRM and Professional Services Automation (PSA) platforms to maintain impeccable data integrity and provide clear, real-time visibility into account health, performance, and future potential.
• • **Internal Governance & Program Participation:** Actively contribute to company-wide strategic initiatives, including driving service innovation, exploring market expansion opportunities, and enhancing our overall client experience. Lead or participate in internal task forces dedicated to elevating client experience and achieving operational excellence.
• • **Talent Development:** Mentor high-potential talent within the organization and contribute significantly to succession planning efforts, ensuring a robust pipeline of future leaders.
• • **Performance Metrics:** You will be accountable for achieving Account Revenue Growth of greater than or equal to 15% Year-over-Year per account, a Pipeline Conversion Rate of greater than or equal to 55% for qualified opportunities, and a Client Advocacy Score (NPS or equivalent) of greater than or equal to 95. You will also aim for at least 2 client testimonials per year, ensure 80% execution of Quarterly Business Reviews (QBRs) and executive check-ins, and maintain a Project Success Rate of greater than or equal to 95% for on-time, on-scope project launches with client satisfaction.