Vice President of Proposition, Strategic Accounts

Texas, Minnesota, and New Jersey
Nov 15, 2019
Metro Area
New York
Full Time

Job Description

The Strategic – VP, Proposition defines strategic priorities, formulates customer offerings, and owns pricing and proposition across the Strategic customer sub-segment within Corporates.

The key areas of responsibility are: 1. Driving value proposition for the unit (e.g., branding, servicing, pricing bundles, end to end implementation 2. Coordinate pricing, packaging, and bundling across customer sub-segments, in conjunction with Commercial Excellence 3. Setting strategic priorities for short- and long-term customer sub-segment growth and expansion


Accountabilities :

Collaborates with sales and account management and marketing teams to develop a value proposition for the unit (e.g., branding, servicing, pricing bundles, end to end implementation) Leads team to develop future offerings and campaigns tailored for corporations with input from product and marketing teams Serves as primary liaison to commercial excellence teams and works with sales and marketing to offer competitive packages to price-conscious customers Work closely with Product Strategy on design and/or optimization of products for the upper end of the Corporate market Owns the customer experience, from pre-sales through to retention Coordinates across various TR teams (sales, product management, customer success, etc.) to ensure a consistent E2E experience for customers, across all products Identifies customer pain points and triages any issues that occur in the E2E customer journey (i.e. any place where things are not going well in steps of the customer journey: interest/exposure, usage, evaluation, service, renewal, retention) Collaborates with the product teams to define how to streamline how customers use different products (i.e., could do an initiative with product managers)


Key deliverables:

Delivery of target financial and strategy objectives for the sub-segment and for other sub-segments with overlapping products (e.g. gross sales [PY growth]) Growth through cross-sell/up-sell, net new customer acquisitions, and product innovation (e.g. E/R ratio, client acquisition) Annual improvements in organizational effectiveness (client-centricity, customer approach, rapid decision making) Deliver results against targeted objectives for specific strategic accounts value propositions identified


Skills and Experience:

Skilled at conflict resolution and problem-solving to achieve win-win outcomes An outside-in focus: outstanding end-customer relationship skills Demonstrated ability to think both strategically and tactically Experience leading a team of senior team members/managers, developing talent and focusing priorities Flexibility in adjusting to new, different and changing business requirements and decisions Ability to influence at all levels within the organization and across all functions with a team oriented style Savvy, adept and comfortable in a complex structure involving corporate level relationships, multi-division / business unit involvement and matrix reporting Experience in driving strategic accounts programs 8+ years of experience, with specifically 4-6 years experience in direct sales/account management



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