PerkinElmer
VP, Client Engagement
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Job Title
VP, Client Engagement
Location(s)
United Kingdom - OneSource Remote
Job Description
Role Summary
When joining PerkinElmer, you select an experienced and trusted leader in scientific solutions, with the support of a global service network and distribution centers, providing the right solution, at the right time, to meet critical customer needs. With over an 80+ year legacy of advancing science and a mission of innovating for a healthier world, our dedicated team collaborates closely with commercial, government, academic and healthcare customers to deliver our broad portfolio of analytical solutions, and OneSource services.
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.
Responsibilities
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.
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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.
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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.
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