Job Summary: The Global Account Manager is a senior client-facing leader responsible for identifying, developing, expanding, and strengthening strategic client relationships across multiple Divisions, geographies, and service lines. This role is accountable for global account performance, including revenue growth, profitability, client satisfaction, account retention, and strategic expansion.
Within the leadership accountability framework, Business Unit Leaders establish growth priorities and operational capabilities, while the Global Account Manager develops and executes account strategies that translate those priorities into measurable client outcomes. The Global Account Manager serves as the primary relationship owner for assigned strategic accounts, aligning Salas O'Brien capabilities with client business objectives and creating long-term value for both organizations.
Strategic accounts represent key client relationships with significant growth potential and enterprise importance. The Global Account Manager is responsible for identifying these accounts, building executive-level relationships, coordinating account activities across organizational boundaries, identifying and developing opportunities, and ensuring a consistent client experience across all engagements.
The Global Account Manager collaborates closely with Business Unit Leaders, Division Leaders, Market Leaders, Project Managers, and Technical Principals to drive account growth, strengthen market position, and support enterprise-wide collaboration under the One Salas O'Brien model.
The accountabilities below describe how the Global Account Manager strengthens strategic client relationships and delivers measurable account growth through account leadership, executive relationship management, customer success, and cross-functional collaboration. This role will focus on identifying, developing, and expanding opportunities with new and existing clients in support of market objectives.
Responsibilities:Account Growth and Revenue Performance - Responsible for overall account growth, bookings, revenue generation, and expansion within assigned strategic accounts.
- Develop and implement multi-year account growth strategies aligned with client business objectives and Salas O'Brien growth priorities.
- Identify, qualify, and advance opportunities across Divisions, service lines, and geographic regions.
- Drive cross-selling and upselling initiatives that expand Salas O'Brien's share of wallet within strategic accounts.
- Maintain accurate account forecasts, pipeline reporting, opportunity tracking, and growth plans.
- Ensure assigned accounts contribute to Business Unit and enterprise growth objectives.
Executive Relationship Management - Serve as the senior account leader and primary point of contact for executive-level client relationships and/or work directly with the current client contact(s) to execute this accountability.
- Develop trusted advisor relationships with key decision makers, influencers, and stakeholders throughout the client organization.
- Establish and maintain relationship maps that identify critical stakeholders, business priorities, and future opportunities.
- Conduct regular executive engagement activities designed to strengthen strategic partnerships and improve client alignment.
- Maintain deep understanding of client goals, challenges, capital programs, and operational priorities to proactively identify opportunities.
Strategic Account Planning and Market Development - Develop and maintain comprehensive account plans for assigned strategic accounts.
- Identify emerging client needs, market trends, and competitive threats that may impact account strategy.
- Coordinate account planning activities across divisions, business units, technical practices, and enterprise leadership teams.
- Lead pursuit strategies for major opportunities, including positioning, teaming, proposal strategy, and relationship development.
- Collaborate throughout Salas O'Brien to bring the best resources, expertise, and solutions to clients.
- Advance One Salas O'Brien by promoting integrated service delivery and enterprise-wide collaboration.
Client Success and Delivery Oversight - Maintain visibility into major client engagements to ensure successful project delivery, client satisfaction, and long-term relationship health.
- Coordinate with operational and project leadership to address client concerns, delivery risks, and performance issues.
- Act as an escalation point for client relationship matters requiring executive attention.
- Monitor client satisfaction and suggest corrective actions when necessary to strengthen account performance.
- Promote repeat business by ensuring clients receive consistent value, quality, and service excellence across engagements.
Leadership and Enterprise Collaboration - Lead and coordinate virtual account teams consisting of technical leaders, project managers, business development professionals, and operational leaders.
- Foster collaboration across Business Units, Divisions, and service lines to maximize client outcomes and growth opportunities.
- Mentor emerging account managers and business development professionals by sharing account management best practices, relationship development skills, and strategic planning techniques.
- Support succession planning and relationship continuity by introducing future leaders to key client contacts and strategic opportunities.
- Strengthen a culture of accountability, responsiveness, collaboration, and client focus.
Risk Management and Governance Support - Monitor account-level risks related to client relationships, commercial performance, contractual obligations, and account concentration.
- Facilitate proactive resolution of client conflicts, commercial concerns, and account challenges.
- Ensure compliance with company policies, client requirements, contractual obligations, and ethical business practices.
- Escalate significant account risks, opportunities, or resource needs to project manager or leadership as appropriate.
- Support effective decision-making through disciplined account reviews, pipeline management, and forecasting processes.
Measures of Success:Financial Performance - Revenue growth within assigned strategic accounts.
- Bookings performance against annual goals.
- Profitability and account contribution.
- Pipeline development and forecast accuracy.
- Share-of-wallet expansion across service offerings.
Client Success and Growth - Client satisfaction and retention.
- Strategic account expansion.
- Executive relationship strength and engagement.
- Repeat business and contract renewals.
- Success in positioning Salas O'Brien as a preferred strategic partner.
Account Execution - Quality and execution of account plans.
- Opportunity conversion rates and win rates.
- Cross-selling and enterprise collaboration effectiveness.
- Timely follow-through on client commitments.
- Successful execution of strategic account initiatives.
Leadership and Collaboration - Effectiveness of virtual account team leadership.
- Contribution to One Salas O'Brien objectives.
- Knowledge sharing, mentoring, and succession development.
- Collaboration across Business Units and service lines.
- Positive internal and client stakeholder feedback.
Qualifications and Experience:- Bachelor's degree in business, engineering, architecture, construction management, or a related field.
- Significant experience in strategic account management, client development, business development, consulting, engineering, professional services, or related industries.
- Demonstrated success managing large, complex, multi-location accounts and growing revenue through long-term relationship development.
- Proven ability to build executive-level relationships and influence decision makers across large organizations.
- Experience collaborating within matrixed organizations and coordinating multidisciplinary teams.
- Strong communication, presentation, negotiation, and relationship management skills.
- Proven ability to manage a disciplined sales process, maintain accurate CRM records, forecast pipeline, and achieve or exceed annual sales targets.
- Demonstrated ability to develop strategic account plans, manage sales pipelines, and achieve growth objectives.
Market experience: - Market focus for this role is the manufacturing sector within the pharmaceutical, biotechnology, and life sciences sectors.
- Targets include pharmaceutical manufacturers, CDMOs/CMOs, biotechnology companies, and related life sciences clients requiring multidisciplinary engineering, process and facility design, automation and controls, packaging systems, commissioning, qualification, validation, and project management services.
- Working knowledge of regulated manufacturing environments, cGMP expectations, FDA/EMA-driven project considerations, CQV, clean utilities, process systems, packaging, automation, and facility infrastructure preferred.
Physical Requirements: - While performing the duties of this job, the employee is frequently required to stoop, reach, bend, stand, walk, lift, pull, grasp, talk, hear, see and lift to 20 pounds. Specific vision abilities required by this job include close vision such as reading handwritten and or typed material and must have the ability to focus.
- The employee must possess a valid driver's license.
- The employee must pass a background check.
Travel: Ability to travel as required to support client relationships, account reviews, and business development activities. Frequent travel is expected for client meetings, site visits, industry events, and internal collaboration. Travel may vary by account needs and is anticipated to average up to 50%.
Compensation & Benefits: Compensation will be determined based on a number of factors including skills, experience, qualifications, and location.
This role is also eligible for performance-based bonuses and a comprehensive U.S. based benefits package, including:
- Medical, dental, and vision insurance
- 401(k) with company match
- Paid time off and company holidays
- Wellness programs and employee assistance resources
- Professional development support
For more information, visit our full benefits overview here.
