Global Sales Account Director

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Job Details

Position Summary
Under the general direction of the Director, Global SAM/KAM Programs, the Global Sales Account Director is responsible for managing and growing strategic business relationships between World Courier and designated global customer accounts. This role leads the global development, maintenance, and expansion of assigned accounts, with a focus on revenue contribution, profitable growth, service excellence, and overall customer satisfaction.
This is a highly visible role for a strategic, resilient, and execution-oriented leader who can manage complex global accounts, navigate a matrixed organization, and take full ownership of customer outcomes. The ideal candidate combines strategic account management, strong program/project management, executive relationship leadership, and operational problem-solving to drive customer success across multinational, high-value accounts.

Key Responsibilities

• Lead the ongoing strategic business relationship between World Courier and assigned global strategic or key accounts

• Develop, execute, and continuously refine strategic account plans aligned to international, national, and regional business goals

• Drive global revenue growth, profitability, retention, and service satisfaction across assigned accounts

• Build and maintain strong relationships at the highest customer levels, including executive stakeholders

• Identify, develop, and expand new business opportunities within assigned accounts through targeted, value-based selling

• Create and communicate compelling value propositions that build customer trust and support long-term partnership growth

• Lead and coordinate an extended global team of account managers and cross-functional partners, often through influence rather than direct reporting lines

• Determine priorities, assign tasks, track progress, and ensure execution against strategic account plans

• Act as the point of ownership for customer issues, complaints, escalations, and internal roadblocks, ensuring timely resolution and strong follow-through

• Navigate a complex matrix organization to align commercial, operational, and support teams around customer commitments

• Gather and analyze market, customer, and competitive intelligence to anticipate change and shape account strategy

• Monitor customer ownership changes, affiliations, market share opportunities, evolving customer requirements, and competitor activity

• Collaborate with Regional Marketing Specialists on account-based marketing initiatives where needed

• Oversee the RFP process and support MSA-related contract negotiations for assigned accounts

• Deliver high-impact sales presentations, executive business reviews, proposals, and strategic updates to customers and internal leadership

• Maintain accurate account activity and opportunity tracking in the CRM platform

• Provide regular account progress updates to management on a monthly basis, with broader extended team communication occurring quarterly

• Mentor others and contribute to best practices, tools, and frameworks that strengthen global account management capabilities across the organization

What You Bring

•
8+ years of relevant experience in strategic account management, global accounts, client relationship management, sales, logistics, supply chain, pharmaceutical distribution, or related fields

• Bachelor’s degree in Business Administration, Marketing, Sales, Project Management, Supply Chain, Computer Science, or a related field, or an equivalent combination of education and experience

• Strong experience building and executing strategic account plans

• Excellent organizational, project management, and program management capabilities

• Proven ability to lead through influence and deliver results across a matrixed, multinational organization

• Demonstrated success in value-based selling, revenue growth, and customer retention

• Strong executive presence and the ability to build trust with senior customer stakeholders

• Ability to manage difficult issues, complaints, and service challenges with ownership, accountability, and resilience

• Strong business acumen with the ability to understand the total business, including commercial, operational, and customer service implications

• Excellent written and verbal communication skills, including presentations, proposals, and executive updates

• Ability to interpret customer needs, healthcare and industry trends, and competitive dynamics, then translate them into actionable strategies

• Proficiency with CRM tools and general business systems

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Qualifications

Preferred Experience

• Experience in a multinational organization

• Background in logistics, complex shipments, supply chain, or other highly operational service environments

• Working knowledge of pharmaceutical distribution, healthcare trends, and strategic selling in complex customer environments

• Master’s degree in Business Administration or a related field

• Relevant certifications in account management, customer success, project management, or sales leadership

• Languages: English and/or French

Key Strengths for Success in This Role

• Strategic account planning and execution

• Executive relationship management

• Revenue growth and profitability management

• Customer retention and service satisfaction

• Complaint resolution and escalation ownership

• Cross-functional leadership and influence

• Strong resilience and problem-solving

• Project and program management

• Value proposition development

• Consultative and value-based selling

• Presentation and communication…