Senior Account Manager – Revenue Growth (Spain, Pharma)

1 Role Objective Own and grow a portfolio of strategic accounts in Spain, with a clear mandate:

● Drive revenue growth through cross-selling and upselling

● Build strong client trust and long-term partnerships

● Generate new business opportunities within and outside existing accounts. This is a commercial role, not a coordination role.

2 Key Responsibilities

2.1 Revenue Growth Ownership

● Deliver €10M+ annual revenue target

● Expand existing accounts (minimum 30% growth contribution)

● Drive consistent deal closure across the year

2.2 Cross-Selling & Account Expansion (CORE FOCUS)

● Identify and execute cross-sell opportunities across:

○ IT staffing (priority)

○ SOW/projects

○ Consulting

● Increase service penetration within key accounts

● Develop multi-level relationships within client organisations

2.3 Client Relationship & Trust Building

● Build strong, credible relationships with key stakeholders

● Act as trusted advisor, not just supplier

● Address trust gaps and reinforce delivery credibility

2.4 Deal Ownership & Negotiation

● Lead commercial discussions and negotiations

● Ensure profitable deal structures

● Balance growth with margin protection

2.5 Delivery Ownership

● Own end-to-end client success

● Ensure quality delivery with internal teams

● Take accountability for client satisfaction and retention

3 Candidate Profile

3.1 Experience

● 5+ years in sales/account management (IT services/staffing)

● Proven track record in:

○ Revenue growth

○ Cross-selling

○ New business acquisition

3.2 Must-Have Skills

● Strong commercial mindset

● Negotiation and closing ability

● Ability to operate in MSP/VMS environments

● Understanding of pharma/enterprise clients

3.3 Personality

● Charismatic and confident

● Relationship builder with strong presence

● Results-driven and proactive

● Able to build trust quickly

● Balanced: farmer (relationship) + hunter (growth)