SA30M3 Assistant Director, Strategic Accounts - Americas

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 119 years, has helped innovators mine, assess and apply that information to keep enterprises thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

CAS is currently seeking an Assistant Director, Strategic Accounts - Americas on our Sales team. This position is remote and can be located anywhere in the United States.

Position Summary 

This role leads CAS's Strategic Accounts team for the Americas, composed of Strategic Account Managers and Sr. Customer Success Managers who are seasoned commercial professionals, typically with more than 15 years of commercial experience. The Assistant Director is accountable for protecting and growing CAS's global enterprise accounts that have a strong presence across North America, building the account strategies, monthly forecasts, and executive relationships that keep these accounts healthy and expanding. 

This is a leadership role, not an individual-contributor account role. The Assistant Director sets regional account strategy and forecast discipline, coaches the team on execution, and remains personally engaged with the customer executives who matter most to these accounts. The role carries budget responsibility associated with its account strategy and forecast, and is classified as exempt under the Fair Labor Standards Act. 

The Assistant Director works actively with the Program Manager, Strategic Accounts to ensure senior CAS leadership is well informed of needs, challenges, and opportunities in these accounts, and partners with the Custom Services team to build a services pipeline that Custom Services then facilitates and delivers.

Position Responsibilities  

Account Strategy and Regional Leadership  

• Lead a regional team of Strategic Account Managers and Sr. Customer Success Managers accountable for protecting and growing CAS's global enterprise accounts with a strong presence in North America. 
• Build and maintain account strategies across the region in partnership with the team, ensuring plans reflect each account's current health, growth potential, and risk profile.
• Set the region's priorities for account coverage, and adjust account assignments and strategy as the global enterprise account portfolio evolves. 

Forecasting and Business Rigor  

• Build and own the monthly forecast for the region's global enterprise account book of business, in partnership with the team and Commercial Operations. 
•  Track forecast accuracy over time and use variance analysis to refine account strategy and coaching. 
•  Report regional account health, forecast, and risk to CAS senior leadership on a regular cadence. 

Executive Stakeholder Engagement  

• Personally engage with senior customer executives at the region's most strategic accounts, building the relationships that anchor long-term retention and growth. 
• Facilitate executive stakeholder engagement between senior CAS leadership and customer executives, ensuring the right CAS voices are in front of the right customer stakeholders at the right time. 
• Represent the region's global enterprise accounts in internal executive reviews. 

Strategic Accounts Program Partnership  

• Work actively with the Program Manager, Strategic Accounts to ensure senior CAS leadership is well informed of needs, challenges, and opportunities in the region's global enterprise accounts.
• Contribute regional account intelligence to the broader Strategic Accounts program, supporting consistent reporting and prioritization across regions. 

Custom Services Pipeline Partnership  

•  Partner with the Custom Services team to help build a pipeline of custom-services opportunities within the region's global enterprise accounts.
• Hand off qualified services opportunities to the Custom Services team, which facilitates and delivers the resulting engagements, while maintaining visibility into delivery progress as it affects account health. 

Team Leadership and Talent  

• Lead, coach, and develop a team of seasoned commercial professionals, typically with more than 15 years of commercial experience, setting a high bar for account strategy, executive engagement, and forecast discipline. 
• Recruit, retain, and develop top talent for the Strategic Account Manager and Sr. Customer Success Manager roles on the regional team. 
• Assure accurate and complete communication flow between the regional team and senior sales and CAS leadership. 

 Qualifications

Suitable candidate background includes: 

• Bachelor's degree in business, science-related fields, communications, or other related disciplines. An advanced degree is a plus but not required.  
• 15+ years of progressive commercial experience, consistent with the seniority of the team being led, including direct experience managing large, complex, multi-stakeholder enterprise accounts. 
• Demonstrated experience building and executing account strategy and forecasting for a portfolio of global enterprise accounts. 
• Proven track record engaging and influencing senior customer executives, at the C-suite and VP level, in a consultative, relationship-driven sales or customer success capacity. 
• Experience selling or supporting science-related solutions and/or information/intellectual property solutions preferred. 
• Prior people-leadership experience managing senior, individually accomplished commercial professionals. 
• Demonstrated experience with CRM, forecasting, and opportunity management tools/systems, preferably Salesforce.com. 
• Strong cross-functional collaboration skills, with the ability to partner effectively with Strategic Accounts program leadership, Custom Services, and senior CAS leadership. 
• Effective communication and interpersonal skills; additional language fluency is a plus. 
• Willing to travel up to 40% (domestic and international)

CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Disabled/Veteran.