Vice President, Account Management

Sodexo is currently searching for a Vice President, Account Management for our Universities Division. Reporting to the Universities COO, this critical role will be responsible for the retention of accounts within the alignment.

Responsibilities include, but are not limited to:

• Managing a team of engaged and high-performing Account Managers (retention specialists).
• Developing and fostering relationships with key clients to drive strategic account growth.
• Setting pro-active retention strategies for the geography.
• Developing strategy and planning processes for key accounts.
• Partnering with Operations VPs on Clients for Life and competitive advantage.
• Working with Clients for Life and Operations leaders to develop short and long-term plans for all key retention processes.
• Partnering with operations to develop long-term strategic account retention plans.
• Overseeing sales strategy and proposal processes for all retention bids within a geographical area.
• Coordinating resources to develop strategic business plans for proactive contract renewals.
• Identifying opportunities for account growth through expansion of relevant offers and services.
• Driving implementation of “One Plans” (Sodexo’s client lifecycle management plan) for all accounts in geography.
• Overseeing completion of “Fresh Eyes Reviews” for targeted accounts.

Our ideal candidate will possess the following:

• Demonstrated success in Business Development, Operations and/or client retention leadership roles within the services industry.
• Prior experience successfully leading, coaching and developing high performing service operations teams.
• Bachelor’s Degree or equivalent experience. Advanced degree desirable.
• Minimum of 8 plus years of related client-facing experience.
• The ability to travel up to 70%.
• Ability to adapt to the team/level of interface and necessary presentation and communications style – ranging from Executives to Analyst, clients and in nearly all functional areas of organization (e.g., Strategy, HR, New Sales, Retention, Supply Mgt., Risk mgt., Marketing, FP&A, Operations & Support, Field Finance, etc.).
• Ability to manage a high workload with changing priorities based on customer input; flexibility and high stress capacity.
• Understanding of operational business; ability to talk the talk.
• Proven ability to listen to, understand, negotiate and influence internal stakeholders, external clients and other contacts.
• Capability to remotely manage a wide geography effectively.
• Strong financial acumen – including but not limited to P & L, Balance Sheet, Operating Statement, Fixed Assets, Proforma & Investments, Key Results Indicators/drivers as related to business performance, etc.
• Ability to manage, motivate, and challenge team beyond their comfort zone.
• Critical strategic thinking in client relationships.
• Responsive and polished communications skills; ability to use all means of communications available (e.g., written, verbal, phone, text, email, etc.).

Position Summary

• Develops and maintains positive business relationships with existing clients; investigates expanded business opportunities; works closely with operations teams to meet client needs.
• Analyzes operational risks and challenges, and strategic planning to retain and grow business; performs cost-benefits and needs analysis. Interfaces with CFL team and supports team strategy on the program.
• Leads the development of retention presentations, proposals, and contractual sales documents for rebid and growth opportunities; applies all Global Sales Academy/Selling the Sodexo Way behaviors and methods.
• Monitors the business plan, budget and forecasts to achieve operations budgets and targets and attain overall financial goals, complies with all CRM requirements.
• Researches on site effectiveness review, management development and planning and leads a team of Account Managers to accomplish Retention goals.
• Responsible for managing a portfolio of accounts including retention, re-bid, and both new and horizontal sales processes that are part of the Segment Retention strategy. Ensures client satisfaction with Sodexo services and secures continued business development opportunities for the company. Maintains and maximizes client relationships to develop business solutions that improve client operations and reduce operating costs based on knowledge of organizational strengths and weaknesses, technological advances, external trends, competitors and customer needs. In conjunction with Segment and Sales leadership, coordinates the Must Retain accounts strategy and tracking for their portfolio and interfaces with the Clients for Life team on all processes related to the CFL program and core components such as Fresh Eyes Reviews, Transition and Annual Expectation meetings. Represents Sodexo’s mission and values in all actions.

Basic Education Requirement – Bachelor’s Degree
Basic Management Experience – 10 years
Basic Functional Experience – 10 years

Sodexo is an EEO/AA/Minority/Female/Disability/Veteran employer.