Vice President of Commercial Accounts

Vice President of Commercial AccountsPosition SummaryThe Vice President of Commercial Accounts (VP, Commercial Accounts) is a senior executive responsible for leading the organization's commercial account strategy, enterprise client portfolio, strategic account management, revenue growth, customer retention, and long-term business partnerships. This role oversees key commercial accounts across regional and global markets, ensuring exceptional client service, profitable growth, contract expansion, and sustainable customer relationships.The Vice President partners closely with the Chief Executive Officer (CEO), Chief Commercial Officer (CCO), Chief Revenue Officer (CRO), Chief Sales Officer (CSO), Chief Customer Officer (CCO), Chief Financial Officer (CFO), and executive leadership teams to strengthen enterprise customer relationships, maximize account profitability, and accelerate commercial growth.Key ResponsibilitiesCommercial Account StrategyDevelop and execute enterprise-wide commercial account strategies aligned with corporate revenue objectives and long-term business growth.Define strategic account segmentation, account planning methodologies, and customer engagement models.Build long-term account development strategies that maximize customer lifetime value.Align commercial account initiatives with corporate sales, marketing, and customer success strategies.Strategic Account ManagementLead the management of high-value commercial accounts, enterprise customers, and multinational client portfolios.Develop executive relationships with key decision-makers, procurement leaders, and C-suite stakeholders.Oversee strategic account planning, contract renewals, account expansion, and customer retention initiatives.Ensure consistent delivery of high-quality customer experiences across all commercial accounts.Revenue Growth & Business DevelopmentIdentify opportunities for upselling, cross-selling, contract expansion, and new business development within existing accounts.Collaborate with Sales, Marketing, Product, and Customer Success teams to accelerate commercial growth.Develop account growth strategies based on customer needs, industry trends, and competitive positioning.Support enterprise go-to-market initiatives for new products and services.Commercial Operations & PerformanceEstablish KPIs measuring revenue growth, account profitability, customer retention, contract renewals, customer satisfaction, and sales performance.Monitor pipeline health, forecast revenue, and analyze account performance.Improve operational efficiency through standardized account management processes.Utilize CRM platforms and business analytics to support strategic decision-making.Contract & Financial ManagementLead commercial negotiations involving pricing, service agreements, master service agreements (MSAs), and long-term contracts.Ensure profitable account management through effective pricing strategies and financial oversight.Collaborate with Finance and Legal teams on contract governance and commercial risk management.Optimize account profitability while maintaining strong customer relationships.Customer Experience & Relationship ManagementPartner with Customer Success, Service Delivery, Operations, and Product teams to ensure exceptional service delivery.Resolve executive-level customer issues and strengthen long-term strategic partnerships.Drive customer loyalty through proactive relationship management and continuous value creation.Represent the organization during executive business reviews and strategic customer meetings.Governance & Risk ManagementEnsure compliance with contractual obligations, corporate policies, regulatory requirements, and industry standards.Identify commercial, financial, operational, and reputational risks affecting strategic accounts.Develop risk mitigation strategies supporting sustainable account growth.Maintain high standards of corporate governance and ethical business practices.Executive LeadershipLead Regional Account Directors, Enterprise Account Managers, Commercial Sales Directors, Customer Success leaders, Account Operations teams, and Commercial Excellence organizations.Develop leadership capability through coaching, mentoring, succession planning, and performance management.Manage commercial account budgets, strategic investments, CRM technology initiatives, and customer engagement programs.Present account performance, revenue forecasts, customer insights, and growth strategies to executive leadership and the Board of Directors.QualificationsBachelor's degree in Business Administration, Marketing, Finance, Economics, Sales Management, or a related fieldMBA or Master's degree in Business Administration, Marketing, Finance, or a related discipline preferredProfessional certifications in Strategic Account Management, Sales Leadership, CRM platforms, or Project Management are preferred15–20+ years of progressive leadership experience in commercial account management, enterprise sales, customer success, business development, or commercial operationsProven success managing large enterprise accounts and global customer portfoliosStrong expertise in strategic account management, contract negotiation, revenue growth, financial analysis, CRM systems, and executive leadershipExcellent communication, negotiation, relationship-building, analytical, and stakeholder management skillsCore CompetenciesCommercial Account ManagementStrategic Account PlanningEnterprise SalesCustomer Relationship Management (CRM)Revenue GrowthContract NegotiationCommercial StrategyCustomer SuccessBusiness DevelopmentExecutive Leadership