Customer Success Manager - Strategic Meetings & Events (Life Sciences) - Remote

Customer Success Manager (Level 2), Customer Success, Enterprise Solutions

As a member of the Customer Success team, the Customer Success Manager (CSM) is accountable for managing all aspects of the client account relationship including the well-being, business development, and retention of an account at a strategic level. Areas of responsibility include managing client relationships and expectations; providing Strategic Meeting Management guidance, maintaining and improving M&IW’s positioning within the account and achieving company business objectives and profitability; overseeing tactical operations by working with internal teams to provide optimal service to the account.  The CSM will have administrative responsibility for direct report(s). This position reports to the Director, Customer Success Team.

What you will do here:

Account Management duties include

• Project management with a consultative approach
• Develop and implement an account management plan that meets client objectives and promotes SMM principles and M&IW efficiencies
• Implement and maintain a multi-tiered client communication plan that includes: client account reviews to match frequency outlined in the SOW, bi-monthly account update calls, ensuring delivery of monthly/quarterly reporting and regular office visits
• Negotiate and achieve mutually agreed-upon SLA’s and KPI’s; Manage service levels and client expectations, including meeting all established metrics on the account
• Serve as the client’s primary point of contact and liaison within M&IW for all internal teams
• Develop and maintain key relationships including primary contacts in procurement, meeting owners and VIPs
• Provide leadership and give clear and consistent direction to all teams supporting the client’s business needs as well as manage direct reports as assigned to the account
• Lead monthly M&IW account team meetings
• Revise/maintain account Standard Operating Procedures on a timely basis
• Monitor account reports and ensure accuracy and delivery timeliness to client
• Track non-billable expenses / labor hours for special projects as M&IW “added value”
• Provide issue resolution with client meeting owners including following the M&IW Issue Resolution protocols
• Responsible for data integrity for new meetings entered into Cvent
• Represent the company at industry activities and events; attend departmental and company events as warranted
• Train account team/planners on specific account processes and needs
• Run client audits with M&IW Controller
• Participate in operations turnover meetings, program briefings and debriefings to ensure account continuity
• Review ongoing client satisfaction surveys, analyze data, and implement continuous improvement processes
• Accountability for accuracy and timeliness of final reconciliation from planners
• Represent the company at industry activities and events; attend departmental and company events as warranted

Business Development duties include

• Responsibility for identifying and developing new business / revenue streams within the account
• Responsible for delivering the Sales solution plan for any new service line opportunity
• Develop and sell business opportunities to grow account revenue
  • Evaluate opportunities in order to upsell additional M&IW services
  • Expand business in existing divisions, departments or regions and penetrate new areas of opportunity
  • Identify potential new revenue streams through new/enhanced meeting services
• Overall responsibility for collaborative M&IW response to any account RFP opportunities, including: sales strategy, pricing, RFP development, presentations, and closing business opportunities
• Review ongoing client satisfaction surveys, analyze data, and implement continuous improvement processes
• Promote M&IW Performance Improvement programs or products
• Develop and maintain strong and ethical customer relationships
• Create and sell joint venture opportunities
• Network with decision makers/management as appropriate      
• Develop and maintain strong and highly ethical customer relationships
• Gain knowledge of competitors’ strengths and weaknesses

Event Management duties include

• Lead Planner / Meeting Owner on events or programs of significance to the customer’s business
• Create/Revise program budgets to ensure M&IW forecast is attained
• Alert meeting owner of any anticipated program budget variances
• Identify financial opportunities in post program billing

Onsite Physical Activities (Non-Essential Functions) 

This position includes a set of nonessential physical activities associated with onsite event support. These activities are not fundamental to the core duties of the Customer Success Manager role but may be required during live event execution. While the essential functions of the position center on planning, coordination, communication, client management, and project leadership, certain onsite tasks involve physical activity that supports event operations and if unable to perform these physical activities the company needs to know.  

Physical activities include, but are not limited to the following: 

• Movement & Positioning: Frequent standing and walking are required, particularly during event setup and teardown, registration, and onsite administration. Extended periods on one’s feet are common throughout an event, often up to 4 hours without a rest break. A typical onsite day may last 8 to 14 hours, depending on client needs and agreements. 
• Sitting: Occasional sitting is required during planning meetings, travel to and from event sites, computer-based work, or registration duties. 
• Lifting and Carrying: Ability to lift, carry, push, or pull event materials, supplies, signage, or equipment weighing 25 to 40 pounds. Items over 25 pounds require assistance from another M&IW team member. 
• Reaching and Grasping: Event setup and breakdown may involve reaching overhead and handling tools or materials. 
• Bending/Kneeling/Crouching: Occasionally required during event setup and breakdown. 
• Repetitive Motions: Repeated hand and arm movements may occur during tasks such as preparing registration, arranging event spaces, or setting up displays. 
• Travel Requirements: Frequent travel to event sites, venues, and client locations, often involving overnight stays. This may include navigating airports, train stations, hotels, and conference centers. 
• Operating Vehicles: Occasional driving may be required to transport materials or travel to off-site event locations. This applies only to approved drivers with prior authorization from the Onsite Lead. 
• Working in Varying Environments: Events occur in diverse settings, including indoor venues (conference centers, hotels) and outdoor spaces. Fluctuating temperatures, weather conditions, crowded or noisy environments, and varying lighting levels may be encountered. 

What you will bring: (While not a planning role, the CSM should possess a strong meeting planning skillset)

• Experience with managing the lifecycle of a program, including final reconciliation
• Knowledge of Cvent is preferred
• Knowledge of virtual and hybrid event options
• Experience with managing the lifecycle of a program, including final reconciliation
• Minimum 5 years of experience in the meetings/travel industry, specifically in operations
• Two years of experience in people management
• College degree or equivalent experience
• Ability to travel at least 35% of the time including internationally
• Proximity to client headquarters offices preferred
• Experience working in a virtual office environment
• Proven excellent oral and written communication skills in both internal and client-facing environments
• Demonstrated track record of successfully managing multiple projects simultaneously
• Ability to deliver creative outputs in a constricted timeline while maximizing available resources

What we expect: 

Details of these areas are shared during interviews and monthly reviews:

• Cultural Excellence  
• Role Expectations
• Emotional Intelligence 

What we provide:

• Competitive salary
• Health, Dental, Vision and Life Insurance options
• 401K plan
• Paid holidays
• Accrued personal time off for vacation and sick leave
• Laptop, additional monitor, and mobile phone
• Global Giveback program for volunteer service
• Remote Office / Work from home, or option to work in our corporate headquarters located near Milwaukee

Who we are:

Meetings & Incentives Worldwide, Inc. is an Equal Opportunity Employer who prohibits discrimination and harassment of any kind and affords equal employment opportunities to all employees and applicants without regard to race, color, religion, sex (including pregnancy, childbirth, reproductive health decisions, sexual orientation, and gender identity), national origin, age, disability, genetic information, military or veteran status, or any other characteristic protected by applicable federal, state, or local law.  Meetings & Incentives Worldwide, Inc. specializes in global event management with virtual, hybrid, and in‑person experiences of all shapes and sizes, as well as consulting and enterprise strategies. As an entrepreneurial organization, we place customers at the center of everything we do and prioritize their needs through our core values of quality, agility, flexibility, and innovation. M&IW is a third generation, privately held, certified Women's Business Enterprise (WBE) in business for more than 50 years. Headquartered in Wisconsin, USA, and supported by a remote workforce across the US and in the UK, China, and Brazil.

GLOBAL HEADQUARTERS:       

10520 7 Mile Road, Caledonia, WI 53108 | Phone +1 262-835-3553

https://www.meetings-incentives.com

M&IW associates are located throughout the US and UK, and in Latin America and Asia Pacific Regions.