Note: The job is a remote job and is open to candidates in USA. BioIVT is a global provider of research models, biospecimens, and value-added research services supporting drug discovery, development, and precision medicine research. The Key Account Manager develops and manages relationships with strategic customers, drives sales and account growth, negotiates complex business arrangements, and delivers tailored solutions that achieve customer satisfaction and commercial goals.
Responsibilities
- Develop a trusted advisor relationship with key customer partners and internal BioIVT stakeholders to build and maintain long-term relationships with portfolio of assigned accounts, consistent with BioIVT’s long-term account strategy
- Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
- Collaboratively prepare and present proposals to appropriate stakeholders at client accounts
- With the Key Account Director, negotiate complex business arrangements
- Develops a business plan for each assigned account; monitors and reports progress and develops and implements tactics to exceed sales and margin goals. Take corrective action when needed to ensure that goals are met
- Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
- Maintain and enhance the Company’s value proposition and professional reputation by displaying the highest levels, of professionalism, competence, and personal integrity
- Identify, develop, and maintain customer relationships for relevant accounts within the sales territory. These activities include lead generation, cold calling and prospecting, customer sales calls, appropriate telephone and email follow-up, and reporting
- Create and implement appropriate strategies for developing key account business including the arrangement of specific promotions such as one-day table shows, national tradeshows, technical seminars, presentations etc
- Conduct presentations to multi-functional customer groups, including scientists, quality, purchasing, and others as appropriate
- Report to the Key Account Director all relevant information relating to field activities, including customer feedback, competitive actions, etc
- Maintain full technical knowledge and understanding of the Company’s products and services on an on-going basis
- Keep abreast of relevant scientific papers and publications associated with the application of the Company’s products and services and other similar competitive products
- Develop and maintain the customer data base for all relevant accounts within the sales region
- Provide on a continuous basis, market feedback on the Company’s competitiveness
- Document all customer interactions in the appropriate contact management software
- Co-ordinate and communicate effectively with geographic business development management leaders in the US and EU to create an efficient sales-team matrix organizational structure
Skills
- At least 4 years sales or business development experience representing complex life science products and/or services to pharmaceutical, biotech and diagnostics companies
- BA/BS in science or business related field, plus 4 years commercial life science experience (microbiology, biology, chemistry or biochemistry preferred)
- Ability to effectively present information to customers, clients, and internal staff members
- Ability to participate in the selection and development of Sales Talent
- Conceptual thinker with capability to implement ideas that help support our clients' needs
- Able to articulate and understand Company products and services
- A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need. A demonstrated ability to understand people and communicate clearly
- Demonstrable teamworking skills within a complex commercial environment
- Organizational skills and attention to detail
- Ability to interact with various settings/audiences
- Results-oriented
- Travel minimum of 75% including overnights
- Champions strong sales driven, customer-oriented culture
- Change management focus establishing adaptable sales team and sales processes
- Mutual respect, team orientation and matrix mentality
- Personal development-oriented culture – self and team
- Excellent written and verbal communication skills
- Proficient with Microsoft Excel, Word, and Outlook
- Organizational skills with great attention to detail
- Exceptional problem-solving skills
- Ability to effectively present information to customers, clients, and internal staff members
- Ability to participate in the selection and development of Sales Talent
- Conceptual thinker with capability to implement ideas that help support our clients' needs
- Able to articulate and understand BioIVT's portfolio
- A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need. A demonstrated ability to understand people and communicate clearly
- Demonstrable teamworking skills within a complex commercial environment
- Organizational skills and attention to detail
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- Short-term disability insurance
- Long-term disability insurance
- Life insurance
- Hospital indemnity insurance
- Accident insurance
- A generous retirement plan with a company match
- Competitive time-off policies for eligible employees
- A collaborative environment that promotes growth from within
- Company-sponsored events for the entire team
Company Overview