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 a Sr. Key Account Manager on our Sales team. This
position This position will be remote.
Position Summary
The Key Accounts team will ensure that our large customers have
positive, differentiated experiences across all our products and services,
resulting in increased customer retention, upsell opportunities and partnership
as a preferred vendor. The Key Account Manager ensures that their
assigned customers realize the full value of CAS solutions by:
Managing all aspects of their assigned Key Accounts, including overall
relationship management, cross-selling, upselling, retention,
conflict-resolution, and overall client satisfaction.
Focusing on increasing Annual Contract Value (ACV) for all CAS solutions at
assigned Key Accounts through developing relationships which are both deeper
and wider, engaging with all cross-functional and business unit key decision
makers and influencers. This should lead to expansion of new service
opportunities and leads in new domain initiatives.
Identifying areas for CAS to best align to client’s needs and strategic
direction so that future growth opportunities are proactively identified and
captured.
Following a well-defined sales process, keeping CRM tool up-to-date and
reflective of opportunity status
Aligning to the most influential Personas within the client organization to
build consensus across the buying decision team to improve CAS success rate.
Must be able to effectively identify, communicate and work through customer
problems, issues and opportunities.
Position Accountabilities
Understands the unique strategy of each of their assigned accounts and how
CAS can best align our solutions in support of that strategy.
Conducts sales calls to meet face-to-face with key decision makers to uncover
unmet needs, identify opportunities for growth and align with the client’s
strategic objectives.
Owns key metrics including total, upsell, cross-sell, retention bookings,
customer satisfaction and NPS scores among the accounts assigned.
Collaborates with their peers at CAS across the globe, including subject
matter experts to ensure a cohesive, well communicated approach for each
client – builds consensus internally and externally to drive a unified face
to the client that results in exceptional customer engagement and
satisfaction.
Manages their pipeline, forecast, and deal desk calls related to their
assigned clients to develop a strategy, and align resources that will
increase incremental business.
Managing key relationships across the entire business decision team and user
groups at the account, ensuring advocacy and trust
Manages an assigned book of business and builds, expands, and
solidifies relationships with existing clients via necessary sales and
support visits, calls, emails, and presentations with the expectation of
creating, advancing, and closing revenue opportunities within an
assigned territory.
Cultivates relationships with the most senior buyer in the client
organization as well as with day-to-day client representatives and buyers.
Monitor customer dashboards, identify risks and take action where
necessary to ensure optimal customer experience and product usage.
Minimum Education/Experience/Technological Knowledge
Bachelor’s Degree in a Science field of study or equivalent required
6-8 or more years of sales related experience in a global capacity across
multiple theaters and cultures including lead generation, inside and outside
sales, business development, and strategic accounts.
Selling experience in biotech/life science markets preferred
5 or more years’ experience with CRM software
Experience in understanding client strategy, market position, budget and
goals to develop an offering that delivers long term value for the customer
and the business.
Ability to network and establish important relationships with key personas
and senior management across an entire organization and deliver tailor made
value proposition.
Proven ability to increase bookings and annual contract value in portfolio of
key accounts.
Experience in delivering a consistent experience for complex, multi-national
customers.
Experience with science related solutions and/or information/intellectual
property
Strong capacity to communicate with executives and drive alignment on common
objectives.
Strong written/verbal communication and time management skills
Active listening and demonstrated ability to work across a variety of
audiences.
Strong presentation skills and ability to communicate and answer questions
about product content and relevant information; experience with chemical
information products and services preferred.
Strong capacity to articulate industry-specific value proposition to address
customer pain points.
Experience leveraging LinkedIn and other prospecting tools.
Demonstrated experience with virtual selling tools such as GoToMeeting,
Web-Ex and other comparable tools.
Strong working knowledge of CAS products
Travel is required for this role - 25%
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.