Senior Key Account Manager – Biologics
SGS
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇳🇦 Namibia
Visit company websiteSalary
💰 $100,000 - $140,000 per year
Job Level
Senior
About the role
- Understand key customers’ long-term business goals, associated pain points and identify suitable upselling and cross-selling opportunities.
- Onboard new key accounts that have been identified by SGS Vitrology for NAM.
- Develop and maintain a solid and trusting relationship with key accounts.
- Lead the implementation and solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
- Build relationship with key decision makers at customer organization and understand the internal organizational dynamics of key customers.
- Lead a joint strategic account planning process with key customers that develops mutual performance objectives, financial targets, and critical milestones.
- Cultivate consulting relationships with customers, form customer relationships at multiple levels to provide good service, develop future business opportunities, and gain referrals.
- Conduct comprehensive account review at least quarterly with key customers.
- Coordinate the involvement of company personnel, including support, service, and management resources, to meet key account performance objectives.
- Ensure that requests for major service changes (moves, adds, changes) by key customers are carried out and that client requests are resolved expeditiously.
- Coordinate post-sale follow-up activities
- Execute successful contract renewals and price increase terms with key accounts.
- Responsible for submitting weekly, monthly and yearly expense, sales forecasts, and sales activity reports as required; including ensuring administrative procedures are performed as necessary to complete required reports and ensuring all business activities are carried out efficiently and within budget constraints.
- Monitor and achieve quarterly retention targets, utilize accurate sales forecasting techniques to reflect accurate customer revenue potential and growth opportunities.
- Complete required administration and reporting as required by management and the business (i.e. Salesforce accuracy, KPI reporting).
- Share leading / best practices and client trends / behaviors with rest of account management team and with client portfolio to ensure that the knowledge is leveraged.
- Responsible for the delivery of monthly reports for assigned accounts such as market trends, competitor’s information, YTD and 3-month forecast, pipeline of opportunities, risk and issues, and keeps customer database up to date by recording all activities, transactions, and communications with customers.
- Provide leadership for the other field sales representatives, globally, who also work with this customer and work with cross functional teams.
- Represent the company at various trade associations and meetings to demonstrate and promote our products as well as understand and expand knowledge of client sector / vertical, business, key competitors and further expertise in specified business / industry.
- Monitor client engagement levels, conducting periodic business reviews and undertaking measures to gain traction with the client as well as provide guidance to team.
Requirements
- 10+ years experience in the marketing, sales or operations
- Experience in selling biologic services, either CDMO or CRO.
- BS/BA degree in related discipline or management-related field from an accredited university
- Master's in business administration or marketing or Sales with accompanying experience, from an accredited university.
- Experience in Salesforce to track and forecast account activities
Benefits
- Health: Medical, dental and vision insurance, life insurance, employee wellness programs
- Wealth: Competitive pay, 401(k) with company match (immediate vesting upon enrollment), employee referral program, annual bonus target
- Happiness: Professional Growth: Online training courses, virtual and classroom development experiences, tuition reimbursement program
- Work-Life Balance: Paid-time off (vacation, sick, company holidays, floating holidays, volunteer time)
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales forecastingaccount managementcontract negotiationcustomer relationship managementreportingupsellingcross-sellingconsultingperformance objectivesadministrative procedures
Soft skills
relationship buildingleadershipcommunicationstrategic planningproblem-solvingcollaborationcustomer serviceorganizational dynamicsconsultative sellingteam guidance
Certifications
BS/BA degreeMaster's in business administrationMaster's in marketingMaster's in sales