Director of Key Accounts - Commercial

In this role, we will rely on you to:

Achieve and exceed booking and growth targets for your assigned key account portfolio
Develop and execute strategic account plans designed to expand the breadth and depth of KCAS services utilized across assigned accounts
Develop account-based strategies in collaboration with Directors of Business Development, Inside Sales, Scientific Advisors, Program Management, Operations, Marketing, and other key internal stakeholders
Actively identify and pursue new opportunities within assigned accounts, both collaboratively and independently
Drive the key account sales process (LAMP) in collaboration with key internal stakeholders
Maintain current account maps in accordance with the LAMP process and develop strategic site activation plans
Build and maintain relationships across multiple levels and functions within client organizations, including C-suite and other senior-level decision makers
Develop and manage key account funnels while maintaining the opportunity and quote volume necessary to achieve booking and growth objectives
Understand client pipelines, scientific priorities, organizational structures, and future development needs to proactively identify opportunities for KCAS
Work with the Proposals team, Directors of Business Development, and Scientific Advisors to develop accurate proposals, RFIs, SOWs, and customer pricing strategies focused on growth and profitability
Lead and support negotiations for potential business opportunities consistent with KCAS's long-term commercial strategy
Develop a strong understanding of KCAS's capabilities across LC-MS/MS, ligand binding assays, flow cytometry, and molecular platforms to effectively connect client needs with the appropriate KCAS solutions
Maintain a strong understanding of the bioanalytical market, competitive landscape, and emerging scientific and industry trends to identify opportunities for future growth
Maintain accurate account, contact, opportunity, and pipeline information within Salesforce and other applicable CRM systems
Provide regular account updates, forecasts, risks, and growth opportunities to Sales leadership and other internal stakeholders
Collaborate with Marketing to develop and execute account-based marketing strategies and campaigns
Attend key industry conferences, client meetings, and events to strengthen relationships and identify new business opportunities
Partner with Program Management and Operations to support the overall client experience and ensure continuity across the commercial and operational relationship
Assist Commercial leadership in developing strategies to achieve domestic revenue and growth objectives
Perform all aspects of the job in a way that supports company brand and supports company mission, vision, and values

To qualify specifically for this role, you will have:

Bachelor's or master's degree in a related field
At least 7 years of experience in the life sciences industry with 3–5 years of direct sales, business development, strategic account management, or client management experience
Experience working within a CRO, CDMO, pharmaceutical, biotechnology, or closely related life sciences environment; CRO experience strongly preferred
Experience selling or supporting complex bioanalytical services across areas such as LC-MS/MS, ligand binding assays, flow cytometry, and molecular platforms (e.g., PCR/qPCR/ddPCR/NGS) within regulated GLP/GCP environments
Proven success achieving or exceeding sales and booking targets, including year-over-year growth within assigned accounts or territories
Demonstrated experience developing and executing strategic account plans within complex client organizations
Proven ability to expand existing client relationships by identifying new stakeholders, sites, programs, and service opportunities
Demonstrated ability to develop relationships with senior-level and C-suite decision makers
Proven ability to navigate and close complex, technical service opportunities
Strong understanding of the CRO sales cycle, including opportunity development, proposals, pricing, negotiation, and contracting
Outstanding interpersonal, relationship-building, communication, and presentation skills
Strong persuasion, negotiation, and objection-handling skills
Ability to work independently while collaborating effectively with Business Development, Scientific Advisors, Operations, Program Management, Marketing, and other internal partners
Strong organizational and strategic planning skills with the ability to manage multiple complex accounts and opportunities simultaneously
Experience utilizing CRM systems such as Salesforce to manage account activity, opportunity pipelines, forecasting, and business data
Proactive, self-motivated, and able to thrive in a fast-paced and dynamic environment