Key Account Director

About the role

BioIVT is a leading global provider of research models and value‑added research services for drug discovery and development. The company specializes in control and disease‑state biospecimens, including human and animal tissues, cell products, blood and other biofluids. Its portfolio of clinical specimens directly supports precision medicine research, aiming to improve patient outcomes by coupling comprehensive clinical data with donor samples. As the premier supplier of hepatic products, including hepatocytes and subcellular fractions, BioIVT enables scientists to better understand pharmacokinetics and drug metabolism of newly discovered compounds and their effects on disease processes.

The Key Account Director is responsible for developing and managing account relationships with BioIVT’s most strategic customers. This role involves building and maintaining strong relationships with key clients, identifying client needs, presenting tailored solutions, driving sales (prospecting, pipeline development, deal closure), developing strategy, and achieving customer satisfaction. The position also includes leading and mentoring Key Account Managers, developing deep customer knowledge, defining strategic growth opportunities, and driving results through communication, customer support, contract negotiation, and ongoing account management. The role is a member of the North American Leadership Team and requires vision, drive, and interpersonal skills to succeed in a fast‑paced, transformational environment.

Responsibilities

• Work closely with Key Account Managers to drive full account support and development for assigned key accounts.
• Develop a trusted‑advisor relationship with key customer partners and internal BioIVT stakeholders to build and maintain long‑term relationships with the portfolio of assigned accounts, consistent with BioIVT’s long‑term account strategy.
• Expand relationships with existing customers by continuously proposing solutions that meet their objectives.
• Increase sphere of influence at assigned accounts by progressively engaging key decision‑makers within the account.
• Maintain and constantly enhance technical knowledge on product lines while staying abreast of and communicating customer insights, market trends, and competitive actions.
• Develop a business plan and account map for each assigned account; monitor and report progress; develop and implement tactics to exceed sales and margin goals; take corrective action when needed to ensure goals are met.
• Provide timely and accurate demand forecasting, anticipating changes based on understanding of customer needs.
• Develop and deliver executive‑level sales presentations and conduct business reviews with clearly defined action plans to drive mutual accountability with the customer.
• Work with Operations and Client Services to develop the most effective distribution and inventory‑management system and procedures to service key accounts.
• Resolve any issues and problems faced by customers and address complaints to maintain trust.
• Negotiate pricing and contract terms with customers, acting upon final approval from the Regional Sales Leader in partnership with Finance and Commercial Contracts teams.
• Gain new contracts and drive all associated activity to implement the strategy related to those contracts, influencing others without authority.
• Deploy keen negotiation skills to close business that results in selling value‑added products and services to customers and provides profitable sales growth.
• Perform other duties as needed.

Requirements

• Leadership of junior team members.
• High level of intensity, enthusiasm, and professionalism.
• Strong executive presence and high degree of self‑awareness.
• Ability to quickly evaluate situations and take direct, appropriate actions to resolve issues.
• Well‑founded and practiced formal problem‑solving skills.
• Assertive self‑starter who can operate effectively in a constantly changing environment.
• Sound business acumen, analytical and sales‑selling skills.
• Strong growth mindset and strategic prowess.
• Well‑developed verbal and written communication capabilities to prepare and deliver customer and internal communications as well as presentations to a variety of audiences.
• Solid organizational skills, with experience drafting and negotiating various types of contracts.
• Advanced level skills in Microsoft Office suite (Word, Excel, PowerPoint, Power BI, SFDC, etc.).

Schedule

Minimum travel up to 75% of time, including nights and weekends.