Key Account Manager

About the Company

BioIVT is a leading global provider of research models and value-added research services for drug discovery and development. We specialize in control and disease-state biospecimens, including human and animal tissues, cell products, blood and other biofluids. Our unmatched 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 the pharmacokinetics and drug metabolism of newly discovered compounds and their effects on disease processes. By combining our technical expertise, exceptional customer service, and unparalleled access to biological specimens, BioIVT serves the research community as a trusted partner in elevating science.

The BioIVT family includes highly experienced scientists and internal sales support teams who are all focused on exceeding the company’s business goals. The successful candidate will be expected to work closely with their new colleagues, keeping them involved in the complex support processes that this role demands. You will be fully trained to understand and promote our full range of products and related services.

About the Role

The Key Account Manager is responsible for developing and managing account relationships with our most strategic customers. This role involves building and maintaining strong relationships with key clients, identifying client needs, and presenting tailored solutions. The Key Account Manager works directly with the Key Account Director to drive sales, including prospecting, pipeline development, and deal closure, as well as developing strategy and achieving customer satisfaction.

Responsibilities

• Develop a trusted advisor relationship with key customer partners and internal BioIVT stakeholders to build and maintain long-term relationships with a 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.
• Collaboratively prepare and present proposals to appropriate stakeholders at client accounts.
• Negotiate complex business arrangements with the Key Account Director.
• Develop a business plan for each assigned account; monitor and report progress and implement tactics to exceed sales and margin goals. Take corrective action when needed to ensure goals are met.
• 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 through lead generation, cold calling, prospecting, customer sales calls, telephone and email follow-up, and reporting.
• Create and implement strategies for developing key account business, including arranging specific promotions such as one-day table shows, national tradeshows, technical seminars, and presentations.
• 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 and competitive actions.
• Maintain full technical knowledge and understanding of the Company’s products and services on an ongoing 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 database for all relevant accounts within the sales region.
• Document all customer interactions in the appropriate contact management software.
• Coordinate and communicate effectively with geographic business development management leaders in the US and EU to create an efficient sales-team matrix organizational structure.

Requirements

• At least 4 years of 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 of commercial life science experience (microbiology, biology, chemistry, or biochemistry preferred).
• Ability to effectively present information to customers, clients, and internal staff members.
• Conceptual thinker with the capability to implement ideas that 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 products or services that fully respond to those needs.
• 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.

Skills

• Champions a strong sales-driven, customer-oriented culture.
• Change management focus, establishing adaptable sales teams and 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 participate in the selection and development of Sales Talent.

Benefits

• Comprehensive benefit package for eligible team members, including medical, dental, vision, short-term/long-term disability, life insurance, hospital indemnity, and accident insurance.
• Generous retirement plan with a company match.
• Competitive time-off policies.
• Collaborative environment that promotes growth from within.
• Company-sponsored events for the entire team.