Strategic Account Manager

About the role

The Key Account Manager is accountable for the end-to-end ownership, growth, and performance of assigned national and strategic accounts. This role drives revenue acceleration by executing a disciplined, consultative sales approach that aligns customer objectives with Neogen's value proposition. Serving as the general manager of the account, this role is responsible for developing multi-year growth strategies, building executive-level relationships, and leading cross-functional alignment across Sales, Marketing, Technical Services, and Operations to consistently deliver measurable customer and business outcomes.

Account Ownership & Growth Strategy

• Own the strategic direction and commercial performance of assigned corporate accounts, including revenue growth, retention, and expansion.
• Develop and execute comprehensive account plans aligned to customer priorities, market dynamics, and Neogen growth objectives.
• Identify and prioritize high-value opportunities, whitespace, and cross-selling pathways across the portfolio.
• Deliver quarterly business reviews (QBRs) that reinforce value realization, ROI, and future growth strategy.

Customer Engagement & Value-Based Selling (CREATE / WIN)

• Establish and maintain multi-level relationships within customer organizations (Food Safety, Quality, Regulatory, Procurement, Operations).
• Lead a consultative discovery process to uncover customer pain points, business drivers, and strategic priorities.
• Translate insights into tailored solutions and value hypotheses that differentiate Neogen in competitive environments.
• Position Neogen as a strategic partner, not a transactional vendor, through consistent value delivery.

Pipeline & Forecast Discipline

• Build, manage, and maintain a robust, high-quality pipeline aligned to quota and growth targets.
• Execute rigorous pipeline management and inspection cadence, ensuring opportunity hygiene, stage accuracy, and forecast reliability.
• Lead the end-to-end sales cycle, from qualification through close, including deal strategy, negotiation, and risk mitigation.
• Apply defined go/no-go decision frameworks to prioritize resources and increase win probability.

Cross-Functional Leadership & Execution

• Coordinate cross-functional resources to deliver seamless customer execution, including Marketing, Technical Services, and Operations.
• Partner internally to deploy targeted campaigns, product launches, and account-specific initiatives that accelerate growth.
• Drive internal alignment and accountability to ensure execution against account plans and customer commitments.

Market Intelligence & Competitive Positioning

• Maintain deep understanding of industry trends, regulatory drivers, and competitive landscape.
• Leverage insights to refine account strategies, identify competitive threats, and improve win rates.
• Actively contribute to field intelligence and commercial feedback loops to inform broader go-to-market strategy.

Qualifications

• Bachelor's degree in Food Science, Microbiology, Biology, or related field (or equivalent experience)
• 5+ years of demonstrated experience in strategic or national account management
• Proven ability to manage complex, multi-stakeholder sales environments
• Experience with CRM systems (Salesforce, MS Dynamics) and pipeline management

Core Capabilities

• Executive-level communication and influence
• Value-based and consultative selling expertise
• Complex deal negotiation and strategy development
• Strong analytical mindset with disciplined pipeline management
• Ability to drive cross-functional alignment and execution
• High degree of ownership, accountability, and business acumen

Working Conditions

• Up to 75% travel supporting national account coverage
• Ability to manage a large, geographically distributed account base
• Flexible schedule to support customer engagements, events, and key initiatives

Benefits

• Benefits starting on Day One – Medical, dental, and vision coverage begin on your first day of employment.
• 401(k) with company match – Invest in your future with retirement savings and company contributions.
• Paid Time Off (PTO) – Enjoy generous paid time off so you can rest, recharge, and spend time with those who matter most.
• Career Growth Opportunities – We are committed to promoting from within and providing the tools, training, and support to help you grow your career.
• Meaningful Work – Be part of a team whose work has a real impact on our customers, communities, and the world around us.
• Collaborative Culture – Join a team that values innovation, respect, teamwork, and continuous improvement.