Key Account Manager in at Asterand Inc

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.

We are looking for an individual who is self-motivated and an independent thinker, willing to work within a close-knit team. 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.

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 will be directly responsible for driving sales, including prospecting, pipeline development and deal closure, developing strategy, and achieving customer satisfaction.

This includes, but is not limited to, developing deep customer knowledge and understanding of partnership elements, defining strategic growth opportunities, and driving results through strong communication, customer support, contract negotiation, and ongoing account management.This role is considered an important member of the Regional Sales Leadership Team and must have the vision, drive, and interpersonal skills to succeed in a fast paced, transformational environment.

Location Requirement: While we consider applicants from most states, we are unable to hire in AK, HI, NM, ND, SD, RI, or VT.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develop a trusted advisor relationship with key customer partners and internal BioIVT stakeholders to build and maintain long-term relationships with portfolio of assigned accounts, consistent with BioIVT’s long-term account strategy.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.
• Collaboratively prepare and present proposals to appropriate stakeholders at client accounts
• With the Key Account Director, negotiate complex business arrangements.
• Develops a business plan for each assigned account; monitors and reports progress and develops and implements tactics to exceed sales and margin goals. Take corrective action when needed to ensure that goals are met.
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives.
• 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. These activities include lead generation, cold calling and prospecting, customer sales calls, appropriate telephone and email follow-up, and reporting.
• Create and implement appropriate strategies for developing key account business including the arrangement of specific promotions such as one-day table shows, national tradeshows, technical seminars, presentations etc.
• 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, competitive actions, etc.
• Maintain full technical knowledge and understanding of the Company’s products and services on an on-going 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 data base for all relevant accounts within the sales region.
• Provide on a continuous basis, market feedback on the Company’s competitiveness.
• Document all customer interactions in the appropriate contact management software.
• Co-ordinate and communicate effectively with geographic business development management leaders in the US and EU to create an efficient sales-team matrix organizational structure

This job description is not intended to be all-inclusive. Employee may perform other related duties as required to meet our on-going needs.

Qualifications

• At least 4 years 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 commercial life science experience (microbiology, biology, chemistry or biochemistry preferred).
• Ability to effectively present information to customers, clients, and internal staff members
• Ability to participate in the selection and development of Sales Talent
• Conceptual thinker with capability to implement ideas that help 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 a product or service that fully responds to that need. A 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.

Knowledge, Skills & Abilities

• Champions strong sales driven, customer-oriented culture
• Change management focus establishing adaptable sales team and sales 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 effectively present information to customers, clients, and internal staff members
• Ability to participate in the selection and development of Sales Talent
• Conceptual thinker with capability to implement ideas that help support our clients’ needs.
• Able to articulate and understand BioIVT’s portfolio.
• A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need. A demonstrated ability to understand people and communicate clearly.
• Demonstrable teamworking skills within a complex commercial environment
• Organizational skills and attention to detail.

The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently. Employees will be required to follow any other job-related instructions and to perform other job-related duties requested by their supervisor in compliance with Federal and State Laws. All job requirements are subject to modification to reasonably accommodate individuals with disabilities. Continued employment remains on an at-will basis, unless otherwise contractually bound.

We offer a comprehensive benefit package for eligible team members, including medical, dental, vision, short-term/long-term disability, life insurance, hospital indemnity and accident insurance. We also provide a generous retirement plan with a company match. Eligible employees enjoy competitive time-off policies and a collaborative environment that promotes growth from within. Enjoy company-sponsored events for the entire team!

Join Us!

We can’t wait to work with you! At BioIVT, we believe that diversity and inclusion are key drivers of innovation and success. We are committed to creating a workplace where everyone feels valued, respected and empowered to bring their unique perspectives to the table. We seek to build a diverse team and encourage applications from people of all backgrounds, experiences and identities.

To Learn more about our mission and team culture, click here!

BioIVT is an equal opportunity employer. We celebrate diversity and are dedicated to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.

We strongly encourage veterans and individuals with disabilities to apply and are committed to providing reasonable accommodations throughout the application and employment process.