Key Account Director in Sudbury, Massachusetts 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.

Position Summary

The Key Account Director 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 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, leading and mentoring Key Account managers, 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 North American Leadership Team and must have the vision, drive, and interpersonal skills to succeed in a fast paced, transformational environment.

Key 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 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.
• Increases sphere of influence at Assigned accounts by progressively engaging key decision makes with in the account.
• Maintains and constantly enhances technical knowledge on product lines while consistently staying abreast of and communicating customer insights, market trends, and competitive actions.
• Develops a business plan and account map 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.
• Provides timely and accurate demand forecasting, anticipating changes based on understanding of customer needs.
• Develops and delivers executive level sales presentations and conducts business reviews with clearly defined action plans to drive mutual accountability with the customer.
• Works with Operations and Client Services in developing the most effective distribution and inventory management system and procedures to service key accounts.
• Resolve any issues and problems faced by customers and deal with 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.
• Responsible for gaining new contracts and driving all associated activity to implement the strategy related to those contracts, influencing others without authority.
• Deploys keen negotiation skills to close business that results in selling value-added products and services to customers and provides profitable sales growth.
• In addition, other duties may be assigned as the need arises

Knowledge, Skills, Abilities

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