Director of Key Accounts - Commercial

Job description

Enabling critical work and rubbing shoulders with the scientists who are contributing to the impact of our world’s health – that is what people on our Global Sales team at KCAS Bio get to do every day. If that gets you excited too, then maybe working on our Global Sales team is for you. When you work as a Director, Key Accounts at KCAS Bio, you get to further our mission by partnering with our key customers to help them understand and utilize our bioanalytical and biomarker services and next generation therapy capabilities. You will be responsible for developing and growing strategic relationships within an assigned portfolio of key accounts, expanding the breadth of business across those organizations, and achieving assigned booking and revenue growth targets. As part of the KCAS Bio commercial team, you will work closely with Directors of Business Development, Inside Sales, Scientific Advisors, Program Management, Marketing, and Operations to develop and execute coordinated account strategies. While our Business Development team focuses heavily on territory development and new customer acquisition, this role will focus on building deeper, broader, and more strategic relationships within KCAS's key accounts and identifying opportunities to expand those partnerships. This is a fully remote position and can be based anywhere in the contiguous United States. To learn more about KCAS Bio, click here: [About Us - KCAS Bio](https://kcasbio.com/about-us/) ### In this role, we will rely on you to: - Achieve and exceed booking and growth targets for your assigned key account portfolio - Develop and execute strategic account plans designed to expand the breadth and depth of KCAS services utilized across assigned accounts - Develop account-based strategies in collaboration with Directors of Business Development, Inside Sales, Scientific Advisors, Program Management, Operations, Marketing, and other key internal stakeholders - Actively identify and pursue new opportunities within assigned accounts, both collaboratively and independently - Drive the key account sales process (LAMP) in collaboration with key internal stakeholders - Maintain current account maps in accordance with the LAMP process and develop strategic site activation plans - Build and maintain relationships across multiple levels and functions within client organizations, including C-suite and other senior-level decision makers - Develop and manage key account funnels while maintaining the opportunity and quote volume necessary to achieve booking and growth objectives - Understand client pipelines, scientific priorities, organizational structures, and future development needs to proactively identify opportunities for KCAS - Work with the Proposals team, Directors of Business Development, and Scientific Advisors to develop accurate proposals, RFIs, SOWs, and customer pricing strategies focused on growth and profitability - Lead and support negotiations for potential business opportunities consistent with KCAS's long-term commercial strategy - Develop a strong understanding of KCAS's capabilities across LC-MS/MS, ligand binding assays, flow cytometry, and molecular platforms to effectively connect client needs with the appropriate KCAS solutions - Maintain a strong understanding of the bioanalytical market, competitive landscape, and emerging scientific and industry trends to identify opportunities for future growth - Maintain accurate account, contact, opportunity, and pipeline information within Salesforce and other applicable CRM systems - Provide regular account updates, forecasts, risks, and growth opportunities to Sales leadership and other internal stakeholders - Collaborate with Marketing to develop and execute account-based marketing strategies and campaigns - Attend key industry conferences, client meetings, and events to strengthen relationships and identify new business opportunities - Partner with Program Management and Operations to support the overall client experience and ensure continuity across the commercial and operational relationship - Assist Commercial leadership in developing strategies to achieve domestic revenue and growth objectives - Perform all aspects of the job in a way that supports company brand and supports company mission, vision, and values ### To qualify specifically for this role, you will have: - Bachelor's or master's degree in a related field - At least 7 years of experience in the life sciences industry with 3–5 years of direct sales, business development, strategic account management, or client management experience - Experience working within a CRO, CDMO, pharmaceutical, biotechnology, or closely related life sciences environment; CRO experience strongly preferred - Experience selling or supporting complex bioanalytical services across areas such as LC-MS/MS, ligand binding assays, flow cytometry, and molecular platforms (e.g., PCR/qPCR/ddPCR/NGS) within regulated GLP/GCP environments - Proven success achieving or exceeding sales and booking targets, including year-over-year growth within assigned accounts or territories - Demonstrated experience developing and executing strategic account plans within complex client organizations - Proven ability to expand existing client relationships by identifying new stakeholders, sites, programs, and service opportunities - Demonstrated ability to develop relationships with senior-level and C-suite decision makers - Proven ability to navigate and close complex, technical service opportunities - Strong understanding of the CRO sales cycle, including opportunity development, proposals, pricing, negotiation, and contracting - Outstanding interpersonal, relationship-building, communication, and presentation skills - Strong persuasion, negotiation, and objection-handling skills - Ability to work independently while collaborating effectively with Business Development, Scientific Advisors, Operations, Program Management, Marketing, and other internal partners - Strong organizational and strategic planning skills with the ability to manage multiple complex accounts and opportunities simultaneously - Experience utilizing CRM systems such as Salesforce to manage account activity, opportunity pipelines, forecasting, and business data - Proactive, self-motivated, and able to thrive in a fast-paced and dynamic environment