Sr. Director, Key Account Management

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sr. Director, Key Account Management based in United States.** The Senior Director, Key Account Management will lead the development and expansion of strategic relationships with major pharmaceutical and biotechnology organizations. This senior commercial role focuses on growing existing partnerships and transforming individual customer programs into long-term, enterprise-level relationships. You will develop strategic account plans, strengthen executive engagement, and identify opportunities to expand services across customer portfolios. The position requires a strong understanding of biologics development, manufacturing services, pharmaceutical outsourcing, and complex B2B partnerships. Working across a highly matrixed environment, you will collaborate with program management, manufacturing, technical services, quality, marketing, finance, and executive leadership. Your insights will help shape account strategy, capacity planning, forecasting, and long-term commercial growth. This is an influential leadership opportunity for an accomplished account executive who combines strategic thinking, commercial acumen, and exceptional relationship-building skills. ### Accountabilities - Identify, prioritize, and develop strategic relationships with major pharmaceutical and biotechnology organizations, with a focus on building long-term key accounts. - Create and execute comprehensive strategic account plans aligned with customer objectives, organizational capabilities, capacity, and long-term growth strategies. - Drive account penetration and increase share of customer spend by expanding development, manufacturing, and commercial services across customer portfolios. - Develop multi-year growth strategies that evolve individual programs into broader enterprise partnerships and identify opportunities involving new programs, modalities, services, and strategic collaborations. - Build and maintain executive-level relationships with key decision-makers, influencers, and stakeholders, supported by detailed stakeholder maps and engagement plans. - Lead strategic business reviews, account planning sessions, growth reviews, governance meetings, and executive-to-executive engagements. - Serve as the commercial leader for assigned strategic accounts, coordinating cross-functional teams around customer priorities, growth opportunities, and business objectives. - Partner with marketing and other internal functions to incorporate customer feedback, Voice of Customer insights, market intelligence, and competitive dynamics into account strategies. - Monitor account performance, customer relationships, risks, opportunities, and competitive developments, escalating and facilitating resolution of issues that could affect growth or retention. - Provide senior leadership with visibility into customer priorities, account performance, pipeline opportunities, growth projections, capacity requirements, and emerging risks. ### **Requirements** - Bachelor’s degree required; an MBA or other advanced degree is preferred. - 10+ years of experience in biologics, biopharmaceutical services, contract development and manufacturing, life sciences, healthcare, or a closely related industry. - At least 5 years of experience in strategic or key account management, complex B2B sales, or a comparable enterprise-facing commercial role. - Demonstrated success managing complex, enterprise-level customer relationships and expanding revenue or business opportunities within existing accounts. - Proven experience developing strategic account plans, multi-year growth strategies, stakeholder maps, governance processes, and long-term customer engagement programs. - Strong understanding of biologics development and manufacturing, CDMO operations, pharmaceutical outsourcing models, customer lifecycle management, and contract manufacturing services. - Experience operating within complex, matrixed organizations and influencing cross-functional teams without direct authority. - Strong commercial judgment and the ability to identify opportunities, influence customer decisions, negotiate effectively, and develop sustainable partnerships. - Experience leading strategic business reviews, opportunity assessments, account risk reviews, forecasting, and long-range account planning. - Strong understanding of commercial agreements and long-term partnership management. - Exceptional communication, presentation, negotiation, relationship-building, organizational, and leadership skills. - Strong analytical capabilities, with the ability to use account data, performance metrics, customer insights, and market intelligence to inform strategic decisions. - Ability to balance strategic thinking with hands-on execution and maintain a strong focus on customer outcomes. - A positive, collaborative, and resilient approach, with strong attention to detail and the ability to manage multiple priorities effectively. ### **Benefits** - Annual base salary of **$206,400–$258,000**, depending on experience and qualifications. - Performance-based bonus opportunities. - Comprehensive health, dental, and vision insurance. - 401(k) matching. - Paid time off. - Full-time employment with a standard Monday–Friday schedule, generally 8:00 a.m. to 5:00 p.m. - Remote working arrangement with flexibility to perform the role from a remote environment. - Opportunities for professional growth and career development. - Supportive and inclusive working environment. - Reasonable accommodations available for qualified individuals with disabilities. - Occasional overtime or weekend availability may be required based on business needs. ###