Strategic Account Manager (East)

Role Overview:

A subject matter expert in the North American drug discovery and pharmaceutical/biotechnology industry, the Strategic Account Manager will drive and deliver sales by understanding the needs of key customers and developing strategic plans to meet those needs. The Strategic Account Manager will also support key customers through collaboration, education, training, and assistance on the utilization of instruments and consumables for drug discovery synthesis.

Region/Territory: East (Boston Based)

Tasks and Responsibilities:

• Responsible for achieving strategic account growth objectives by establishing and nurturing strong B2B relationships with existing customers and prospective accounts.
• Increase sales revenue by identifying new accounts and discovering opportunities within portfolio accounts.
• Lead the deployment of corporate-wide resources to provide comprehensive products, services, and solutions to strategic accounts.
• Partner with Regional Sales Managers, Technical Sales Representatives as well as sales support functions to devise effective account strategies for each key customer.
• Stay current on existing and new Biotage products and marketing/sales campaigns to maximize sales opportunities.
• Develop effective product positioning via innovative solutions and ideas that address customer needs.
• Research and capture market intelligence as well as customer and sector specific competitive intelligence.
• Track results of strategic initiatives and update account profiles in the Company’s CRM (Salesforce)
• Act as the liaison between key customers and internal teams to ensure a high level of customer satisfaction in all assigned key accounts.
• Serve as the internal resource of knowledge for all account-specific intelligence and interface activities.
• Responsible for creating and updating profiles of key accounts in the Company’s CRMM.
  
  

Qualifications and Training:

• Advanced degree, MS or PhD preferred. A minimum of a Bachelor’s degree in a science related field, or equivalent combination of education and experience.
• At least 10 years of strategic sales experience in a business-to-business sales environment within the Life Sciences industry.
• Extensive experience in managing a portfolio
• Demonstrate strong drive and determination to succeed. Must have a proven track record of success in meeting/exceeding aggressive year over year new business sales goals of $5MM and an understanding of sales performance metrics.
• Extensive knowledge of the Life Sciences / pharmaceutical industry in North America.
• Experience with business-to-business complex selling environment involving partnerships with other third-party vendors.
• Strong business acumen, with a proactive and creative approach to identifying the challenges, risks, and opportunities of customers and strong ability to influence change in customer work processes.
• Strong ability to gain comprehensive product and industry knowledge quickly; ability to position the Company’s products and services against competitors.
• Must have the ability to identify key-stakeholders within accounts, and extract understanding of their challenges and expectations.
• Excellent interpersonal skills with a strong aptitude for customer relationship building.
• Ability to communicate effectively (both verbally and in writing) with, and instill confidence in, a wide range of customer personas, from technical end users to Directors and Vice Presidents of multi-national corporations.
• Ability to communicate complex technical information to both small and large groups and handle questions in a commercially astute and sensitive manner.
• Strong ability to work under pressure and with minimum supervision in a highly matrixed sales and service environment.
  
  

Travel Required:

• Overnight travel up to 40% will be necessary in the field to interface with prospects clients and existing customers