Director, Global Key Account Management

This is a fully remote position, open to applicants in Massachusetts, +1 more state.

📋 Description

• Formulate and implement annual global key account strategies aimed at enhancing growth, revenue, opportunity visibility, and market share within assigned strategic accounts.

• Lead, mentor, and synchronize a global key account team, encompassing account mapping, governance, planning cadence, and execution aligned with account priorities.

• Cultivate and enhance relationships with executive and C-suite customers to grasp organizational needs, workflows, financial influences, and long-term growth prospects.

• Collaborate with stakeholders from Commercial, Product Management, Marketing, and R&D to align technology updates, strategic goals, contracts, projects, and customer-specific initiatives.

• Convert customer insights and decentralized account structures into actionable commercial strategies that enhance consistency, coordination, and customer experience.

• Oversee strategic pricing reviews and execute price adjustments that align with business goals and maximize profitability.

• Track performance against account plans, opportunity development, annual revenue growth, and market share expectations for designated key accounts.

⛳️ Requirements

• Bachelor’s degree with over 14 years of experience, or a Master’s/Doctoral degree with more than 12 years of experience in life sciences, large capital equipment, or services sales.

• At least 4 years of experience in people management.

• Proven experience in developing and executing strategic selling processes for large regional or global accounts.

• Demonstrated experience in negotiating complex regional or global contracts with enterprise clients.

• Proficient understanding of mass spectrometry workflows and relevant markets, including CRO, pharma, or biopharma customer environments.

• Experience in leading cross-functional commercial projects involving stakeholders from Commercial, Product Management, Marketing, and R&D.

• Familiarity with deploying the Danaher Business System (DBS) or a similar business operating system to achieve commercial objectives.

🏝️ Benefits

• Health care program

• Paid time off

• 401(k) plan available to eligible employees