Director of Key Accounts – Commercial

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with key customers to help them comprehend and leverage KCAS Bio's bioanalytical, biomarker, and next-generation therapy services.

• Build and enhance strategic relationships within a designated portfolio of key accounts.

• Broaden the scope of business across assigned organizations.

• Meet designated booking and revenue growth objectives.

• Create and implement coordinated account strategies with Business Development, Inside Sales, Scientific Advisors, Program Management, Marketing, and Operations.

• Identify opportunities to deepen, broaden, and strategically expand partnerships with key accounts.

• Formulate and execute strategic account plans.

• Discover and pursue new opportunities within assigned accounts.

• Lead the key-account sales process in partnership with internal stakeholders.

• Maintain account maps and develop strategic plans for site activation.

• Establish relationships with client stakeholders, including C-suite and senior decision-makers.

• Develop and oversee account funnels, opportunity pipelines, forecasts, proposals, RFIs, SOWs, pricing strategies, and negotiations.

• Stay informed about KCAS capabilities, the bioanalytical market, competitive landscape, and scientific and industry trends.

• Keep accurate records of account, contact, opportunity, and pipeline data in Salesforce and other CRM systems.

• Provide account updates, forecasts, risks, and growth opportunities to Sales leadership.

• Collaborate with Marketing on account-based marketing strategies and campaigns.

• Attend industry conferences, client meetings, and events.

• Work with Program Management and Operations to ensure a seamless client experience and commercial-operational continuity.

• Support Commercial leadership with domestic revenue and growth strategies.

⛳️ Requirements

• A bachelor's or master's degree in a related field.

• Minimum of 7 years of experience in the life sciences industry, including 3–5 years in direct sales, business development, strategic account management, or client management.

• Experience in a CRO, CDMO, pharmaceutical, biotechnology, or closely related life sciences environment; CRO experience is strongly preferred.

• Background in selling or supporting complex bioanalytical services across LC-MS/MS, ligand binding assays, flow cytometry, and molecular platforms such as PCR/qPCR/ddPCR/NGS within regulated GLP/GCP environments.

• Demonstrated success in achieving or surpassing sales and booking targets, including year-over-year growth within designated accounts or territories.

• Experience in developing and executing strategic account plans for complex client organizations.

• Ability to enhance existing client relationships by identifying new stakeholders, sites, programs, and service opportunities.

• Proven ability to build relationships with senior-level and C-suite decision-makers.

• Capability to navigate and close complex, technical service opportunities.

• Strong understanding of the CRO sales cycle, including opportunity development, proposals, pricing, negotiation, and contracting.

• Excellent interpersonal, relationship-building, communication, and presentation skills.

• Strong skills in persuasion, negotiation, and handling objections.

• Ability to work independently while effectively collaborating with Business Development, Scientific Advisors, Operations, Program Management, Marketing, and other internal partners.

• Strong organizational and strategic planning abilities with the capacity to manage multiple complex accounts and opportunities concurrently.

• Experience using CRM systems like Salesforce for tracking account activity, opportunity pipelines, forecasting, and business data.

• Proactive, self-motivated, and capable of thriving in a fast-paced, dynamic environment.

🏝️ Benefits

• Company-sponsored events, including food trucks, family days, and spirit days.

• KCAS University career development opportunities.

• Wellness, inclusion, and community outreach initiatives.

• Stock ownership program.

• Access to the latest technology.

• Paid time off for volunteer activities.