Key Account Director

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

📋 Description

• Manage and expand a portfolio of Rancho's key enterprise life-science accounts.

• Establish trusted advisor relationships with senior stakeholders in R&D leadership, translational and clinical development, data science and informatics, as well as R&D IT and digital transformation.

• Create multi-year account strategies that align with client organization priorities through account planning frameworks.

• Collaborate with Commercial, Scientific, Delivery, and Marketing leadership to enhance Rancho's position within each account.

• Spearhead complex, consultative sales of scientific data curation and harmonization, bioinformatics and analytics, AI-ready data foundations, and technology consulting solutions.

• Position Rancho as a science-driven value partner.

• Navigate the enterprise buying processes involving multiple stakeholders.

• Propel account expansion through strategic initiatives and the adoption of new solutions.

• Identify whitespace opportunities across client organizations.

• Conduct executive-level business reviews and discussions demonstrating value.

• Participate in thought leadership initiatives.

⛳️ Requirements

• Extensive experience in selling data-driven and informatics solutions, including bioinformatics, data products, technology consulting, and engineering, to life science clients.

• Proven track record in managing and expanding enterprise-level strategic accounts.

• Familiarity with account management frameworks such as Miller-Heiman LAMP.

• Strong history of selling complex solutions to large pharmaceutical and biotech companies.

• Knowledge of scientific data ecosystems, AI/analytics, or digital R&D platforms.

• Advanced degree in life sciences.

• Understanding of the life sciences R&D value chain.

• Active and relevant professional network.

• Located in biopharma hubs to facilitate regular in-person engagement with client accounts.

• Ability to engage in thought leadership activities.

🏝️ Benefits

• Target-based annual Sales Bonus plan.

• Remote work options.