Senior Key Accounts Manager

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

📋 Description

• Oversee all facets of designated key accounts, focusing on relationship management, cross-selling, upselling, retention, conflict resolution, and ensuring client satisfaction.

• Enhance Annual Contract Value for CAS solutions by fostering deeper and broader relationships with key decision-makers and influencers.

• Recognize and seize future growth opportunities that align with client requirements and strategic objectives.

• Adhere to the sales process and maintain the CRM tool with up-to-date opportunity status.

• Collaborate with key personas to build consensus among buying decision teams.

• Identify, communicate, and resolve customer issues, challenges, and opportunities.

• Comprehend each account’s strategy and align CAS solutions to support it effectively.

• Conduct sales calls and engage face-to-face with key decision-makers to uncover needs and identify growth prospects.

• Own total, upsell, cross-sell, retention bookings, customer satisfaction, and NPS metrics.

• Partner with CAS colleagues and subject matter experts globally to create unified client approaches.

• Manage pipeline, forecasts, and deal desk discussions; devise strategies and align resources to boost incremental business.

• Cultivate relationships across business decision teams and user groups.

• Build, enhance, and reinforce existing client relationships through sales and support visits, calls, emails, and presentations.

• Develop relationships with senior buyers and everyday client representatives.

• Monitor customer dashboards, identify risks, and take proactive measures to ensure an optimal customer experience and product usage.

⛳️ Requirements

• Bachelor’s Degree in a Science-related field or equivalent is required.

• 6-8 years or more of sales experience in a global context across various theaters and cultures, encompassing lead generation, inside and outside sales, business development, and strategic accounts.

• Preferred selling experience in biotech/life science markets.

• At least 5 years of experience with CRM software.

• Experience in understanding client strategy, market position, budget, and goals to craft offerings that provide long-term value.

• Capacity to network and build relationships with key personas and senior management throughout an organization, delivering tailored value propositions.

• Proven track record of increasing bookings and annual contract value within a portfolio of key accounts.

• Experience in providing a consistent experience for complex, multinational customers.

• Familiarity with science-related solutions and/or information/intellectual property.

• Strong ability to communicate with executives and drive alignment on shared objectives.

• Excellent written/verbal communication and time management skills.

• Active listening abilities and the capability to work with diverse audiences.

• Strong presentation skills, with the capacity to communicate and address inquiries about product content and relevant information.

• Preferred experience with chemical information products and services.

• Strong ability to articulate industry-specific value propositions that address customer pain points.

• Experience using LinkedIn and other prospecting tools.

• Demonstrated familiarity with virtual selling tools like GoToMeeting and WebEx.

• Strong working knowledge of CAS products.

• Must be authorized to work in the United States and not require work authorization sponsorship, either now or in the future.

• Travel is required: 25%.

🏝️ Benefits

• Generous vacation plan.

• Medical insurance.

• Dental insurance.

• Vision insurance plans.

• Employee savings and retirement plans.