SVP, Key Account Management

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Formulate and implement detailed multi-year account strategies that align with corporate objectives.

• Take ownership of and refine account plans for both current and prospective high-value clients.

• Foster revenue growth, retention, satisfaction, and expansion within designated accounts.

• Recognize, shape, and secure new opportunities within existing accounts.

• Proactively devise entry strategies for potential key customers within the designated territory.

• Establish and nurture executive-level relationships, including with C-level scientific stakeholders.

• Lead Joint Steering Committees and conduct Quarterly Joint Business Reviews.

• Define operational success metrics for each account and monitor value realization.

• Oversee renewal and expansion initiatives based on performance metrics and strategic alignment.

• Shape pipeline opportunities within accounts, including upselling, cross-selling, new site establishment, and therapeutic area expansion.

• Conduct whitespace analysis and perform semiannual account tiering evaluations.

• Balance ambition for growth with achievable delivery and margin discipline.

• Facilitate matrix coordination across R&D, Operations, Legal, Finance, and other enabling functions from opportunity identification through to delivery.

• Ensure seamless execution and maintain high levels of customer satisfaction.

• Monitor performance against established plans and initiate corrective actions as necessary.

• Employ disciplined qualification and early-stage filtering of less promising opportunities.

⛳️ Requirements

• Preferred medical or scientific background; alternatively, a business background with substantial experience in CRO, CDMO, or biopharma.

• Several years of pertinent industry experience.

• Significant experience managing large strategic accounts at the executive level.

• Proven success in enterprise-level key account management and new customer acquisition.

• Demonstrated capability in orchestrating complex, multi-stakeholder deals.

• Strong expertise in drug discovery and pre-clinical development processes.

• In-depth understanding of precision medicine platforms and the competitive landscape.

• Ability to design and implement long-term account strategies that align with corporate goals.

• Strong commercial acumen and negotiation skills.

• Capacity to balance growth ambitions with operational feasibility and margin discipline.

• Experience leading through influence within a matrix environment.

• Portfolio-oriented mindset focused on multi-year account development.

• Commitment to fostering durable, predictable, and strategically aligned partnerships.

🏝️ Benefits

• Discretionary annual bonus.

• Comprehensive benefits package including Medical, Dental, and Vision coverage.

• Short-term and long-term disability insurance.

• Company-paid basic life insurance.

• 401(k) company matching program.

• Flexible working arrangements.

• Generous paid time off and holidays.

• Wellness and transportation benefits.