Executive Account Director, Business Development (Key Accounts, Bioanalytical Labs) - US - East Coast

Position Summary

As part of the Global Business Development team for Bioanalytical Laboratory, the Global Key Account Manager (KAM/Executive Account Director) executes a strategic sales plan to maximize global key accounts for Bioanalytical Labs business. Responsible for achieving annual sales targets by maintaining a keen awareness of business strategies, client climate and requirements to maximize business opportunities and sales. The Global Key Account Manager reports to Manager, Key Accounts.

Key Responsibilities

• Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans
• Develop account plans for each assigned account
• Demonstrate year over year growth for global key accounts, meeting/exceeding sales goals for each account
• Drive account expansion through cross-selling ASD and partnering with CDSD
• Identify and access various points of business development across the global key accounts, developing relationships with key stakeholders across clinical teams, therapeutic & service areas
• Develop relationships with target new biopharma accounts and develop unique value prop to position to win and grow
• Establish and preserve preferred vendor status by maintaining a keen awareness of the global key accounts business strategies and pain points
• Organize quarterly strategic planning meetings to evaluate the health of the relationship, ongoing/upcoming projects, potential issues and resource requirements
• Drive successful RFP/Proposals process to meet and exceed key account expectations; actively participate in bid defense and contract negotiations
• Lead and drive RFI strategy process, from receipt of RFI through completion including client meetings, internal stakeholder alignment, development of presentation materials, and quality of responses
• Advise senior leadership team on the success of our global key accounts; provide insight into trends that support the preferred/exclusive vendor relationships
• Work with other KAMs to ensure a collective voice is championing a business direction and changes needed to win and retain more key accounts
• Partner closely with Alliance Lead on assigned accounts to ensure client satisfaction
• Partner closely with Scientific affairs to assist in growing new market niches and creating new services and line extensions based on client input
• Provide routine updates to opportunities and log all requested activities into Salesforce to meet KPI expectations
• Liaise and align with Subject Matter Experts (SMEs) and other departments through BioA to meet key account needs

Key Skills

• Consultative selling in large accounts
• Relationship-building and ability to expand beyond current contacts
• Ability to clearly present and articulate value
• Ownership of account management with ability to balance competing needs/objections
• Sufficient Labs knowledge to succeed

Education and Experience

Bachelor's degree or equivalent and relevant formal academic / vocational qualification. Previous experience that provides the knowledge, skills, and abilities to perform the job (comparable to 8+ years). In some cases an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient.

Knowledge, Skills and Abilities

• Strong interpersonal skills needed to build relationships, communicate and influence across all levels of the organization, and act as a liaison for internal/external customers
• Effective team leader and player
• Advanced process improvement/implementation skills
• Extensive analytical skills and data interpretation/tracking/trending skills
• Excellent verbal and written communication/interpersonal skills
• Extensive MS Office skills to include Word, Excel, Visio, Access, PowerPoint
• High level of PC competence and understanding of computer logic
• Excellent business and financial acumen
• Proven executive presence