Strategic Account Manager
Neogen Corporation
Summary
The Key Account Manager is accountable for the end-to-end ownership, growth, and performance of assigned national and strategic accounts. This role drives revenue acceleration by executing a disciplined, consultative sales approach that aligns customer objectives with Neogen's value proposition. Serving as the general manager of the account, this role is responsible for developing multi-year growth strategies, building executive-level relationships, and leading cross-functional alignment across Sales, Marketing, Technical Services, and Operations to consistently deliver measurable customer and business outcomes.
Job description
Key Responsibilities
Account Ownership & Growth Strategy
- Own the strategic direction and commercial performance of assigned corporate accounts, including revenue growth, retention, and expansion.
- Develop and execute comprehensive account plans aligned to customer priorities, market dynamics, and Neogen growth objectives.
- Identify and prioritize high-value opportunities, whitespace, and cross-selling pathways across the portfolio.
- Deliver quarterly business reviews (QBRs) that reinforce value realization, ROI, and future growth strategy.
Customer Engagement & Value-Based Selling (CREATE / WIN)
- Establish and maintain multi-level relationships within customer organizations (Food Safety, Quality, Regulatory, Procurement, Operations).
- Lead a consultative discovery process to uncover customer pain points, business drivers, and strategic priorities.
- Translate insights into tailored solutions and value hypotheses that differentiate Neogen in competitive environments.
- Position Neogen as a strategic partner, not a transactional vendor, through consistent value delivery.
Pipeline & Forecast Discipline
- Build, manage, and maintain a robust, high-quality pipeline aligned to quota and growth targets.
- Execute rigorous pipeline management and inspection cadence, ensuring opportunity hygiene, stage accuracy, and forecast reliability.
- Lead the end-to-end sales cycle, from qualification through close, including deal strategy, negotiation, and risk mitigation.
- Apply defined go/no-go decision frameworks to prioritize resources and increase win probability.
Cross-Functional Leadership & Execution
- Coordinate cross-functional resources to deliver seamless customer execution, including Marketing, Technical Services, and Operations.
- Partner internally to deploy targeted campaigns, product launches, and account-specific initiatives that accelerate growth.
- Drive internal alignment and accountability to ensure execution against account plans and customer commitments.
Market Intelligence & Competitive Positioning
- Maintain deep understanding of industry trends, regulatory drivers, and competitive landscape.
- Leverage insights to refine account strategies, identify competitive threats, and improve win rates.
- Actively contribute to field intelligence and commercial feedback loops to inform broader go-to-market strategy.
Qualifications
- Bachelor's degree in Food Science, Microbiology, Biology, or related field (or equivalent experience)
- 5+ years of demonstrated experience in strategic or national account management
- Proven ability to manage complex, multi-stakeholder sales environments
- Experience with CRM systems (Salesforce, MS Dynamics) and pipeline management
Core Capabilities
- Executive-level communication and influence
- Value-based and consultative selling expertise
- Complex deal negotiation and strategy development
- Strong analytical mindset with disciplined pipeline management
- Ability to drive cross-functional alignment and execution
- High degree of ownership, accountability, and business acumen
Working Conditions
- Up to 75% travel supporting national account coverage
- Ability to manage a large, geographically distributed account base
- Flexible schedule to support customer engagements, events, and key initiatives
Requirements
- Bachelor's degree in Food Science, Microbiology, Biology, or related field (or equivalent experience)
- 5+ years of demonstrated experience in strategic or national account management
- Proven ability to manage complex, multi-stakeholder sales environments
- Experience with CRM systems (Salesforce, MS Dynamics) and pipeline management
- Executive-level communication and influence
- Value-based and consultative selling expertise
- Complex deal negotiation and strategy development
- Strong analytical mindset with disciplined pipeline management
- Ability to drive cross-functional alignment and execution
- High degree of ownership, accountability, and business acumen
Benefits
- Medical, Dental & Vision
- 401(k) Matching
- Paid Time Off
- Career Growth Opportunities
Company overview
Neogen Corporation is an international food safety company founded in 1982 and headquartered in Lansing, Michigan. The company specializes in providing comprehensive testing solutions and diagnostic products for detecting dangerous substances in food, including pathogens, allergens, mycotoxins, and contaminants. Neogen operates through two main segments: Food Safety and Animal Safety, offering a wide range of test kits, instruments, and genomic solutions. With a global presence in nearly 40 countries, the company serves food processing, animal protein, agriculture, and companion animal industries. Neogen's product portfolio includes over 100 drug detection test kits and advanced technologies for food quality assurance. The company has expanded through strategic acquisitions, including the merger with 3M's food-safety business in 2022, strengthening its position as a leader in food safety testing and diagnostics worldwide.