Senior Key Accounts Manager
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Job Description
Senior Key Account Manager growing CAS’s scientific information solutions through strategic account management. Driving retention, upselling, and customer value across global enterprise clients.
Responsibilities:
- Manage all aspects of assigned key accounts, including relationship management, cross-selling, upselling, retention, conflict resolution, and client satisfaction
- Increase Annual Contract Value for CAS solutions by developing deeper and wider relationships with key decision makers and influencers
- Identify and capture future growth opportunities aligned with client needs and strategic direction
- Follow the sales process and keep the CRM tool current with opportunity status
- Align with influential personas to build consensus across buying decision teams
- Identify, communicate, and resolve customer problems, issues, and opportunities
- Understand each account’s strategy and align CAS solutions to support it
- Conduct sales calls and meet face-to-face with key decision makers to uncover needs and identify growth opportunities
- Own total, upsell, cross-sell, retention bookings, customer satisfaction, and NPS metrics
- Collaborate with CAS peers and subject matter experts globally to create cohesive client approaches
- Manage pipeline, forecasts, and deal desk calls; develop strategies and align resources to increase incremental business
- Manage relationships across business decision teams and user groups
- Build, expand, and solidify existing client relationships through sales and support visits, calls, emails, and presentations
- Cultivate relationships with senior buyers and day-to-day client representatives
- Monitor customer dashboards, identify risks, and take action to ensure optimal customer experience and product usage
Requirements:
- Bachelor’s Degree in a Science field of study or equivalent required
- 6-8 or more years of sales related experience in a global capacity across multiple theaters and cultures, including lead generation, inside and outside sales, business development, and strategic accounts
- Selling experience in biotech/life science markets preferred
- 5 or more years’ experience with CRM software
- Experience understanding client strategy, market position, budget, and goals to develop an offering that delivers long-term value
- Ability to network and establish relationships with key personas and senior management across an entire organization and deliver tailored value propositions
- Proven ability to increase bookings and annual contract value in a portfolio of key accounts
- Experience delivering a consistent experience for complex, multinational customers
- Experience with science-related solutions and/or information/intellectual property
- Strong capacity to communicate with executives and drive alignment on common objectives
- Strong written/verbal communication and time management skills
- Active listening and ability to work across a variety of audiences
- Strong presentation skills and ability to communicate and answer questions about product content and relevant information
- Experience with chemical information products and services preferred
- Strong capacity to articulate industry-specific value propositions addressing customer pain points
- Experience leveraging LinkedIn and other prospecting tools
- Demonstrated experience with virtual selling tools such as GoToMeeting and WebEx
- Strong working knowledge of CAS products
- Must be authorized to work in the United States and not require work authorization sponsorship 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
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