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Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing key accounts and driving growth through relationship management, upselling, and strategic alignment with client needs. Proficient in utilizing CRM tools and delivering tailored value propositions to complex, multinational customers.
Highest-signal resume keywords
Key Account ManagementCRM Software ProficiencyBiotech/Life Science Sales ExperienceClient Relationship DevelopmentStrategic Account Growth
About the role
Key responsibilities & impact- 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
What you’ll need- 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
Comp & perks- Generous vacation plan
- Medical insurance
- Dental insurance
- Vision insurance plans
- Employee savings and retirement plans
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Process ManagementLead GenerationBusiness DevelopmentContract Value IncreaseCustomer Satisfaction MetricsMarket Position AnalysisScience-Related SolutionsPresentation SkillsVirtual Selling ToolsChemical Information Products
Soft Skills
Strong Communication SkillsActive ListeningTime ManagementRelationship BuildingConflict Resolution
Tools & Technologies
CRM ToolsLinkedInGoToMeetingWebEx
Industry Keywords
BiotechLife ScienceClient StrategyMultinational Customer ExperienceIntellectual Property