SGS is hiring a Sr Key Account Manager - Biologics NAM to manage the strategically important client accounts for our Vitrology division in North America. This role is central to building and maintaining long-term, mutually beneficial partnerships, acting as the main point of contact to ensure clients achieve their goals.
What You'll Do
- Understand key customers’ long-term business goals and pain points to identify suitable upselling and cross-selling opportunities.
- Onboard new key accounts identified by SGS Vitrology for the NAM region.
- Develop and maintain solid, trusting relationships with key accounts.
- Lead implementation and solution development efforts that address customer needs, coordinating all necessary company personnel.
- Build relationships with key decision-makers and understand the internal dynamics of key customers.
- Lead a joint strategic account planning process to develop mutual performance objectives, financial targets, and critical milestones.
- Cultivate consulting relationships at multiple levels to provide service, develop future business, and gain referrals.
- Conduct comprehensive quarterly account reviews with key customers.
- Coordinate the involvement of company support, service, and management resources to meet account performance objectives.
- Ensure major service change requests are carried out and client requests are resolved expeditiously.
- Coordinate post-sale follow-up activities.
- Execute successful contract renewals and price increase terms with key accounts.
- Submit weekly, monthly, and yearly expense reports, sales forecasts, and sales activity reports.
- Monitor and achieve quarterly retention targets, using accurate sales forecasting techniques.
- Complete required administration and reporting, including Salesforce accuracy and KPI reporting.
- Share leading practices and client trends with the account management team.
- Deliver monthly reports covering market trends, competitor information, YTD/3-month forecasts, pipeline, risks, and issues.
- Provide leadership for other field sales representatives globally and work with cross-functional teams.
- Represent the company at trade associations to promote products and expand knowledge of the client sector.
- Monitor client engagement, conduct periodic business reviews, and undertake measures to gain traction.
What We're Looking For
- 10+ years of experience in marketing, sales, or operations.
- Experience in selling biologic services, either through a CDMO or CRO.
- BS/BA degree in a related discipline or management-related field from an accredited university.
- Experience using Salesforce to track and forecast account activities.
Nice to Have
- Master's in Business Administration, Marketing, or Sales with accompanying experience, from an accredited university.
Technical Stack
- Salesforce
Team & Environment
You will provide leadership for other field sales representatives globally and work closely with cross-functional teams.
Benefits & Compensation
- Compensation: USD100,000 - USD140,000 yearly
- Medical, dental, and vision insurance
- Life insurance
- Employee wellness programs
- Competitive pay
- 401(k) with company match (immediate vesting upon enrollment)
- Employee referral program
- Annual bonus target
- Online training courses
- Virtual and classroom development experiences
- Tuition reimbursement program
- Paid-time off (vacation, sick, company holidays, floating holidays, volunteer time)
Company Culture
SGS is a market leader because we put 100% passion, pride and innovation into everything we do. We encourage new ideas and welcome people who challenge the way we do things. We are 100% committed to helping you reach your full potential.
SGS is an Equal Opportunity Employer, recruiting, hiring, training, and promoting persons without regard to race, color, religion, sex, national origin, disability, age, marital status, sexual orientation, gender identity or expression, genetics, veteran status, or any other characteristic protected by law.
