Director of Key Accounts - US
Director of Key Accounts - US
Rapid Micro Biosystems
Lexington, MA
See who Rapid Micro Biosystems has hired for this role
- Create, implement and execute on the overall Global Key Account strategy; incorporating regional level account goals, objectives and insights provided by Regional Sales Directors, Sales Ops, SVP of Sales & Marketing and CEO
- Partner with the business units to build a cohesive cross-functional commercial strategy for targeted expansion in each targeted account to drive new GD System sales
- Communicate the overall account strategy to Regional Sales Directors, inspire them and collaborate on key activities to drive account level execution at both the executive and site level
- Coordinate selling activities (where appropriate) among Regional Sales Directors and their respective teams
- Identify specific customer global growth initiatives, gain customer buy-in, and drive local execution by collaborating with Regional Sales Directors
- Build strong and effective customer executive level relationships necessary to identify key areas of growth for both organizations, while leveraging said relationships when appropriate to drive business growth and customer accountability.
- Be visible at targeted accounts, drive GD adoption, assist Sales Reps in developing key relationships, eliminate corporate barriers and guide efforts necessary to expand our portfolio
- Bring value to the broader commercial team (Regional Sales Directors, Sales Reps, etc.) on a regular basis as the targeted account expert
- Serve as the point of contact for targeted accounts during field visits by CEO, SVP of Sales & Marketing, COO, R&D, etc. to ensure connections with key account personnel are achieved and successful meetings transpire
- Define opportunities and initiatives such as multi-system deals (global roll-outs), multi-site deals, and pricing rebates to drive executive buy-in, sponsorship and collaboration necessary to execute on a multi-site, global roll-out effort
- Understands market and client dynamics. Creates winning strategies and tactics to get greater exposure for Growth Direct into the target accounts
- Properly align value propositions to different call points inside the targeted accounts, leading to customer engagement and closing business
- Conduct regular customer business reviews (CBR’s) with key stakeholders within target customer list and participate in strategic meetings – Includes teaming with R&D to best capture VOC for development efforts
- Own the overall relationship with targeted accounts and be accountable for financial growth at said accounts on a quarterly and annual basis
- Self-starter who develops clinical/technical knowledge and becomes an industry expert
- Process and results-driven focus with the ability to rapidly change course when needed
- Be part of and lead a collaborative team that shares ideas and works together
- A strong team player with proven ability to coordinate activities and influence actions across a team of resources not directly reporting to them
- Consistently address requests from customers in a positive “can do” manner
- Collaborate with and utilize Rapid’s internal resources to ensure you have the right tools and information to execute on your deliverables
- Build and support the creation of financial assessments (ROI), as well as business case co-development with customers in order to show Growth Direct benefits throughout customer manufacturing network
- Create account leverage across the breadth of the portfolio
- Communicates effectively and clearly articulates key selling messages / value propositions to all key stakeholders
- Utilizes knowledge of industry trends and RMB’s portfolio of products and services to establish targeted customer solutions to achieve long-term business goals for both the customer and RMB
- Outstanding presentation skills and the ability to be compelling
- Align specific proposals and offerings to company objectives by working with Regional Sales Directors, Sales Ops and Marketing
- Able to manage complex projects, prioritize competing requests, and achieve goals
- Develop and implement straightforward solutions to complex problems
- Guide and at times lead contractual negotiations with Sales Reps, as appropriate, particularly when key stakeholders are at the executive level
- Strong negotiation and communication skills a must
- Maintains a positive attitude during challenging times and demonstrates calming influence to keep team focused on finding a solution
- Takes full accountability for establishing and meeting deadlines and executing on commitments
- Delivers upon assigned account revenue targets on a quarterly and annual basis
- Education & Experience Requirement: BS/BA degree in science / business related field; MBA or advanced degree preferred. Documented success in Industrial and/or Medical Device Sales is critical. Minimum of 10 years as a senior level strategic account executive in the Healthcare / Pharmaceutical / CMO / CDMO life sciences space. Demonstrated experience managing complex, high-value accounts in a matrix environment. Direct experience in a senior position with pharmaceutical, biotechnology, or fine chemical, contract research or laboratory sales. Strong analytical skills including basic financial training. Has knowledge of and ability to sell entire portfolio of products and services to key scientific opinion leaders and senior business leaders. Global experience is critical
- Travel Requirements: Travel required to client site locations weekly. Flying to and from Boston / Germany with customers will be part of the sales process for customer workshops
- Industry Experience: Knowledge of industrial microbiology lab environment while selling capital equipment (strategic, long cycle, complex, multiple stakeholders, etc.) and pull through disposables a plus. Medical Device capital sales also preferred.
- CRM: Experience in Sales Force or other CRM tools, as well as managing account information and pipeline
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Seniority level
Not Applicable -
Employment type
Full-time -
Job function
Sales and Business Development -
Industries
Biotechnology Research
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