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Key Account Manager

Azenta Life Sciences
Remote - Greater Boston Area, North NJ, CT, or East PA
Start date
Jun 13, 2024

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At Azenta, new ideas, new technologies and new ways of thinking are driving our future. Our customer-focused culture encourages employees to embrace innovation and challenge the status quo with novel thinking and collaborative work relationships.

Azenta Life Sciences is a global leader in the life sciences space with headquarters in Burlington, MA and offices and operations worldwide. We are a market leader in automated bio sample management solutions and genomic services across areas such as drug development, clinical and advanced cell therapies for the industry's top pharmaceutical, biotech, academic and healthcare institutions globally.  We provide unparalleled capabilities with our lab analysis, sample management and storage services, informatics software, and consumables, with the largest installed base managing over 1 billion samples globally.

How You Will Add Value

The ideal candidate is an accomplished and strategic Key Account Manager with a proven track record as a primary relationship owner of top pharma and biotech accounts. This pivotal role involves building, managing and nurturing key client relationships, driving business growth, developing innovative strategies to exceed client expectations, and orchestrating internal resources to deliver solutions that meet clients' needs. The Key Account Manager will play a crucial part in shaping our client engagement and retention strategies and ensuring long-term success. The Key Account Manager is responsible for leading contract negotiations and generating revenue by ensuring client satisfaction, driving retention, and expanding new or existing business. Her/his expertise in strategic account management will be instrumental in achieving our company's objectives and fostering a collaborative, high-performance culture.

The territory for this position will include accounts near Boston, New Jersey, Connecticut and East Pennsylvania.

What You Will Do

  • Sales Goals Achievement: Achieve quarterly and annual sales goals within defined key accounts through the development, maintenance, and enhancement of customer relationships. Accounts may include leading pharmaceutical and biotech companies within the United States.
  • Strategic Account Management: Lead the management and growth of our most important accounts, ensuring client satisfaction and loyalty. Develop and implement tailored account plans that align with client goals and company objectives.
  • Performance Tracking: Drive growth of the Multiomics and Synthesis business by developing and successfully executing account management strategies. Monitor and analyze account performance, prepare detailed reports and presenting findings to senior management. Monitor and analyze account performance, prepare detailed reports and present findings to senior management. Utilize insights to refine strategies and drive continuous improvement.
  • Account Mapping: Perform continuous account mapping, identifying and effectively selling to decision-making units in a solution-oriented, team-selling approach.
  • Business Development: Identify and capitalize on new business opportunities within existing accounts. Collaborate with internal teams to deliver comprehensive solutions that meet client needs. Constantly monitor and assess market dynamics, RFP/RFI opportunities, competitive activities, business risks, and opportunities. Report findings to the organization and address them through tailored tactical sales plans.
  • Client Relationship Building and Engagement: Organize and conduct business reviews, capabilities presentations, and annual governance meetings with existing and potential new customers. Establish and maintain strong, long-lasting relationships with key stakeholders at all levels. Serve as the primary point of contact and trusted advisor to clients, addressing their concerns and ensuring their success.
  • Team Collaboration: Work as part of a nimble team and collaborate closely with internal stakeholders with the goal of bringing value to the customer that leads to revenue growth
  • Cross-Functional Coordination: Work cross-functionally with Regional Sales, Sales Specialists, Technical Support, and Corporate Development, ensuring effective collaboration of resources to deliver on client needs.
  • Leadership and Mentoring: Provide guidance and mentorship to junior account managers and team members. Foster a collaborative and high-performance culture within the team.
  • Funnel Management: Develop and maintain a rich opportunity funnel across all business lines within Azenta, including, but not limited to: Next Generation Sequencing, Gene Synthesis, Viral Packaging, and Clinical Services.

What You Will Bring

  • Minimum required education: Bachelor's Degree in a Life Sciences field.
  • 5+ years of relevant Genomics or Synthetic Biology experience in a commercial role with a proven track record of success in Key Account Management, exceeding targets and driving revenue growth. 3+ years of proven track record in meeting/exceeding sales goals selling to pharma/biotech accounts
  • Demonstrates keen business acumen, sound decision-making, analytical and organizational skills in a fast-paced environment; a consultative approach to managing client relationships.
  • Strong understanding of the Pharma and Biotech industry challenges is needed and ability to develop high level of applications knowledge based on industry and familiarity with most common Sequencing, Synthetic Biology, cell and gene therapies, and molecular biology lab techniques.
  • Experience working in a team environment.
  • Demonstrated history of devising and implementing successful strategies utilizing a consultative approach in customer interactions, resulting in measurable and impactful outcomes
  • Negotiation skills, both in written and oral communication, coupled with presentation abilities. Proven track record of collaborating seamlessly with key stakeholders across internal and external organizations.
  • Proficient in maintaining and organizing opportunity pipelines, tasks, and events using CRM tools such as Salesforce or similar platforms. Proficiency in computer skills, including a strong command of commonly used Microsoft Office applications, ensuring efficient and effective utilization of technology in daily tasks and responsibilities.
  • Understanding of MSA/NDA and SOW (Statement of Work) processes
  • Must have a valid driver’s license.

Working Conditions/ Schedule

  • Requires the ability and willingness to travel extensively within the assigned territory for customer meetings, internal business gatherings, seminars, and conferences.  This role necessitates flexibility for overnight travel, accounting for up to 50% of the time.  Additionally, occasional travel outside of the assigned territory may be expected.
  • Home office based, within proximity to a major US biotech hub (Greater Boston Area, North NJ, CT, or East PA)

EOE M/F/Disabled/VET

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