Senior Key Accounts Manager

🕒 Outubro 22

🏈 Ohio – Remoto

🏈 Ohio – Remote

⏰ Tempo Integral

🟠 Sênior

👔 Gerente

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👻 Score fantasma 13%

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• Aberta há 20 dias.
• As vagas desta empresa costumam ser preenchidas em 34 dias.
• Sem salário divulgado.

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CAS

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 1907

💼 Consultoria

🏥 Saúde

📦 Logística

Consulting • Healthcare • Logistics

CAS é uma divisão da American Chemical Society que organiza, conecta e fornece dados químicos e científicos autoritativos juntamente com ferramentas de descoberta para acelerar a pesquisa e a inovação. A CAS disponibiliza bancos de dados proprietários globais (incluindo CAS REGISTRY, Reactions e References), plataformas de descoberta SaaS (como SciFinder, BioFinder), conjuntos de IP e compliance, além de serviços de dados personalizados utilizados por equipes de pesquisa acadêmica, farmacêutica, química, de materiais e industrial. Suas ofertas combinam curadoria especializada, dados legíveis por máquinas para IA/ML e funções de busca e análise em nível empresarial para apoiar a descoberta de fármacos, ciência dos materiais, conformidade regulatória e fluxos de trabalho de propriedade intelectual.

Descrição

• 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

🎯 Requisitos

• 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%

🏖️ Benefícios

• Generous vacation plan • Medical insurance • Dental insurance • Vision insurance plans • Employee savings and retirement plans

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