Director of Key Accounts – Commercial

🕒 August 19

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 13%

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KCAS Bioanalytical & Biomarker Services

WebsiteLinkedInAll Job Openings

201 - 500 employees

🏥 Healthcare

🧬 Biotechnology

💊 Pharmaceuticals

💰 $250k Seed Round on 2010-12

Healthcare • Biotechnology • Pharmaceuticals

KCAS Bioanalytical & Biomarker Services is a full-service global bioanalytical Contract Research Organization (CRO) that offers comprehensive GLP/GCP compliant development services. Specializing in bioanalytical and biomarker services, KCAS Bio supports drug development with a range of services including immunogenicity testing, large and small molecule bioanalysis, flow cytometry, and sample management. With over 40 years of experience, the company has contributed to the support of over 300 FDA-approved drugs and developed more than 5,000 assays. KCAS Bio operates globally, with locations in the US, EU, and strategic alliances in Australia, and is recognized for its innovative approach to maintaining seamless operations and minimizing drug development delays. The company’s expertise spans multiple therapeutic areas including oncology, metabolic, infectious diseases, and neurological conditions.

📋 Description

• Partner with key customers to help them understand and utilize KCAS Bio's bioanalytical, biomarker, and next-generation therapy services • Develop and grow strategic relationships within an assigned portfolio of key accounts • Expand the breadth of business across assigned organizations • Achieve assigned booking and revenue growth targets • Develop and execute coordinated account strategies with Business Development, Inside Sales, Scientific Advisors, Program Management, Marketing, and Operations • Identify opportunities to deepen, broaden, and strategically expand key-account partnerships • Develop and execute strategic account plans • Identify and pursue new opportunities within assigned accounts • Drive the key-account sales process in collaboration with internal stakeholders • Maintain account maps and develop strategic site-activation plans • Build relationships with client stakeholders, including C-suite and senior decision makers • Develop and manage account funnels, opportunity pipelines, forecasts, proposals, RFIs, SOWs, pricing strategies, and negotiations • Maintain knowledge of KCAS capabilities, the bioanalytical market, competitive landscape, and scientific and industry trends • Maintain accurate account, contact, opportunity, and pipeline data in Salesforce and other CRM systems • Provide account updates, forecasts, risks, and growth opportunities to Sales leadership • Collaborate with Marketing on account-based marketing strategies and campaigns • Attend industry conferences, client meetings, and events • Partner with Program Management and Operations to support the client experience and commercial-operational continuity • Assist Commercial leadership with domestic revenue and growth strategies

🎯 Requirements

• Bachelor's or master's degree in a related field • At least 7 years of experience in the life sciences industry, including 3–5 years of direct sales, business development, strategic account management, or client management experience • Experience within a CRO, CDMO, pharmaceutical, biotechnology, or closely related life sciences environment; CRO experience strongly preferred • Experience selling or supporting complex bioanalytical services across LC-MS/MS, ligand binding assays, flow cytometry, and molecular platforms such as PCR/qPCR/ddPCR/NGS within regulated GLP/GCP environments • Proven success achieving or exceeding sales and booking targets, including year-over-year growth within assigned accounts or territories • Experience developing and executing strategic account plans within complex client organizations • Ability to expand existing client relationships by identifying new stakeholders, sites, programs, and service opportunities • Experience developing relationships with senior-level and C-suite decision makers • Ability to navigate and close complex, technical service opportunities • Strong understanding of the CRO sales cycle, including opportunity development, proposals, pricing, negotiation, and contracting • Outstanding interpersonal, relationship-building, communication, and presentation skills • Strong persuasion, negotiation, and objection-handling skills • Ability to work independently while collaborating effectively with Business Development, Scientific Advisors, Operations, Program Management, Marketing, and other internal partners • Strong organizational and strategic planning skills with the ability to manage multiple complex accounts and opportunities simultaneously • Experience utilizing CRM systems such as Salesforce for account activity, opportunity pipelines, forecasting, and business data • Proactive, self-motivated, and able to thrive in a fast-paced, dynamic environment

🏖️ Benefits

• Company-sponsored events including food trucks, family days, and spirit days • KCAS University career development • Wellness, inclusion, and community outreach opportunities • Stock ownership program • Access to the latest technology • Paid time off to volunteer