SENIOR ACCOUNT MANAGER
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AI Summary
Job Title: Senior Account Manager, Eastern North America
Department: Sales
Location: Eastern North America (Remote/Home-Based)
Reports to: VP – Sales & Marketing
FLSA Status: Exempt ($135k-$160k)
Position Summary:
The Senior Account Manager is responsible for driving strategic sales growth across Eastern North America for YMC America’s bioprocess systems business. This role develops and executes territory growth strategies, manages key customer relationships, and identifies new business opportunities. The Senior Account Manager partners closely with engineering, applications, project management, and executive leadership to deliver technical solutions that meet customer objectives while achieving company growth targets.
Responsibilities:
- Develop and execute strategic territory and account plans to achieve annual sales and profitability objectives by identifying new business opportunities, expanding existing customer relationships, and increasing market penetration.
- Prospect targeted biopharmaceutical manufacturers, CDMOs, and biotechnology companies to generate qualified sales opportunities.
- Monitor customer initiatives, capital projects, competitive activity, and emerging market trends to identify opportunities, anticipate threats, and adapt territory strategy.
- Serve as the primary commercial interface between customers and internal teams by leading customer meetings, technical presentations, commercial discussions, and negotiations throughout the sales and proposal process.
- Maintain accurate CRM records, opportunity forecasts, sales activity reports, and provide regular territory updates to Sales Leadership.
- Review engineering concepts to ensure customer requirements, technical performance, and cost competitiveness are achieved.
- Lead commercial strategy for assigned opportunities, including pricing, competitive positioning, contract negotiations, and margin optimization.
- Evaluate bid opportunities and coordinate proposal development to ensure technically sound, commercially competitive, and timely customer quotations.
- Represent YMC America at industry conferences, trade shows, technical seminars, and customer events, documenting customer interactions, qualified leads, competitive insights, and follow-up opportunities.
- Partner with Marketing to support lead generation initiatives and strategic growth campaigns.
- Manage customer requests related to deliveries, pricing, quality, and other commercial issues by coordinating appropriate internal resources.
Required Experience & Knowledge:
- Bachelor’s degree in Chemical Engineering, Life Sciences, Biochemical Engineering, Biotechnology, or a related technical discipline.
- Minimum of 7-10 years of successful technical sales experience within the biopharmaceutical industry.
- Minimum of 5 years selling capital equipment, engineered systems, or process solutions to biopharmaceutical manufacturing facilities.
- Strong technical aptitude, extensive bioprocess industry knowledge, and a proven record of successfully managing complex capital equipment sales cycles.
- Demonstrated experience selling downstream bioprocess systems with strong knowledge of chromatography technologies.
- Ability to travel up to 40%, including some overnight travel.
Preferred Skills and Experience:
- Proven success managing complex, consultative sales cycles involving multiple stakeholders and long sales timelines.
- Strong understanding of GMP manufacturing environments and biopharmaceutical production processes.
- Excellent presentation, negotiation, communication, and relationship management skills.
- Ability to develop strategic account plans and execute territory growth initiatives independently.
- Proficiency with Microsoft Office and CRM platforms.
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