Sr. Director, Key Account Management

Looking to join a passionate team dedicated to developing and manufacturing life-saving biopharmaceuticals? Avid Bioservices is a leading clinical and commercial biologics CDMO focused on creating innovative solutions to meet the needs of our clients and improve patient outcomes.

Your Role:
The Senior Director, Key Account Management is responsible for building and expanding strategic relationships with large pharmaceutical companies, with the objective of growing their business with Avid Bioservices and developing them into long-term key accounts. This role serves as the commercial leader for assigned strategic and growth accounts, driving account penetration, executive engagement, business expansion, and long-term partnership development.

Reporting to the of VP, Strategic Partnerships & Key Accounts, the Senior Director will develop and execute strategic account plans that align customer objectives with Avid’s capabilities, identify opportunities to broaden Avid’s footprint across client organizations, and accelerate growth through proactive relationship management and cross-functional collaboration. The role partners closely with Program Management, Manufacturing, Technical Services, Quality, Marketing, Finance, and Executive Leadership to cultivate executive-level relationships, unlock new opportunities, and position Avid as the preferred biologics development and manufacturing partner.

This position plays a critical role in advancing Avid’s growth objectives by expanding business with large pharmaceutical customers, increasing Avid’s share of their outsourced development and manufacturing programs, and establishing enduring relationships that evolve into enterprise-level key accounts.

Key Responsibilities:

Strategic Account Growth & Planning

• Identify, prioritize, and cultivate strategic relationships with large pharmaceutical and biotechnology companies to expand Avid’s presence and develop them into long-term key accounts.
• Develop and execute comprehensive strategic account plans that align customer business objectives with Avid’s capabilities, capacity, and long-term growth strategy.
• Lead the development, execution, and continuous refinement of strategic account plans that identify growth opportunities, strengthen executive relationships, expand stakeholder engagement, and increase Avid’s share of customer spend.
• Drive account growth by increasing Avid’s share of wallet through expansion of development, manufacturing, and commercial services across customer portfolios.
• Lead the development and execution of multi-year account growth strategies designed to advance customers from individual programs to enterprise-level partnerships.
• Proactively identify and advance opportunities for additional programs, new modalities, expanded manufacturing services, and long-term strategic partnerships.
• Support forecasting, capacity planning, and commercial strategy activities by providing customer insights, pipeline visibility, and account growth projections.
• Maintain a deep understanding of customer pipelines, development strategies, manufacturing requirements, outsourcing models, and long-term business objectives.

Executive Relationship Management

• Build, maintain, and strengthen executive-level relationships with key decision-makers, influencers, and stakeholders within target customer organizations.
• Establish and maintain detailed stakeholder maps, relationship plans, and engagement strategies to expand Avid’s footprint across customer organizations.
• Coordinate Executive Sponsor engagement activities and facilitate executive-to-executive interactions that strengthen customer relationships and support long-term growth objectives.
• Lead strategic business reviews, account planning sessions, growth reviews, and governance meetings with customers and internal stakeholders.
• Monitor strategic account performance and relationship strength, developing executive-level engagement and growth plans to advance long-term business objectives.
• Represent Avid at customer meetings, industry conferences, and executive engagements to strengthen relationships and identify opportunities for strategic growth.

Cross-Functional Leadership

• Serve as the commercial leader for assigned strategic accounts, aligning cross-functional stakeholders around customer growth opportunities and strategic priorities.
• Partner with cross-functional leaders to align customer priorities, business objectives, and growth opportunities across the organization.
• Collaborate with Marketing to incorporate Voice of Customer (VOC) insights, customer feedback, and market intelligence into account strategies and growth plans.
• Escalate and facilitate resolution of commercial, operational, competitive, and relationship risks that may impact account growth, customer retention, or strategic objectives.
• Provide executive leadership with visibility into account performance, growth opportunities, customer priorities, competitive dynamics, and emerging risks.

Minimum Qualifications:

• Bachelor’s degree required; MBA or advanced degree preferred.
• 10+ years of experience in biologics, biopharmaceutical services, CDMO, life sciences, or a related healthcare industry.
• Preferably 5+ years in Strategic/Key Account Management or complex B2B roles.
• Demonstrated success managing complex, enterprise-level customer relationships and driving growth within existing accounts.
• Experience developing and executing strategic account plans, account growth strategies, stakeholder maps, and account governance processes.
• Strong understanding of biologics development and manufacturing services, CDMO operations, pharmaceutical outsourcing, and customer lifecycle management.
• Experience working within complex, matrixed organizations requiring extensive cross-functional collaboration.
• Proven ability to build and sustain executive-level relationships internally and externally.
• Strong commercial acumen with the ability to identify growth opportunities and influence customer decision-making.
• Experience leading strategic business reviews, account risk assessments, opportunity reviews, and long-range account planning.
• Strong understanding of contract manufacturing services, commercial agreements, and long-term partnership management.
• Exceptional communication, presentation, negotiation, and relationship-building skills.
• Ability to influence without direct authority and drive organizational alignment around customer priorities.
• Strong analytical skills with the ability to leverage account data, performance metrics, and market insights to inform decisions.
• Excellent project management, organizational, and leadership capabilities.
• Ability to operate strategically while maintaining a strong focus on execution and customer outcomes.

Position Type/Expected Hours of Work: 

This role is a full-time remote position. Days and hours of work are Monday through Friday 8:00 a.m. to 5:00 p.m. unless otherwise stated by Supervisor. The employee must also have the ability to work overtime and/or weekends when necessary. 

Compensation:  

We offer competitive compensation packages for this role, including a base salary, performance-based bonuses, and comprehensive benefits such as health, dental, and vision insurance, 401(k) matching, and paid time off. 

The compensation range for this role is $206,400 - $258,000 annually depending on experience and qualifications. Additionally, we offer opportunities for career growth and development as well as a supportive and inclusive work environment. 

Who you are:  

• You have a "bring it on!" team player approach and an unshakable positive attitude, always ready to tackle anything that comes your way.
• Your written and verbal skills are out of this world, and you communicate with clarity and confidence.
• You have exceptional multitasking skills and an unparalleled attention to detail that ensure the smooth running of everything.
• You are a master at building relationships, capable of establishing connections with anyone, be it team members, clients, vendors, or suppliers.

Physical Demands & Work Environment:  

In this dynamic role, expect a blend of regular activities like sitting, standing, and walking, with occasional physically engaging tasks such as lifting objects up to 25 pounds. The work environment might expose you to electrical shocks, toxic chemicals, vibrations, or loud noise levels occasionally. However, reasonable accommodations are available to enable individuals with different abilities to perform effectively, ensuring a supportive and adaptable work setting. Your visual acuity, including close, distance, and color vision, will be essential in navigating through the diverse day-to-day demands of this position.