Key Account Manager

Eurofins•Lancaster, PA

16d•Remote

About The Position

Eurofins BioPharma Product Testing is searching for a Key Account Manager (KAM) to strengthen and expand partnerships with its most strategic customers. The KAM will drive multi-year, growth-oriented account strategies focused on value creation, retention, and expansion across top-tier global accounts through consultative and proactive sales activities. The objective is to deepen strategic relationships, increase share of wallet, and unlock new growth opportunities while positioning Eurofins BPT as the primary or preferred supplier for all outsourced services. The KAM qualifies opportunities and collaborates cross functionally to develop compelling and competitive proposals including defining solutions to meet client and company goals. The KAM serves as the primary point of contact for new business opportunities and facilitates project kick off and hand off meetings with project management and laboratory operations teams communicating all details necessary for successful project execution. KAMs compile market intelligence and industry trends for services and pricing. This role requires strong commercial judgement, deep scientific understanding, and the ability to lead complex outcomes through matrix and lateral leadership across operations, pricing, quality, legal, and enabling functions.

Requirements

Bachelor's or advanced degree in life sciences or business administration
At least three years bio/pharmaceutical sales or project management in the contract services sector of the bio/pharmaceutical industry and/or testing services
Ability to independently travel up to 30-50% of the time
Authorization to work in the United States indefinitely without restriction or sponsorship
Experience selling for a service company in the bio/pharmaceutical sector – CDMO, CRO, or CTO.
Recent experience executing business travel and in person client sales and business review meetings
Strong scientific acumen and ability to learn new technical information
Ability to work independently and as part of a team, self-motivation, adaptability, and a positive attitude
Excellent communication skills and ability to work cross functionally across internal teams, attention to detail, strong computer, scientific, and organizational skills
Demonstrated experience in identifying and developing sales leads, making professional presentations, organizing and leading business review meetings, managing the sales process through close, and handling contract negotiations.

Nice To Haves

Practical GMP lab experience with a biotech/pharma company would be a plus.

Responsibilities

Achieve/exceed annual revenue targets for assigned accounts by leveraging relationships to further penetrate existing accounts and prospecting for new accounts in the bio/pharmaceutical research and development, and manufacturing markets
Identify and secure sales opportunities through in person sales meetings and virtual presentations
Develop and execute comprehensive multi-year account strategies aligned with corporate priorities
Lead Joint Steering Committees and Quarterly Joint Business Reviews
Shape pipeline opportunities within accounts including upsell, cross-sell, new site, and therapeutic area / new modality expansion
Work effectively across the organization to advance opportunities
Apply disciplined qualification an early-stage filtering of non-promising opportunities
Manage renewal and expansion-level relationships based on performance and strategic alignment
Generate new business consistent with our market focus, operational capabilities, and laboratory capacity
Define operational success metrics per account and track value realization
Use experience to mentor colleagues on the Business Development team