SA30T2 Sr Key Accounts Manager

CAS•Columbus, OH

2d•Remote

About The Position

CAS is seeking a Sr. Key Accounts Manager for its Sales team. This remote role manages assigned large customer accounts to deliver positive, differentiated experiences across CAS products and services, improve retention, identify upsell and cross-sell opportunities, and develop preferred-vendor partnerships. The manager increases Annual Contract Value by building broad and deep relationships with client decision makers and influencers, identifying opportunities aligned with client strategy, and coordinating CAS resources to support customer needs. The role owns account relationships and revenue opportunities from pipeline development through closing, monitors account health and product usage, and coordinates with internal peers and subject-matter experts to provide a cohesive customer experience. The position requires 25% travel. Candidates must be authorized to work in the United States without requiring current or future work authorization sponsorship from CAS.

Requirements

Bachelor’s degree in a science field or equivalent.
At least 6 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; the posting states “6-8 or more years.”
At least 5 years of experience with CRM software.
Experience understanding client strategy, market position, budget, and goals to develop offerings that provide long-term value for the customer and business.
Ability to network and build relationships with key personas and senior management across organizations, 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 or intellectual property.
Strong ability to communicate with executives and drive alignment on common objectives.
Strong written and verbal communication and time-management skills.
Active listening skills 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.
Ability to articulate industry-specific value propositions that address customer pain points.
Experience leveraging LinkedIn and other prospecting tools.
Demonstrated experience with virtual selling tools such as GoToMeeting, WebEx, or comparable tools.
Strong working knowledge of CAS products.
Willingness to travel 25%.
Must be authorized to work in the United States without current or future work authorization sponsorship.

Nice To Haves

Selling experience in biotech or life science markets.
Experience with chemical information products and services.

Responsibilities

Manage assigned key accounts, including relationship management, cross-selling, upselling, retention, conflict resolution, and customer satisfaction.
Increase Annual Contract Value for CAS solutions by developing relationships with client decision makers and influencers and identifying service and domain expansion opportunities.
Align CAS solutions with client needs, strategies, and strategic direction to identify and capture future growth opportunities.
Follow the sales process and keep the CRM tool current and reflective of opportunity status.
Engage influential client personas and build consensus across buying decision teams.
Identify, communicate, and work through customer problems, issues, and opportunities.
Understand each assigned account’s strategy and align CAS solutions in support of it.
Conduct sales calls and meet face-to-face with key decision makers to uncover unmet needs, identify growth opportunities, and align with client objectives.
Own account metrics, including total, upsell, cross-sell, and retention bookings, customer satisfaction, and NPS scores.
Collaborate with CAS colleagues and subject-matter experts globally to align internal resources and provide a cohesive approach to clients.
Manage pipeline, forecasts, and deal desk calls for assigned clients; develop strategies and align resources to increase incremental business.
Manage relationships across client business decision teams and user groups to build advocacy and trust.
Manage an assigned book of business and expand client relationships through sales and support visits, calls, emails, and presentations, creating, advancing, and closing revenue opportunities in the assigned territory.
Cultivate relationships with senior buyers and day-to-day client representatives and buyers.
Monitor customer dashboards, identify risks, and take action to support optimal customer experience and product usage.