Strategic Account Manager

Neogen Corporation

2d•Remote

About The Position

The Key Account Manager is accountable for the end-to-end ownership, growth, and performance of assigned national and strategic accounts. This role drives revenue acceleration by executing a disciplined, consultative sales approach that aligns customer objectives with Neogen’s value proposition. Serving as the general manager of the account, this role is responsible for developing multi-year growth strategies, building executive-level relationships, and leading cross-functional alignment across Sales, Marketing, Technical Services, and Operations to consistently deliver measurable customer and business outcomes.

Requirements

Bachelor’s degree in Food Science, Microbiology, Biology, or related field (or equivalent experience)
5+ years of demonstrated experience in in strategic or national account management
Proven ability to manage complex, multi-stakeholder sales environments
Experience with CRM systems (Salesforce, MS Dynamics) and pipeline management
Executive-level communication and influence
Value-based and consultative selling expertise
Complex deal negotiation and strategy development
Strong analytical mindset with disciplined pipeline management
Ability to drive cross-functional alignment and execution
High degree of ownership, accountability, and business acumen

Responsibilities

Own the strategic direction and commercial performance of assigned corporate accounts, including revenue growth, retention, and expansion.
Develop and execute comprehensive account plans aligned to customer priorities, market dynamics, and Neogen growth objectives.
Identify and prioritize high-value opportunities, whitespace, and cross-selling pathways across the portfolio.
Deliver quarterly business reviews (QBRs) that reinforce value realization, ROI, and future growth strategy.
Establish and maintain multi-level relationships within customer organizations (Food Safety, Quality, Regulatory, Procurement, Operations).
Lead a consultative discovery process to uncover customer pain points, business drivers, and strategic priorities.
Translate insights into tailored solutions and value hypotheses that differentiate Neogen in competitive environments.
Position Neogen as a strategic partner, not a transactional vendor, through consistent value delivery.
Build, manage, and maintain a robust, high-quality pipeline aligned to quota and growth targets.
Execute rigorous pipeline management and inspection cadence, ensuring opportunity hygiene, stage accuracy, and forecast reliability.
Lead the end-to-end sales cycle, from qualification through close, including deal strategy, negotiation, and risk mitigation.
Apply defined go/no-go decision frameworks to prioritize resources and increase win probability.
Coordinate cross-functional resources to deliver seamless customer execution, including Marketing, Technical Services, and Operations.
Partner internally to deploy targeted campaigns, product launches, and account-specific initiatives that accelerate growth.
Drive internal alignment and accountability to ensure execution against account plans and customer commitments.
Maintain deep understanding of industry trends, regulatory drivers, and competitive landscape.
Leverage insights to refine account strategies, identify competitive threats, and improve win rates.
Actively contribute to field intelligence and commercial feedback loops to inform broader go-to-market strategy.