Director, Corporate Strategic Accounts

1 day ago

Detroit MI United States BioIVT Full time

BioIVT is a leading global provider of research models and value-added research services for drug discovery and development. We specialize in control and disease-state biospecimens, including human and animal tissues, cell products, blood and other biofluids. Our unmatched portfolio of clinical specimens directly supports precision medicine research, aiming to improve patient outcomes by coupling comprehensive clinical data with donor samples. As the premier supplier of hepatic products, including hepatocytes and subcellular fractions, BioIVT enables scientists to better understand the pharmacokinetics and drug metabolism of newly discovered compounds and their effects on disease processes. By combining our technical expertise, exceptional customer service and unparalleled access to biological specimens, BioIVT serves the research community as a trusted partner in elevating science.

The Corporate Strategic Account (CSA) Director will be responsible for understanding client needs, developing strategic account plans, and ensuring the delivery of exceptional customer service. The Director of Corporate Strategic Accounts at BioIVT is responsible for overseeing and nurturing relationships with key clients, ensuring their unique needs are met while driving revenue growth. This pivotal role involves strategic planning, contract negotiation, and collaboration with cross-functional teams to deliver tailored solutions. The Director plays a crucial role in fostering long-term partnerships, contributing to business expansion, and maintaining BioIVT's position as a leader in the industry.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Key Account Development:

  • Identify, prioritize, and cultivate relationships with strategic accounts to drive revenue and achieve sales targets.
  • Understand the unique needs and challenges within the life sciences and pharmaceutical sectors.
  • Lead end-to-end contract negotiations for multi-year agreements.
  • Collaborate with legal and compliance teams to address contractual issues and ensure policy adherence.
  • Maintain accurate records of contract negotiations, amendments, and renewals.
  • Generate comprehensive reports on contract performance, revenue forecasts, and cross-selling initiatives.
  • Communicate regularly with stakeholders, including the Chief Commercial Officer and VP of Global Sales.

Strategic Account Planning:

  • Develop and implement strategic account plans, aligning with Marketing, Product Management, and Customer Service teams.
  • Stay abreast of industry trends, competitor activities, and market dynamics.
  • Provide market intelligence to support product development and pricing strategies.
  • Utilize advanced analytics to interpret large datasets for strategic decision-making.

Client Relationship Management:

  • Formulate comprehensive account plans for key customers, driving long-term revenue goals.
  • Foster strong relationships with clients to secure contract renewals and extensions.
  • Proactively address client concerns and enhance the overall customer experience.
  • Cultivate and nurture strong, long-lasting relationships with key accounts through regular communication, understanding their unique needs, and providing tailored solutions.

Sales Performance:

  • Achieve and exceed sales targets by identifying new business opportunities and expanding existing accounts.
  • Monitor market trends and competitor activities for growth opportunities.
  • Implement and maintain performance dashboards for real-time visibility into key metrics.

Communication and Collaboration:

  • Collaborate with internal teams, including business unit leaders, technical sales specialists, and legal, to ensure seamless contract execution.
  • Leverage cross-functional expertise to propose tailored solutions that align with the customer's requirements.
  • Coordinate efforts to identify and pursue additional revenue streams within existing customer relationships.
  • Act as a trusted advisor to key clients, building credibility and positioning the organization as a valuable partner in their success.
  • Proactively engage stakeholders, including Executive Leadership Team, Senior Leadership Team, Business Unit Leaders, and Regional Directors, to strengthen overall relationships and align strategies for mutual benefit.

QUALIFICATIONS:

  • Bachelor's degree in a relevant field; advanced degree preferred.
  • Proven experience in successfully negotiating and closing multi-year agreements.
  • Demonstrated ability to drive revenue growth and identify cross-selling opportunities.
  • Strong understanding of contractual processes and legal considerations.
  • Excellent communication, negotiation, and interpersonal skills.
  • Results-oriented with a track record of meeting and exceeding revenue targets.
  • Proficient in utilizing advanced analytical tools and interpreting large datasets.
  • Familiarity with industry regulations and compliance standards, including EHS policies, GDP, GLP, GMP, GCP, SOPs, EMEA, FDA Guidelines, and relevant state and country regulations.
  • Ability to develop and implement strategic account plans aligned with organizational goals.
  • Experience collaborating with cross-functional teams, including Marketing, Product Management, and Customer Service.
  • Proactive problem-solving skills and the ability to address client concerns effectively.
  • Strong relationship-building skills with a focus on customer satisfaction.
  • Familiarity with market trends, competitor activities, and industry dynamics.
  • Previous experience working in the life sciences or pharmaceutical sectors is highly desirable.
  • UK resident strongly preferred.

We can’t wait to work with you At BioIVT, we believe that diversity and inclusion are key drivers of innovation and success. We are committed to creating a workplace where everyone feels valued, respected and empowered to bring their unique perspectives to the table. We seek to build a diverse team and encourage applications from people of all backgrounds, experiences and identities.

To Learn More

Equal Opportunity Employer

BioIVT is an equal opportunity employer. We celebrate diversity and are dedicated to creating an inclusive environment for all employees.

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