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Senior Account Manager, Laboratory SaaS Solutions

2 months ago

Millburn, United States Bluecrux Full time
Our Company

We're bluecrux. Pleased to meet you

We build tomorrow's value chains for a better future. In times of massive swings in business conditions and large leaps in technology, we help our customers make the transition to a digital business. We satisfy the needs for digital transformation by offering premium advisory services to rethink business operating models, by building resilience in supply chains with our digital twin technology Axon and by digitalizing resource planning and scheduling processes with our cloud software, Binocs.

Binocs is the #1 cloud-based SaaS solution for digital resource planning & scheduling in laboratories and cell and gene therapy operations. It is a digital twin that aligns work demand with the resource capacity of knowledge workers & equipment and comes with zero-code integration in the enterprise architecture (LIMS, PPM, CTMS, MES, etc.). Binocs' (AI) algorithms cover short-term scheduling until long-term planning. Many of the Top 50 pharmaceutical companies (and beyond) use Binocs across the globe.

To accelerate our growth in the USA we are recruiting a Binocs Sr Account Manager, Laboratory Saas Solutions.
Your role

As we transition from a start-up to a scale-up and experience rapid growth, your contributions will be pivotal to the success of our expanding user base in the USA. This role is designed for a dynamic and proactive sales professional who can navigate the complexities of the life sciences industry and drive significant business growth.

New Business Development:
  • Prospecting and Outreach: Identify and engage potential new clients within the life sciences sector, focusing on North American markets. This involves researching companies, understanding their needs, and initiating contact through various channels.
  • Lead Qualification: Qualify leads to ensure they are a good fit for Binocs solutions. This involves initial discussions to understand client needs and align them with our offerings.
  • Sales Presentations: Conduct compelling presentations and product demonstrations to showcase the value of Binocs. Tailor presentations to address specific client challenges and opportunities.
  • Deal Closing: Guide prospects through the sales funnel to close deals effectively. This includes negotiating terms and finalizing contracts.
Account Management:
  • Relationship Building: Develop and maintain strong relationships with existing clients to ensure satisfaction and loyalty. Act as the main point of contact for client inquiries and issues.
  • Opportunity Development: Identify and explore opportunities to upsell and cross-sell Binocs solutions within existing accounts. Understand clients' evolving needs and propose relevant solutions.
  • Client Retention: Implement strategies to retain clients and minimize churn. Regularly check in with clients to ensure they are getting the most value from Binocs.
Sales Cycle Management:
  • Pipeline Management: Manage the entire sales pipeline, from initial contact to deal closure. Maintain accurate and up-to-date records in the CRM system.
  • Proposal Development: Develop detailed proposals and respond to complex Requests for Information (RFI) and Requests for Quotation (RFQ). Collaborate with internal teams to ensure proposals meet client requirements.
  • Contract Negotiation: Negotiate contract terms to ensure they are favorable for both Binocs and the client. Handle any legal or compliance issues that arise during negotiations.
Cross-functional Interaction
  • Internal Collaboration: Work closely with customer success managers, product owners, and other internal stakeholders to ensure client needs are met and to align on strategic goals.
  • Feedback Loop: Provide feedback to product teams based on client interactions to help improve Binocs solutions and address market needs.
Your skills
  • Above all, you are familiar with laboratory processes and you know QC, Research or Process Development functions, or similar operations in life sciences. Knowing about continuous improvement or digitalization topics in laboratories like e.g. 'lean laboratory' would be a great asset.
  • You have 3 years of sales experience preferably in software sales, ideally in selling LIMS, ELN, QMS, MES, or similar systems to laboratories.
  • You are a self-starter and have the ambition to achieve and exceed sales quotas and goals with clear sales plans & strategies.
  • An analytical mindset is a must: you can understand complex client requests and you can manage extensive and complex RFI/RFQ.
  • You have experience in using CRM tools to report and manage pipeline updates.
  • Your soft skills are equally important. You have strong communication & presentation skills. You can deliver messages that induce impact. You are a great listener.
  • You feel connected with our company values: open-minded, highly approachable, ambitious yet humble team of warm-hearted people, who are not afraid to take up challenges and dare to make the jump.
Our offer
  • Dynamic Team Environment: Join a team that passionately lives Bluecrux's values every day. Experience a supportive, motivated work culture.
  • Growth and Development: Take initiative and grow with us. We provide ample opportunities to enhance both your personal and professional skills while encouraging you to be your authentic self.
  • Career Advancement: Thrive in a workplace that offers numerous growth opportunities. We prioritize your personal and professional development and ensure there's always room for innovation and individuality.
  • Inclusive and Friendly Culture: We value each team member's contributions and recognize you by your first name. Our culture breaks down barriers and focuses on your unique talents.
  • Engaging Team Activities: Enjoy a variety of team events, including annual Bluecrux weekends, monthly last Friday gatherings with drinks, team-building exercises, and other fun activities.
  • Outstanding Benefits Package: Benefit from a competitive compensation package that includes:
    • Competitive base salary
    • Annual performance-based bonus
    • 12 holidays and 26 days of Paid Time Off (PTO)
    • Company closure between Christmas and New Year's
    • Highly competitive health insurance, effective on your first day, with 100% of the employee's premium paid by Bluecrux and 50% of premiums for dependents covered
    • Competitive dental and vision insurance coverage
    • Basic life insurance at no cost, with additional coverage available for purchase
    • Voluntary accident insurance and critical illness insurance to complement medical coverage
    • Health Care Flexible Spending Account (FSA)
    • Company-covered cell phone
    • 401(k) plan with fixed employer contributions