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Director of Key Accounts

2 months ago

Lexington, United States Rapid Micro Biosystems Full time

Winning the race to bring new healthcare products safely to a waiting world drives Rapid Micro Biosystems (RMB) to combine today's innovative technologies as never before. Your career at RMB puts you at the center of diverse global teams that span robotics, AI, Machine Learning, imaging, microbiology, and more, re-shaping how urgently needed pharmaceuticals are made, tested, and released for decades to come. The sky's the limit.

Careers at RMB are fast-moving, with the high growth you'd expect from a world leader in microbiology automation. Advancement at RMB affords an opportunity to achieve your personal goals and develop your passions, in an inclusive environment where every employee has the resources and opportunities to hone their skills. You'll do more, learn more, and have the ability to make a profound impact on our business.

Job Summary

The Director of Global Key Accounts will support and drive account penetration at the executive level within targeted organizations and grow our customer footprint at key production and manufacturing facilities worldwide. Responsibility for customer development and sales will be focused in the North American, EMEA and Asian markets. Pharma and BioPharma segments, in particular, feature geographically dispersed sites with complex sales coverage needs focused on building strong executive level relationships in order to drive sales at a site level in targeted accounts. Today, these segments are served by regional teams dispersed through various touch points in the organization. The Director, Global Key Accounts will build the overall strategy, communicate that strategy within the broader RMB team, and align Corporate and Regional account director resources to secure overall growth within strategic customer accounts. The selected candidate will develop both business and technical relationships at the senior / executive level within select accounts and in the various operating divisions of the company to plan and execute the segment strategy designed to maximize capture of share and revenue spend. The candidate must come with a deep base of relationships and contacts within the top BioPharma market.

Core Operations

    • Create, implement and execute on the overall Global Key Account strategy; incorporating regional level account goals, objectives and insights provided by Regional Sales Directors, Sales Ops, SVP of Sales & Marketing and CEO
    • Partner with the business units to build a cohesive cross-functional commercial strategy for targeted expansion in each targeted account to drive new GD System sales
    • Communicate the overall account strategy to Regional Sales Directors, inspire them and collaborate on key activities to drive account level execution at both the executive and site level
    • Coordinate selling activities (where appropriate) among Regional Sales Directors and their respective teams
    • Identify specific customer global growth initiatives, gain customer buy-in, and drive local execution by collaborating with Regional Sales Directors
    • Build strong and effective customer executive level relationships necessary to identify key areas of growth for both organizations, while leveraging said relationships when appropriate to drive business growth and customer accountability.
    • Be visible at targeted accounts, drive GD adoption, assist Sales Reps in developing key relationships, eliminate corporate barriers and guide efforts necessary to expand our portfolio.
    • Bring value to the broader commercial team (Regional Sales Directors, Sales Reps, etc.) on a regular basis as the targeted account expert.
    • Serve as the point of contact for targeted accounts during field visits by CEO, SVP of Sales & Marketing, COO, R&D, etc. to ensure connections with key account personnel are achieved and successful meetings transpire
    • Define opportunities and initiatives such as multi-system deals (global roll-outs), multi-site deals, and pricing rebates to drive executive buy-in, sponsorship and collaboration necessary to execute on a multi-site, global roll-out effort
    • Understands market and client dynamics. Creates winning strategies and tactics to get greater exposure for Growth Direct into the target accounts.
    • Properly align value propositions to different call points inside the targeted accounts, leading to customer engagement and closing business.
    • Conduct regular customer business reviews (CBR's) with key stakeholders within target customer list and participate in strategic meetings - Includes teaming with R&D to best capture VOC for development efforts
    • Own the overall relationship with targeted accounts and be accountable for financial growth at said accounts on a quarterly and annual basis.
    >
Requirements
    • Self-starter who develops clinical/technical knowledge and becomes an industry expert
    • Process and results-driven focus with the ability to rapidly change course when needed
    • Be part of and lead a collaborative team that shares ideas and works together
    • A strong team player with proven ability to coordinate activities and influence actions across a team of resources not directly reporting to them
    • Consistently address requests from customers in a positive "can do" manner
    • Collaborate with and utilize Rapid's internal resources to ensure you have the right tools and information to execute on your deliverables
    • Build and support the creation of financial assessments (ROI), as well as business case co-development with customers in order to show Growth Direct benefits throughout customer manufacturing network
    • Create account leverage across the breadth of the portfolio
    • Communicates effectively and clearly articulates key selling messages / value propositions to all key stakeholders
    • Utilizes knowledge of industry trends and RMB's portfolio of products and services to establish targeted customer solutions to achieve long-term business goals for both the customer and RMB
    • Outstanding presentation skills and the ability to be compelling
    • Align specific proposals and offerings to company objectives by working with Regional Sales Directors, Sales Ops and Marketing
    • Able to manage complex projects, prioritize competing requests, and achieve goals
    • Develop and implement straightforward solutions to complex problems
    • Guide and at times lead contractual negotiations with Sales Reps, as appropriate, particularly when key stakeholders are at the executive level
    • Strong negotiation and communication skills a must
    • Maintains a positive attitude during challenging times and demonstrates calming influence to keep team focused on finding a solution
    • Takes full accountability for establishing and meeting deadlines and executing on commitments
    • Delivers upon assigned account revenue targets on a quarterly and annual basis
Other Requirements
    • Education & Experience Requirement: BS/BA degree in science / business related field; MBA or advanced degree preferred. Documented success in Industrial and/or Medical Device Sales is critical. Minimum of 10 years as a senior level strategic account executive in the Healthcare / Pharmaceutical / CMO / CDMO life sciences space. Demonstrated experience managing complex, high-value accounts in a matrix environment. Direct experience in a senior position with pharmaceutical, biotechnology, or fine chemical, contract research or laboratory sales. Strong analytical skills including basic financial training. Has knowledge of and ability to sell entire portfolio of products and services to key scientific opinion leaders and senior business leaders. Global experience is critical.
    • Travel Requirements: Travel required to client site locations weekly. Flying to and from Boston / Germany with customers will be part of the sales process for customer workshops.
    • Industry Experience: Knowledge of industrial microbiology lab environment while selling capital equipment (strategic, long cycle, complex, multiple stakeholders, etc.) and pull through disposables a plus. Medical Device capital sales also preferred.
    • CRM: Experience in Sales Force or other CRM tools, as well as managing account information and pipeline
    >


ABOUT RAPID MICRO BIOSYSTEMS:

Rapid Micro Biosystems creates, sells, validates, and services innovative products for fast, accurate, and efficient detection of microbial contamination in the manufacture of pharmaceuticals, biologics, biotechnology products, medical devices, and personal care products.

The company's Growth Direct™-the first and only growth-based system to automate rapid compendial QC Micro testing-ensures data integrity, compliance, and operational efficiencies driven by rapid methods and automation.

Rapid Micro Biosystems is dedicated to providing groundbreaking technology and products to support companies in their journey to achieve greater reliability, efficiency, and better predictability, ultimately providing higher quality products for improved patient outcomes.

Rapid Micro Biosystems is headquartered in Lexington, Massachusetts. Our research & development, and manufacturing operations are located in Lowell, Massachusetts. Additionally, we maintain field offices in Freising, Germany; Switzerland, and Singapore.

Equal Opportunity:

Rapid Micro Biosystems is committed to the principle of equal employment opportunity. Applicants for employment and employees are reviewed on their individual qualifications for a position. Under no circumstances will Rapid Micro Biosystems discriminate against qualified persons on the basis of race, color, religious creed, retaliation, national origin, ancestry, sexual orientation, gender identity, disability, mental illness, genetics, choice of health insurance, marital status, age, veteran status, or any other basis prohibited under applicable law.