Strategic Client Relationship Manager

2 weeks ago

Bethlehem, Pennsylvania, United States ABEC Inc Full time
Job Overview

Company Overview:

ABEC Inc. stands as a premier provider in the biopharmaceutical manufacturing sector. Our distinctive advantage lies in our extensive experience combined with our capability to engineer, design, manufacture, commission, qualify, and service comprehensive bioprocess solutions aimed at reducing costs, accelerating time to market, and enhancing productivity. Our offerings encompass process and equipment engineering, consulting services, extensive site services, bioreactors, fermenters, filtration and chromatography systems, prep and hold systems, as well as cleaning and sterilization systems.

Role Summary:

The Corporate Account Manager plays a pivotal role in managing a designated portfolio of clients, fostering new business opportunities from existing accounts, and proactively pursuing new sales prospects. This position requires the establishment of robust relationships with clients, engagement with key business leaders and stakeholders, and the preparation of detailed sales reports. Additionally, the Corporate Account Manager addresses client inquiries and identifies new business avenues within the assigned client base. This role necessitates collaboration with cross-functional internal teams to enhance the overall customer experience.

Key Responsibilities:

  • Surpass all activity benchmarks for prospecting, meetings, presentations, proposals, and finalized business.
  • Initiate and coordinate action plans aimed at achieving account expansion.
  • Engage with clients to ascertain their needs and articulate product value.
  • Establish relationships with clients founded on trust and mutual respect.
  • Collaborate with internal departments to fulfill client requirements effectively.
  • Gather and analyze data to gain insights into consumer behavior.
  • Maintain accurate records related to inventory and account management.
  • Stay informed about company products and services.
  • Address complaints and mitigate further issues by refining processes.
  • Identify and analyze industry trends.
  • Act as an advocate for clients, focusing on enhancing the buyer experience.
  • Work closely with ABEC business unit managers to qualify, develop, and close sales opportunities.
  • Maintain a collaborative relationship with other offices to drive results through the consistent application of corporate best practices in sales.
  • Provide regular updates on activities, including forecasts and call reports.
  • Offer insights and analysis on market and industry trends.
  • Monitor competitive activities as necessary.
  • Maintain professional and technical expertise, while building essential professional networks.
  • Keep abreast of customer and territory knowledge.
  • Ensure high levels of client satisfaction through relationship-building initiatives.
  • Manage expenses to adhere to budgetary guidelines.
  • Execute additional tasks as assigned.
  • Be prepared to travel as required.
  • Deliver timely feedback to senior management.
  • Actively participate in identifying and driving Continuous Improvement (CI) initiatives.

Qualifications:

  • Bachelor's degree in Science, Engineering, or Business, coupled with a proven track record in consultative sales, including strategic selling and negotiation.
  • Three to five years of experience in sales within the biopharmaceutical manufacturing sector or a history of successful complex outside direct sales utilizing consultative and solution-oriented approaches.
  • Familiarity with one or more of the following industries: Engineering, manufacturing, biopharmaceuticals.
  • Ability to engage and influence decision-makers across various organizational functions (operations, quality, business unit, product development, procurement, engineering, etc.).
  • Demonstrated success in fast-paced, highly competitive, and deadline-driven environments.
  • Capability to work cross-functionally within the ABEC organization to achieve objectives.
  • Excellent verbal and written communication skills.
  • Ability to operate independently in an entrepreneurial setting.
  • A minimum of two years' experience with CRM software.
  • Familiarity with Continuous Improvement (CI) methodologies is advantageous.
  • Prior experience with Lean/Six Sigma principles is a plus.

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