Strategic Account Manager BioStorage Technologies
Reports To: Vice President, Global
Sales Supervises: None
Status: Exempt Incumbent:
The statements below reflect the general details considered necessary to describe the
major responsibilities of the identified position and are not to be construed as a detailed
description of all the work requirements that may be inherent in the job.
The Strategic Account Manager (SAM) will primarily be responsible for development and
growth of the company?s most strategic customers. BioStorage Technologies (BST) has
identified a select group of customers and prospects that are designated as the
Strategic Account Management (SAM) Group. The SAM will lead all sales related facets
of strategic alignment, relationship management, sales process and engagement, team
and SME resourcing, and BST alliance support. The objective of this role is to develop
an integrated relationship model and sales approach that can allow BST to partner with
targeted customers in a performance based solution delivery model. The SAM will
oversee alignment with key account business drivers and assure continuity between
sales and delivery (solutions) teammates. The Strategic Account Management (SAM)
Group represents BST?s highest potential growth accounts. As such, the SAM will need
to be expert in all aspects of large account management and planning.
This position will have top line and growth objectives to support BST sales goals. The
position will also serve to advise Sr. Management on developments within the
marketplace, competitive intelligence, emerging trends impacting clients and
innovation/strategy development as we bring new solutions to market. They will also
be tightly integrated into the company?s Voice of Client (VOC) program.
Major Responsibilities, Activities and Task Statements:
The Strategic Account Manager will be responsible for the creation and implementation
of a strategic, global, customer management program. Aspects of the plan include but
are not limited to the: 1. Alignment with customer business drivers and initiatives from a results
2. Comprehensive understanding of the customer from a strategy, financial
performance, compelling event (news/developments of relevance to BST),
relationship, and sample initiative standpoint.
3. Engagement and planning with BST colleagues on an overall customer
engagement approach that leverages all assets of the company (or outside
resources) seeking to align and contribute to a comprehensive solution approach.
4. Contribute to solution design and approach once customer need is defined
(current, desired, and future state)
5. Deal structure and management to support a strategic relationship. Particularly
when non-traditional aspects or performance based approaches are used.
6. Sales of BST solutions to strategic, targeted accounts.
7. Build the brand of the company as a premier provider to SAM accounts
8. Feedback and participation (with executive team) in building and refining the
9. Manage the creation and follow up of sales proposals with the Sales Operations
10.Review market analysis to determine customer/market needs and pricing
11.Manage and maintain a customer lead database within SFDC
12.To attend internal and external training in cases where it may benefit the team
to have increased knowledge
13.Provide regular written reports to the VP of Sales and Global Head of Marketing
regarding activities as they relate to sales
? Bachelors Degree (MBA Preferred)
? Strong negotiation, communication and presentation skills
? 5 - 10 years consultative sales experience with history of selling to C or D level
? 5-10 years senior sales or management experience within the pharmaceutical or
life sciences industry
? Proven sales track record with large account management program opportunities
? Proven track record of building and maintaining relationships with clients
? Expert in deal management and negotiation for long term, strategic relationships
? Expert in managing complex, long term, global account relationships in team
? Bachelors Degree to be in life sciences
? Computer literate in Microsoft Office Suite
? MBA in addition to bachelors degree
? Good understanding of life sciences community
? Good understanding of International business
? C or D level contacts within the pharmaceutical or emerging biopharma industryLeadership Competencies:
Managing and Measuring
? Clearly assigns responsibility and accountability for tasks and decision
? Proactively sets clear objectives and measures
? Monitors process, progress, and results appropriately
? Provides timely and objective feedback on performance and takes appropriate
? Takes a holistic approach, even when addressing departmentally specific
? Excels in capacity and resource utilization.
? Delivers individual and team results to the company and clients
Building team behavior
? Collaborative and cooperative
? Encourages a participative process; has a ?win-win? orientation.
? Creates strong morale and spirit in his/her team
? Shares wins and successes
? Fosters open dialogue while confidentiality
? Encourage autonomy while holding each other accountable
? Creates a feeling of belonging in a team
? Shares recognition and credit with others.
? Can infuse spirit and influences others to be creative and high performing.
? Motivates others with one?s own vision and plans.
? Acts in accordance with the company values.
? Models behavior that is above and beyond reproach.
? Motivates others to accept a challenge.
? Provides challenging and stretch tasks and assignments
? Is aware of each and engaged in career development for subordinates and/or
? Constructs compelling development plans and executes them
? Encourages and prepares subordinates to accept developmental moves
? Creates opportunities for individuals to shine.
? Understands and applies the balance among talent, experience and potential
? Hires the best fit available from inside or outside
? Displays courage through consistently upgrading talent and expectations
Business and Industry Acumen
? Knowledgeable in current and progressive possible future policies, practices,
trends, and information affecting his/her business and organization
? Displays industry curiosity
? Knows the market, clients and the competition
? Able to apply business principles to business applications? Understands and apply company business disciplines (revenue, sales
methodology, budget management, etc.)
? Willingly seeks input from others before making a decision.
? Understands the value of civil and respectful discussion/debate and encourages
? Finds common ground in completing tasks and solving problems.
? Employee will be expected to travel to client sites, sometimes overnight or on
? Employee will be expected to travel internationally on occasion
? Home office environment
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