Senior Director, Key Accounts
Company information
Solvias is an internationally recognized provider of integrated solutions in contract analytical research, development and manufacturing. The company offers a broad spectrum of services and solutions in the Pharmaceutical, Biotech, Medical Device, Cell&Gene Therapy and Cosmetic industries. With headquarters near Basel, Switzerland, over 800 highly qualified employees take pride in putting science at the heart of serving customers to bring safer and better products to market faster.
Join Solvias as Senior Director, Key Accounts and play an instrumental role in architecting and maintaining the infrastructure of a program for managing a portfolio of key accounts.
Job Description
Key Account and Opportunity Management
- Define both short-term and long-term strategic objectives.
- Create and implement a 2–5 year Key Account business plan, focusing on acquiring new business, clinical projects and retention with a milestone roadmap for growing revenue, profits and wallet share.
- Create and execute an annual tactical business plan for growth aligned with functional groups and Solvias business objectives.
Organizational Priorities
- Establish an internal communication plan and quarterly performance review. Communicate regularly across all levels of the hierarchy and across the organization.
- Understand Solvias and its functional group strategy, initiatives and priorities.
- Understand the client’s organization and functional group strategy, initiatives and priorities.
Joint Solution and Innovation
- Stay informed on life science industry trends.
- Develop and deliver innovative partnership opportunities between client and Solvias that create value for both organizations.
- Embrace and deliver a customer intimacy model.
- Possess strong negotiation skills, the ability to motivate the customer commitments, and close deals.
Multifunctional Account Team Leadership
- Lead and collaborate with multi-disciplinary Key Account team to ensure that Solvias is aligned around customer needs and opportunities to meet business objectives.
- Orchestrate activities with other sales and support team members to ensure effective coverage of the Key Account, including through personal visits and other channels, while maintaining up-to-date records of all relevant information within CRM or other appropriate database.
- Act as a key account champion across the Solvias to align key personnel.
- Collaborate with the Key Account team, track and publish performance metrics based upon activities, service and results.
- Define and communicate resource requirements to deliver the key account business plan.
Overall account relationship and outcome management
- Achieve revenue, profitable growth, and molecule acquisition targets for the defined key accounts.
- Maintain close contact with customers to elevate and expand the relationships from Executive to End User across diverse customer functional groups.
- Develop and manage effective business-to-business relationships, including building executive-level relationships between Solvias and the Key Account.
- Provide consistent and accurate monthly forecasting.
- Provide pipeline development reports to inform internal Solvias stakeholders.
Requirements
Education:
- Basic: Bachelor’s degree in scientific discipline; Desired: Master’s Degree in scientific or business discipline.
- Significant years of B2B strategic or key account management.
- Prepared to travel extensively as required to meet objectives; Domestic & International Travel Required 50+ %.
Experience:
- Business professional with a proven track record of exceptional B2B consultative sales performance managing large global accounts in the Life Science Pharmaceutical industry.
- Demonstrated record of closing large strategic deals.
- Familiarity with basic functions of various departments: Marketing, R&D, Project Management, Operations, and Quality.
- Excellent oral and written communication skills.
- Ability to sustain an intimate client relationship across multiple functions and at all levels within the organization.
- Understand basic regulatory, compliance requirements and manufacturing process of pharma and biopharma industry.
Essential and Critical Skills:
- Ability to build executive relationships.
- Create demand, strengthen enterprise partnerships, close deals.
- Balance short term business requirements with long term goals to ensure profitable business growth.
- High degree of contact at multiple functional groups and high levels at target account.
- Knowledgeable about industry trends and in some cases creating leading trends.
- Excellent organizational, communication and presentation skills.
- Excellent executive communication skills oral and written.
- Readiness to travel to customer and Solvias sites as required by the business.
- Team Player strong leadership in coaching and developing a sales organization.
- Working understanding of Risk Analysis and Project Management skills.
- Basic understanding of and experience using word processing, excel, access, databases and Microsoft project.
- Strategic thinking and planning with discipline to execute plans as defined.
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