- Account Management : Serve as the primary point of contact for key B2B clients, managing relationships to ensure satisfaction and long-term partnership.
- Revenue Growth & Retention : Drive revenue growth through cross-selling and up-selling within existing accounts while maintaining high retention rates.
- Strategic Account Planning : Develop and execute comprehensive account plans, identifying key opportunities and aligning company solutions with client business goals.
- Client Relationship Building : Build and maintain strong, long-term relationships with senior-level stakeholders and decision-makers in client organizations.
- Customer Success Advocacy : Collaborate with internal teams, including customer success and product development, to ensure clients receive optimal value from our software solutions.
- Solution Selling : Present tailored solutions to meet client needs, positioning the company as a trusted partner in achieving their business objectives.
- Contract Renewals & Negotiations : Lead contract renewal discussions, ensuring favorable terms for both the company and the client while maximizing revenue.
- New Business Development : Identify and pursue new business opportunities within the existing client base, including expanding into new departments or regions.
- Client Engagement : Regularly engage with clients through face-to-face meetings, virtual consultations, and product demonstrations to keep them informed of new product features, upgrades, and industry trends.
- Problem Resolution : Act as a liaison between clients and internal teams to address and resolve any issues, ensuring a seamless customer experience.
- Market & Industry Knowledge : Stay updated on industry trends, competitor products, and market dynamics to provide valuable insights and strategic advice to clients.
- Sales Reporting & Forecasting : Provide regular updates on account performance, sales forecasts, and pipeline management to senior leadership.
Qualifications and Skills:
- Experience : 10+ years of B2B Application field sales experience, with a strong background in account management within the software or technology sector and knowledge of life science vertical.
- Track Record : Proven success in meeting and exceeding sales targets, with a history of managing complex, multi-year enterprise deals.
- Account Management Expertise : Strong experience managing large, enterprise-level accounts, with a focus on both client retention and growth.
- Relationship Building : Excellent interpersonal skills, with the ability to develop and maintain relationships at all organizational levels.
- Solution Selling : Experience in consultative sales, with the ability to align software solutions with client business objectives.
- Negotiation Skills : Demonstrated strength in contract negotiation and deal closure, with experience managing high-stakes, complex deals.
- CRM Proficiency : Expert-level proficiency with CRM systems (e.g., Salesforce, Microsoft Dynamics) to track account performance and manage sales pipelines.
- Communication Skills : Strong written and verbal communication skills, with the ability to present to executive audiences.
- Strategic Thinking : Ability to craft and execute long-term strategies for account growth and customer success.
- Team Leadership : Experience mentoring and guiding junior sales staff.
WE VALUE:
- Bachelors degree in Business Administration, Marketing, or a related field. MBA or Advance degrees are preferred.
- Familiarity with industry-specific software solutions (e.g., SaaS, Business Applications, ERP, Cloud Technologies, etc)
- Establish network within the relevant industry sectors (Life Sciences, Pharmaceuticals, Medical Devices, F&B, CPG, Food Manufacturing, Logistics/distributions, Specialty Chemical, Process Solutions)
- Passion for sales and achieving results
- Strategic thinking and problem-solving abilities
- Ability to work independently and as part of a team
- Strong business acumen and understanding of market dynamics
- Continuous learning and adaptability
