- 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.
Preferred candidate profile
- 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.
