Company Description
SGS is the global leader and innovator in inspection, verification, testing and certification services. Founded in 1878, SGS is recognized as the global benchmark in quality and integrity. With over 97,000 employees in 130 countries and operating a network of more than 2,400 offices and laboratories, we provide services to almost every industry by assuring quality and safety of products and services.
Trusted all over the world, SGS is a market leader because we put 100% passion, pride and innovation into everything we do. We encourage new ideas. We welcome people who challenge the way we do things. And we will be 100% committed to helping you reach your full potential.
Job Description
The Sr Key Account Manager (NAM) is responsible for handling strategically important client accounts of SGS Vitrology in North America. This person must build and maintain long-term, mutually beneficial partnerships with targeted key accounts. You will be the main point of contact for all key account matters in North America, and is required to understand the client’s needs and collaborate with internal functions to ensure that clients succeed in achieving their business objectives
Strategic Responsibilities
- Understand key customers’ long-term business goals, associated pain points and identify suitable upselling and cross-selling opportunities.
- Onboard new key accounts that have been identified by SGS Vitrology for NAM.
- Develop and maintain a solid and trusting relationship with key accounts.
- Lead the implementation and solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
- Build relationship with key decision makers at customer organization and understand the internal organizational dynamics of key customers.
- Lead a joint strategic account planning process with key customers that develops mutual performance objectives, financial targets, and critical milestones.
- Cultivate consulting relationships with customers, form customer relationships at multiple levels to provide good service, develop future business opportunities, and gain referrals.
- Conduct comprehensive account review at least quarterly with key customers.
Project Management Responsibilities
- Coordinate the involvement of company personnel, including support, service, and management resources, to meet key account performance objectives.
- Ensure that requests for major service changes (moves, adds, changes) by key customers are carried out and that client requests are resolved expeditiously.
- Coordinate post-sale follow-up activities
- Execute successful contract renewals and price increase terms with key accounts.
- Responsible for submitting weekly, monthly and yearly expense, sales forecasts, and sales activity reports as required; including ensuring administrative procedures are performed as necessary to complete required reports and ensuring all business activities are carried out efficiently and within budget constraints
- Monitor and achieve quarterly retention targets, utilize accurate sales forecasting techniques to reflect accurate customer revenue potential and growth opportunities
- Complete required administration and reporting as required by management and the business (i.e. Salesforce accuracy, KPI reporting).
- Share leading / best practices and client trends / behaviors with rest of account management team and with client portfolio to ensure that the knowledge is leveraged.
- Responsible for the delivery of monthly reports for assigned accounts such as market trends, competitor’s information, YTD and 3-month forecast, pipeline of opportunities, risk and issues, and keeps customer database up to date by recording all activities, transactions, and communications with customers.
Leadership Responsibilities
- Provide leadership for the other field sales representatives, globally, who also work with this customer and work with cross functional teams.
- Represent the company at various trade associations and meetings to demonstrate and promote our products as well as understand and expand knowledge of client sector / vertical, business, key competitors and further expertise in specified business / industry.
- Monitor client engagement levels, conducting periodic business reviews and undertaking measures to gain traction with the client as well as provide guidance to team.
Qualifications
- 10+ years experience in the marketing, sales or operations
- Experience in selling biologic services, either CDMO or CRO.
- BS/BA degree in related discipline or management-related field from an accredited university
- Master’s in business administration or marketing or Sales with accompanying experience, from an accredited university.
- Experience in Salesforce to track and forecast account activities
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Our Benefits
We care about your total well-being and will support you with the following, subject to your location and role.
- Health: Medical, dental and vision insurance, life insurance, employee wellness programs
- Wealth: Competitive pay, 401(k) with company match (immediate vesting upon enrollment), employee referral program, annual bonus target
- Happiness:
- Professional Growth: Online training courses, virtual and classroom development experiences, tuition reimbursement program
- Work-Life Balance: Paid-time off (vacation, sick, company holidays, floating holidays, volunteer time)
Additional Information
SGS is an Equal Opportunity Employer, and as such we recruit, hire, train, and promote persons in all job classifications without regard to race, color, religion, sex, national origin, disability, age, marital status, sexual orientation, gender identity or expression, genetics, status as a protected veteran, or any other characteristics protected by law.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily with or without reasonable accommodations. The requirements listed above are representative of the knowledge, skills, and/or abilities required.
This job description should not be construed as an exhaustive statement of duties, responsibilities or requirements, but a general description of the job. Nothing contained herein restricts the company’s rights to assign or reassign duties and responsibilities to this job at any time.
If you are applying for a position within the United States and you have difficulty completing the on-line employment application because of a disability, please call 201-508-3149 for assistance and leave a message. You will receive a call back. Please note, this phone number is not for general employment information, but is only for individuals who are experiencing difficulty applying for a position due to a disability.
