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Account Develpment Specialist

Department: Regional Sales and Marketing

Location: Cambridge, Massachusetts, United States

Job purpose: The Account Development Specialist (ADS) provides day to day relationship management and support to assigned strategic partner accounts to assist in delivering revenue growth.  The position requires building relationships and maintaining knowledge and expertise on all aspects of the agreements for assigned accounts as well as providing input into revenue forecasting and identifying areas to partner and/or suggesting new products. This includes support for delivering on contract obligations and working to support accounts in achieving their goals.  Proper escalation and solutioning to ensure account satisfaction will be important. 

 Responsibilities:
  • Revenue responsibility
    • Serve as the primary point of contact for named accounts with an objective of successfully maintaining and growing each partnership account.

    • Promptly and professionally reply to customer inquiries and requests.

    • Adopt the Sales Cloud CRM system and use its functionality and content to manage leads, opportunities and provide insight into accounts.

    • Develop and execute account plans for each assigned account with a specific focus on new products and opportunities for expanding the relationship to achieve the revenue goals for each organization.

    • Responsible for meeting individual objectives and revenue goals for the assigned accounts.

    • Provide revenue forecasting and delivery estimates as needed.
       
  • Relationship management
    • Anticipate accounts’ needs by achieving an in depth understanding of their business issues, and goals, at a tactical and strategic level.

    • Conduct regular business review to increase alignment, maximize opportunities and promote a strong business partnership between collaboration participants.

    • Work closely and collaboratively with internal stakeholders and departments to ensure successful delivery on the contract.  When necessary, spearhead new processes to meet contract requirements.

    • Anticipate upcoming changes in project stages or collaboration participants, manage transitions smoothly, and serve as the partnership’s voice internally. Facilitate complex discussions with the partner to map a way forward when unanticipated situations or corporate decisions in either party trigger the need for change.

    • Provide appropriate product recommendations for partner R&D and NPD pipelines. Ensure that recommendations adhere to contractual requirements.

    • Escalate quality complaints, including CAPAs and SCARs, from partners to appropriate internal departments.

    • Establish forecasting schedule with accounts and coordinate with internal groups to act on forecasts.

 
 
Summary of Job Requirements:

The ideal candidate can leverage their technical background and exceptional communication skills to build strong relationships with named accounts which ultimately grow revenue. 

 
Essential
Desirable
Education, Training & Qualifications
  • BSc in a life science discipline
  • MSc or Ph.D. in Biology or related fields
Experience – work, research, voluntary, other
  • Knowledge of the life sciences market (both research and diagnostic)
  • Experience in protein research, immunology and Immunohistochemistry
  • 2-5 years’ experience selling into life science market
  • Experience in selling solutions and services
  • A good understanding of drug discovery and/or diagnostic workflows and the technologies employed
 
Specific skills & abilities
 
  • Ability to build relationships both internally and externally with key stakeholders to achieve desired results
 
 
Personal traits
  • Very organized with strong attention to detail
  • Strong verbal/written communication skills
  • Ability to work across a multi-site team
  • Professional, confident, credible and an enthusiastic team player able to work effectively
 
Circumstances
  • Travel both domestic and international is required of up to 20%.  This will include face to face meetings with customers, attendance at conferences, and travelling to sales meetings.
 
 
Career progression opportunities
  • Many opportunities exist for development within the commercial organisation.
 
 
  • It’s our goal to provide a world-standard in protein research tools, technical support and delivery. When you join Abcam, you’ll join a global business with the passion and the vision to become the most influential company, and, best-loved brand in life sciences.

  • Our culture is one that empowers individuals, with responsibility given at an early stage. We place great emphasis on knowledge and experience. The working environment is friendly and fun but intense, with everybody working together as a team to deliver great service and the best solution to our customers. In addition to competitive salaries we can offer an attractive flexible benefits package which includes a profit-share scheme and share options.