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Strategic Account Manager

Department: Regional Sales and Marketing

Location: Tokyo, Tokyo, Japan


Abcam, is a leading bioscience company specializing in the production and sale of antibodies and related products to scientific research organizations with offices in Cambridge and Bristol, UK; Cambridge, MA; Eugene, OR; San Francisco, CA; Tokyo, Japan and Hangzhou and Hong Kong, China.

Job Title:             Key Account Manager
Reports to:         Director of Sales, Pharma Biotech

Job purpose: The Key Account Manager will be responsible for the generation of new business in existing and new accounts and managing a portfolio of key pharma/biotech in the territory.
In this role, you will be responsible for the strategic and tactical management of accounts in your territory including focusing on existing relationships and generation of new business opportunities within key geographic areas in the Region.

  • Drive the revenue growth of the business by promoting and negotiating on our full range of products and services, which includes RabMAb catalogue products, customised antibody production services, Fireplex technology and additional new initiatives developed by the organisation.
  • Identify new opportunities to develop business relationships in key accounts with a special focus on high potential accounts in the territory.
  • Develop a Key Account Plan for each target organisation that supports our specific business objectives and implement supporting activities, develop key contacts and achieve the revenue goals for each organisation.
  • Adopt the Sales Cloud CRM system and use its functionality and content to manage leads, opportunities and provide insight into key accounts.
  • Provide regular sales forecasts to management regarding both financial and activities conducted in the territory.
  • Promptly and professionally reply to customer inquiries and requests
  • Responsible for meeting individual objectives and revenue goals for the assigned territory
  • Prospect for new business within target market segments 
  • Continually provide market feedback to the organisation around customer trends, market development, competitive activities.
  • Work with international counterparts in strategies and coordination for larger pharma accounts.
  • Work with E-Procurement manager to manage e-pro functionality in accounts.


Summary of Job Requirements:


Education, Training & Qualifications

  • MSc or Ph.D. in Biology or related fields

experience in protein research, immunology and Immunohistochemistry would be desirable.

Experience – work, research, voluntary, other

  • More than five years of experience in solution science-based selling in the Life Science market in Pharma and Biotech

A good understanding of drug discovery and/or diagnostic workflows and the technologies employed.

Specific skills & abilities

  • Proficient in managing customer interface and relationship both at scientific end-user level, decision making level
  • Ability to work cross functionally.
Experience in selling solutions and services
Project Management (some knowledge)
Personal traits
  • Excellent communication skills both written and spoken
  • Attention to detail
  • Demonstrated ability for problem prevention, detection and resolution.
  • Travel both domestic and international is required of up to 70%
  • This will include face to face meetings with customers, attendance at roadshows and 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.