Key Account Manager

Eurofins US Network • Lancaster, PA • 7h ago

Lancaster, PA, USA

Full-time

Company Description

Eurofins is the world leader in the bio/pharmaceutical testing market. With over 7.3 billion in annual revenues and 65,000 employees across 950 sites in 60 countries, Eurofins is a leading international group of laboratories providing an unparalleled range of testing and support services to the biopharmaceutical, food, and environmental industries.

Eurofins BioPharma Product Testing (BPT) is the largest network of harmonized bio/pharmaceutical GMP product testing laboratories worldwide. Eurofins BPT provides comprehensive CMC laboratory services for the world's largest pharmaceutical and biopharmaceutical companies. Service offerings include testing of drug substance, final product, intermediates, and starting materials for both small and large molecule drug products. The service portfolio supports all stages of the drug development process and all functional areas of bio/pharmaceutical manufacturing, including method development, microbiology, process validation, and quality control.

Job Description

Eurofins BioPharma Product Testing is searching for a Key Account Manager (KAM) to strengthen and expand partnerships with its most strategic customers. The KAM will drive multi-year, growth-oriented account strategies focused on value creation, retention, and expansion across top-tier global accounts through consultative and proactive sales activities. The objective is to deepen strategic relationships, increase share of wallet, and unlock new growth opportunities while positioning Eurofins BPT as the primary or preferred supplier for all outsourced services. The KAM qualifies opportunities and collaborates cross functionally to develop compelling and competitive proposals including defining solutions to meet client and company goals. The KAM serves as the primary point of contact for new business opportunities and facilitates project kick off and hand off meetings with project management and laboratory operations teams communicating all details necessary for successful project execution. KAMs compile market intelligence and industry trends for services and pricing. This role requires strong commercial judgement, deep scientific understanding, and the ability to lead complex outcomes through matrix and lateral leadership across operations, pricing, quality, legal, and enabling functions.

Key Account Manager responsibilities include, but are not limited to, the following :

Achieve/exceed annual revenue targets for assigned accounts by leveraging relationships to further penetrate existing accounts and prospecting for new accounts in the bio/pharmaceutical research and development, and manufacturing markets

Identify and secure sales opportunities through in person sales meetings and virtual presentations

Develop and execute comprehensive multi-year account strategies aligned with corporate priorities

Lead Joint Steering Committees and Quarterly Joint Business Reviews

Shape pipeline opportunities within accounts including upsell, cross-sell, new site, and therapeutic area / new modality expansion

Work effectively across the organization to advance opportunities

Apply disciplined qualification an early-stage filtering of non-promising opportunities

Manage renewal and expansion-level relationships based on performance and strategic alignment

Generate new business consistent with our market focus, operational capabilities, and laboratory capacity

Define operational success metrics per account and track value realization

Use experience to mentor colleagues on the Business Development team

The ideal candidate would possess :

Experience selling for a service company in the bio/pharmaceutical sector - CDMO, CRO, or CTO. Practical GMP lab experience with a biotech/pharma company would be a plus.

Recent experience executing business travel and in person client sales and business review meetings

Strong scientific acumen and ability to learn new technical information

Ability to work independently and as part of a team, self-motivation, adaptability, and a positive attitude

Excellent communication skills and ability to work cross functionally across internal teams, attention to detail, strong computer, scientific, and organizational skills

Demonstrated experience in identifying and developing sales leads, making professional presentations, organizing and leading business review meetings, managing the sales process through close, and handling contract negotiations.

Qualifications

Basic Minimum Qualifications :

Bachelor's or advanced degree in life sciences or business administration

At least three years bio/pharmaceutical sales or project management in the contract services sector of the bio/pharmaceutical industry and/or testing services

Ability to independently travel up to 30-50% of the time

Authorization to work in the United States indefinitely without restriction or sponsorship

Additional Information

The position is full-time, Monday-Friday, 8 a.m.-5 p.m., with overtime as needed.

As a Eurofins employee, you will become part of a company that has received national recognition as a great place to work. We offer excellent full-time benefits including comprehensive medical coverage, life and disability insurance, 401(k) with company match, paid holidays and vacation, personal days, and dental and vision options.

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