Build and execute a comprehensive KAM strategy aligned with corporate vision and growth objectives
Own 12 to 18 month account plans for top high-value customers including goals, executive mapping, co-innovation roadmaps, risk mitigation plans, and success metrics
Drive long-term value creation, retention, satisfaction, and share-of-wallet growth
Assume full responsibility for identifying and closing new opportunities within assigned accounts and achieving agreed sales targets
Cultivate and expand executive-level relationships within assigned accounts, including new customer development
Lead Joint Steering Committees and Quarterly Joint Business Reviews with customer executives
Define operational plans and success metrics per account
Track value realization, renewal opportunities, and expansion pathways
Shape account-level pipelines including upsell, cross-sell, new site entry, and therapeutic area expansion
Develop proactive entry strategies for prospective key customers in the territory
Monitor industry trends and competitor activity to inform account positioning
Coordinate R&D, Operations, Legal, and Finance stakeholders from opportunity identification through delivery
Ensure seamless execution and high customer satisfaction in a matrix environment
Monitor performance against plan and drive corrective actions where required
Maintain clear account governance and structured reporting artifacts

Medical or scientific background preferred; alternatively business background with substantial CRO, CDMO, or biopharma experience
Several years of relevant industry experience
Extensive experience managing large and complex customer accounts
Proven track record in new customer development and expansion within strategic accounts
Demonstrated experience orchestrating multi-stakeholder deals
Strong enterprise KAM discipline including structured account planning, executive mapping, and value case development
Deep understanding of drug discovery and pre-clinical development
Strong knowledge of precision medicine platforms and competitive market dynamics
Commercial and negotiation expertise
Ability to lead through influence across scientific, operational, legal, and finance stakeholders
Structured, data-driven approach to forecasting and performance management.

VP, Key Account Management

Key skills