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Role Description

The Senior Account Manager is responsible for driving sales growth and expanding CST’s presence within an assigned territory of key biopharma, academic, government, and medical research accounts. This individual will cultivate strong customer relationships, identify and pursue new business opportunities, and promote CST’s portfolio of antibody-based products and services.

You'll have the opportunity to...

• Revenue Growth & Account Management (30%)
  • Drive revenue growth by promoting, negotiating, and strategically positioning CST’s full range of antibody products, services, and scientific solutions across assigned accounts.
  • Maintain and expand business within national and global key accounts, focusing on solution-based, consultative selling and long-term account development.
  • Develop and execute comprehensive account plans aligned with CST’s business objectives, including identifying high-potential accounts, mapping organizational stakeholders, and implementing tailored engagement strategies to maximize account penetration.
  • Accurately forecast sales performance, monitor pipeline health, and track/report key activities and outcomes in CRM systems (e.g., Salesforce), ensuring data-driven decision-making.
  • Optimize account coverage and resource allocation by prioritizing high-value accounts, planning regular on-site visits, and leveraging digital engagement strategies to strengthen relationships.
  • Identify opportunities for cross-selling and upselling, introducing complementary products and services to deepen account penetration and strengthen long-term partnerships.
  • Collaborate with internal teams to develop tailored proposals, pricing strategies, and contract negotiations that align with customer needs and company objectives.
• Customer & Stakeholder Engagement (30%)
  • Cultivate and sustain strategic relationships with key researchers, KOLs, opinion leaders, and decision-makers across R&D, purchasing, legal, and finance functions.
  • Establish collaborative partnerships with shared resource facilities, core labs, and scientific teams to identify opportunities for research collaborations, product adoption, and joint scientific initiatives.
  • Serve as a trusted advisor to customers, providing insights, scientific guidance, and proactive solutions to address current and emerging challenges.
  • Deliver exceptional customer experience by anticipating needs, responding promptly to inquiries, and ensuring consistent, high-quality engagement across all touchpoints.
  • Partner with internal technical experts to provide scientific demonstrations, training, and troubleshooting, ensuring customers derive maximum value from CST products and services.
• Cross-Functional Collaboration (15%)
  • Collaborate with Sales, Product Management, Marketing, R&D, Legal, Finance, and international teams to execute strategic account initiatives and deliver high-impact customer engagement.
  • Serve as a voice of the customer, providing timely and actionable feedback to support product development, service improvement, and commercialization strategies.
  • Coordinate with technical/application scientists to develop customized scientific solutions, troubleshoot challenges, and ensure seamless execution of collaborative projects.
  • Act as a bridge between global and regional teams to ensure alignment on account strategy, key messaging, and deliverables.
• Market Intelligence & Strategic Insights (15%)
  • Continuously gather and analyze market intelligence, including customer trends, competitor activity, and emerging scientific needs, and communicate insights to internal stakeholders to influence strategy.
  • Identify and evaluate new business opportunities, including emerging scientific areas, unmet research needs, or adjacent market segments, to expand CST’s footprint.
  • Represent CST at scientific conferences, symposia, and customer meetings, building relationships, monitoring industry developments, and positioning the company as a thought leader.
  • Provide input on strategic planning and portfolio development, ensuring account strategies align with long-term company goals.
• Administrative & Compliance (10%)
  • Maintain accurate account records, pricing agreements, and contract documentation to ensure data integrity and organizational compliance.
  • Ensure all activities comply with ethical sales practices, contractual obligations, purchasing regulations, and internal policies.
  • Manage expense budgets and reporting, ensuring timely submission of travel, meeting, and project costs.
  • Track and report account metrics, performance indicators, and progress toward strategic objectives, supporting management decision-making.

Qualifications

• Bachelor’s degree in Life Sciences or a related field.
• 5+ years of experience in life science sales, preferably in pharma, biotech, or academic markets with antibody-based solutions.
• Proven track record of managing complex key accounts.
• Practical experience with common antibody applications (e.g., IHC, Flow Cytometry, ELISAs, High Content Imaging).
• Strong functional understanding of R&D, drug discovery and diagnostic workflows.
• Proven ability to manage complex sales environments and build long-term customer relationships.
• Excellent communication, presentation, and time management skills.
• Computer proficiency including Microsoft Office and CRM systems like Salesforce.com.
• Ability to travel regularly within the assigned territory, with occasional domestic/international travel.

Requirements

• Master’s or Doctorate degree in Biology or related field (ideally).
• Experience selling to both commercial biopharma and academic/government accounts (ideally).
• Familiarity with strategic selling methodologies and scientific collaborations (ideally).
• Demonstrated success in high-value solution and services selling (ideally).

Benefits

• Medical (BCBS) and Dental (Delta Dental) plans paid at 90%.
• Vision Insurance.
• Life Insurance, Short and Long Term Disability.
• Flexible Spending accounts.
• 401(k) Plan with 6% match.
• Tuition Reimbursement.
• Generous PTO package.
• Parental Leave.
• Pet Insurance.
• Employee Assistance Program.
• Onsite Subsidized Cafeteria.
• Free Parking.