Strategic Account Manager, CROs & Service Providers

Job Description

The Strategic Account Manager, CROs & Service Providers – Americas is responsible for managing and growing business with contract research organizations (CROs), contract manufacturing organizations (CMOs) and specialized service providers that deploy 10x Genomics single cell, spatial and in situ platforms on behalf of biopharma and academic customers. The role requires strong technical understanding of NGS, single cell and spatial genomics workflows, coupled with a proven track record of strategic account management in the life science tools or biopharma market.

Job Responsibility

Develop, execute and monitor an Americas-focused strategic account plan for assigned CROs, CMOs and service providers to meet revenue, platform adoption and strategic objectives
Build and manage executive-level and operational relationships at target accounts, positioning 10x Genomics as the preferred platform provider for single cell, spatial and in situ projects
Identify, qualify and close opportunities to place new instruments and expand consumables usage across oncology, immunology, neuroscience and other key therapeutic areas supported by CROs
Negotiate commercial agreements, preferred provider status and multi-site pricing frameworks that drive pull-through revenue and long-term account growth
Routinely forecast, monitor and manage sales pipeline, orders, revenue and selling expenses for the territory in accordance with assigned budgets and forecast expectations
Coordinate with regional Account Executives, Field Application Scientists and Service teams to ensure successful onboarding, training and scaling of 10x workflows at CRO and service provider sites
Drive high levels of interaction and engagement between Marketing, Product Management, Technical Support and the field sales team to align programs, launches and campaigns around CRO needs
Capture and communicate key customer insights, use cases, publications and competitive intelligence from CROs to inform product strategy and commercial planning
Ensure utilization and compliance with CRM (e.g., Salesforce.com) for opportunity management, forecasting and pipeline visibility across the Americas

Requirements

BA/BS in Life Sciences (e.g., Molecular Biology, Genetics, Biochemistry or related field)
Minimum 5 years of sales, marketing or equivalent commercial experience in the life science tools or biopharma industry, including capital equipment and/or complex workflow solutions
Minimum 3 years of strategic or key account management experience, ideally calling on CROs, biopharma or large multi-site research organizations in the Americas
Demonstrated success in meeting or exceeding sales targets, managing complex sales cycles and negotiating multi-stakeholder agreements

Nice to have

Strong technical knowledge of NGS, single cell and spatial genomics workflows and their application in drug discovery, translational research and clinical research
Proven ability to build relationships and influence at senior and operational levels within CROs, CMOs, biopharma and large academic medical centers
Ability to effectively communicate complex scientific and technical concepts to both technical and business audiences, in person and in writing
Experience working in a matrixed, cross-functional environment with field sales, marketing, applications support and service teams
Advanced degree (MS or PhD) in Life Sciences is preferred
Excellent written and oral English skills
proficiency in additional languages used in the Americas is a plus

What we offer

Equity grants
Comprehensive health and retirement benefit programs
Annual bonus program or sales incentive program
Generous time off
Competitive and comprehensive health benefits package
Family friendly policies like parental leave

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Strategic Account Manager, CROs & Service Providers – Americas

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