Sr. Account Manager - Life Sciences

About USDM

USDM Life Sciences is a premier consulting company with 20+ years of experience assisting heavily regulated biotech, medical device, and pharmaceutical companies with their GxP technologies to accelerate growth. Our deep domain knowledge and technology expertise in life sciences business processes are what set us apart. From strategy to implementation and adoption, we have delivered thousands of GxP projects globally.

As part of the USDM team, you will have the opportunity to work with cutting-edge technologies through our many partnerships with companies like Microsoft, Google, Oracle, DocuSign, Box, and many more. From molecule to market, you will help connect technology, people, and data in new ways to generate real-time insights to improve business outcomes for USDM’s clients. Are you ready to make an impact and drive real digital transformation in life sciences?

Founded in Santa Barbara in 1999, USDM has grown into a progressive, global company with 300+ remote employees and offices throughout the US, Canada, and Germany.

Nature and Scope of Job

The Sr. Account Manager has a dynamic and strategic role, primarily focused on accelerating account growth through meticulous strategic account planning and proactive management of partner and marketing channels. This role will be responsible for managing key accounts, developing strategic relationships, and identifying opportunities for new business within those accounts. The ideal candidate will have a strong background in life sciences consulting, exceptional client management skills, and a deep understanding of GxP processes and compliance requirements.

Primary Responsibilities

Client Relationship Development:

• Gain deep familiarity with the consulting solution areas, and understand client needs and challenges to align company services to meet those needs.
• Maintains a volume of sales activity (Advances, Meetings, Opportunities Identified) to expand the footprint at a variety of accounts.
• Act as a subject matter expert and trusted advisor to clients, providing insights and recommendations.
• Develop and maintain strong, long-term relationships with stakeholders at all levels within client organizations.
• Travel and visit with accounts and determining amount of face time based on revenue size and potential.
• Remain creative in offering value to our customers (scheduling lunch and learns, networking events, etc.).
• Regularly gather feedback from clients to improve service offerings and client relationships.
  
  

Opportunity Management:

• Develop and manage robust call plans for all consulting meetings with customers.
• Facilitate and lead all sales meetings (Qualification, Pitch, Proposal Review).
• Properly qualifying opportunities, including understanding the urgency (driving need), the budget, the timeline, the competitive landscape and ensuring that we know the possible hurdles.
• Build the pipeline of contacts, leads and opportunities to achieve target quotas.
• Develop this pipeline through interaction and leadership for assigned accounts with business development, marketing, partner, and delivery teams.
• Properly qualifying opportunities, including understanding the urgency (driving need), the budget, the timeline, the competitive landscape and ensuring we know the possible hurdles.
• Managing a clean pipeline of opportunities in the forecast and reports on weekly progress (appropriate stage, advances, managing objections) in their accounts during weekly pipeline call.
  
  

Proposal Stage:

• Lead an internal team focused on creating “value & outcome-based” solutions that solve specific customer problems with options.
• Builds the proposal presentation to gain commitment and respond to any objections, and completes client need and scope sections before hand-off.
• Build the SOW and facilitate SOW internal review (Finance and Operations) and approval and negotiates with client to ensure USDM's risks are managed.
• Follow up on executed SOWs and Purchase orders, ensuring they are properly saved and securely archived.
• Once the client expresses interest (Best Case), communicates with Delivery to ensure resources are queued up.
  
  

Additional Responsibilities

• Works with Project Manager to create Change Requests from Projects when additional budget or period of performance change is needed.
• May work with Business Development Managers to get meetings with the customer, then tailor the offering of USDM for the customer’s unique need during the meeting.
  
  

Qualifications

• 8+ years of experience in account management within the life sciences consulting industry.
• Proven track record of managing and growing key accounts, achieving sales targets, and driving business growth.
• Strong understanding of GxP processes, regulatory compliance, and digital transformation in the life sciences sector.
• Excellent interpersonal, communication, and negotiation skills.
• Ability to think strategically and develop effective account plans.
• Strong project management skills, with the ability to oversee multiple projects simultaneously.
• Proficiency in CRM software, such as Salesforce, and Microsoft Office Suite.
• Willingness to travel as needed to meet with clients and attend industry events.
  
  

Education & Certifications

• Bachelor’s degree in Technology, Marketing, Business Management, or related field.
• Master’s degree or MBA preferred.
  
  

Working Conditions

The working conditions described here are representative of those that must be met by an employee to successfully perform the essential responsibilities and functions of the job, and are not meant to be all inclusive. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential responsibilities and functions of the job.

Unless reasonable accommodations can be made, while performing this job the staff member shall:

• Prolonged periods of sitting or standing at a desk and working on a computer in an environmentally controlled home office environment.
• Operate other office productivity machinery, such as a calculator, scanner, or printer.
• Frequently communicate with stakeholders via telephone, email, or instant message. Must be able to exchange accurate information in these situations.
• Travel to client site for onsite work as needed.
  
  

Equal Opportunity Statement

USDM Life Sciences is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Disclaimer

This job description is intended to describe the general nature and the level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. USDM Life Sciences reserves the right to amend and change responsibilities to meet business and organizational needs, as necessary.

W2 candidates only.

Salary/Hourly Rate Range (W2): USD 115500 - 173300

The base salary/hourly rate range represents the anticipated low and high end of the USDM’s compensation range for this position. Actual salaries/hourly rates will vary and will be based on various factors, such as the candidate’s qualifications, skills, competencies, and proficiency for the role. The compensation described above is subject to change and could be higher or lower than the range described based on market survey data or budget.

Full-time employees are eligible for health, vision, and dental insurance, life insurance, short and long-term disability, hospital indemnity, accident, and critical care coverage.

Both full and part-time employees, who are at least 21 years of age, are eligible to participate in USDM's 401k plan. Full and part-time employees may be eligible for paid time off.

All employees are eligible for USDM's rewards and recognition program.

For more details about our benefits, visit us at https://usdm.com/careers