Key Account Manager, US Federal HHS

About us

We are Digital Science and we are advancing the research ecosystem.

We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all. We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community we tackle some of the biggest challenges to research. In order to achieve our vision, we need innovative, inspiring and dynamic people to join our team. Want to join us?

Your new role

The Key Account Sales Manager for the U.S. Department of Health and Human Services (HHS) is responsible for managing and growing a portfolio of high-value, high-potential client accounts for the products they represent.

This role involves developing and executing tailored sales strategies for HHS to drive revenue growth and ensure client satisfaction. The manager builds and maintains strong relationships with key stakeholders, acts as the primary point of contact for accounts for relevant products, and identifies and leads opportunities for new sales, upsells, renewals and cross-sells. The ideal candidate will possess a deep understanding of both account management and closing new business to achieve sales targets.

What you’ll be doing

Account Portfolio Management:

• Relationship Building: Develop and maintain strong, long-term relationships with key stakeholders across each account for relevant products, including procurement, budget stakeholders, business owners, key influencers, and decision-makers.

Strategic Planning and Execution:

• Sales Strategy Execution: Ensure the execution of developed sales strategies, objectives, and revenue goals for assigned HHS accounts.
• Strategic Account Plans: Develop and implement account-specific strategic plans aimed at maximizing client satisfaction and revenue growth.
• Revenue Forecasting: Provide accurate revenue forecasts based on the account’s performance and growth potential.
• Risk Management: Identify and mitigate potential risks that could impact client relationships, satisfaction, or company profitability/revenue.

Client Engagement and Solution Development:

• Key Point of Contact: Serve as a key point of contact for relevant products, supporting solution efforts to address client needs. In the context of implementation, onboarding, or client delivery projects, serve as an escalation point if the project breaks down due to a lack of client engagement or mismatched expectations.
• Cross-Functional Coordination: Coordinate the involvement of all necessary DS personnel, products, and services (from pre-sales support through implementation through customer success) to serve client needs effectively.
• Contract Management: Manage all aspects of contract negotiations and renewals.
• CRM Management: Maintain accurate records of sales activities, prospects, and deals using Customer Relationship Management (CRM) systems.
• Buying Cycle Knowledge: Maintain a deep understanding of the accounts' buying cycles and processes, including procurement and budget processes.

Sales and Revenue Growth:

• Responsible for new sales, upsells, renewals, and cross-sells within accounts for relevant products.
• Renewal Plans: Develop and execute plans to secure client contract renewals.
• Product Knowledge: Maintain deep knowledge of relevant DS products and services to identify, clarify, and validate opportunities across the account. Work closely with product specialist colleagues as needed and at critical points in the sales process.

Client Advocacy and Feedback:

• Client Advocacy: Encourage satisfied customers to become advocates for the company, potentially providing references, testimonials, and case studies.
• Feedback Collection: Gather feedback from customers and communicate it to product and service development teams, contributing to the enhancement of offerings based on customer needs.

Collaboration and Support:

• Cross-Functional Collaboration: Work with cross-functional teams within DS to provide updates on sales, product development requests, and customer success & support needs.
• Strategic Lead Generation: Collaborate with team members in Business Development Team and Marketing to identify new SQLs (Sales Qualified Leads) for assigned accounts.
• RFP/Tender Process: Contribute to the RFP/Tender process in coordination with the central RFP team and contribute to the completion of the RFP.

What you’ll bring to the role

• You will have extensive demonstrable experience of achieving sales targets & new business generation in a similar role or through experience supporting or managing research at the National Institutes of Health
• You have sold products which require the agreement of a range of stakeholders including senior management
• You have experience selling products and services similar to Digital Science offerings to US government agencies or using Digital Science offerings at any US Federal agency
• You have existing relationships in the US HHS, ideally in positions related to research, evaluation, library, or similar.
• You are experienced in supporting sales of information solutions/software (i.e., instead of content)
• Having worked in a matrix environment, you will have experience of supporting complex sales processes
• You have a working knowledge with mainstream CRM (e.g., Salesforce)
• You are a skilled negotiator and business leader
• A natural leader, you are able to motivate and lead your team to successful outcomes
• You will be a strong communicator and able to present your findings to a varied audience through written and verbal presentation
• You will be comfortable working in a fast paced, changing environment and utilize this to empower your career with us
• A naturally people-centric person, you excel in building and maintaining relationships
• You take initiative and have enthusiasm about your customers, your team and your business
• With exceptional organizational skills and business planning, you are able to both work and lead under pressure
• Detail oriented, you possess a high level of detail and data accuracy and ownership
• Experience of team leadership, coaching or mentoring is advantageous

Living our Values

We invest in, nurture and support innovative businesses and technologies that make all parts of the research process more open, efficient and effective.

The talent we secure is fundamental to us achieving our vision and our growth plans. The values we live by are:

We are brave in the pursuit of better

We are collaborative and inclusive

We are always open-minded

We are from and for the community

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.