Job Type

Full-time

Description

Position Overview

The Key Accounts Manager is responsible for developing, managing, and growing strategic relationships with key and critical customers within an assigned territory. This position serves as the primary point of contact for assigned accounts and develops trusted relationships with customer stakeholders, decision-makers, and executive leadership.

The Key Accounts Manager is responsible for protecting and expanding existing business, improving account profitability, identifying new business opportunities, and securing long-term customer relationships. This role requires a strong understanding of each customer's business, operational requirements, purchasing needs, and growth opportunities to effectively communicate WestAir's value proposition and provide solutions that support both the customer and the Company's objectives.

Working cross-functionally with Sales, Operations, Marketing, and other internal teams in various regions, the Key Accounts Manager ensures customer expectations are effectively communicated, and solutions are delivered accurately, efficiently, and on time.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Manage and grow strategic Life Science accounts throughout California, serving as the primary point of contact for assigned customers.
• Develop new business with strategic prospects, competitive accounts, and early-life-cycle/start-up companies.
• Build trusted customer relationships, identify needs, increase wallet share, and negotiate long-term supply agreements.
• Promote WestAir's Life Science solutions, including bulk and microbulk gases, specialty and medical gases, equipment and piping systems, cryogenic and ultra-low-temperature freezers, and remote monitoring.
• Achieve established sales and gross profit growth objectives for assigned accounts and business development opportunities.
• Build and maintain a qualified sales pipeline while identifying market opportunities and gathering customer and competitive intelligence.
• Maintain accurate customer activity, opportunities, leads, and forecasts in HubSpot.
• Collaborate with Sales, Operations, Customer Service, Accounts Receivable, Marketing, and vendors to ensure successful delivery of customer solutions.
• Coordinate installations, equipment, and piping projects, and other customer requirements.
• Provide technical support to customers and the sales team as needed.
• Develop relationships with vendors, industry organizations, and strategic partners to support business growth.
• Track and report sales, pipeline, and account performance to Executive Management

Requirements

• Bachelor's degree or equivalent experience preferred
• 3+ years of B2B key account management, business development, or sales within the Life Science industry or a related technical market.
• Knowledge of gases, including pure gases and gas blends, and experience with cryogenic freezers, incubators, analytical equipment, or related life-science applications are preferred.
• Demonstrated ability to acquire new customers, expand existing accounts, and manage complex relationships.
• Strong consultative selling, communication, presentation, negotiation, and relationship-management skills.
• Technical aptitude with strong business and analytical skills.
• Ability to manage multiple accounts, projects, and opportunities with accuracy and attention to detail.
• Experience with CRM systems; HubSpot experience preferred.
• Ability to collaborate effectively across departments and coordinate internal and external resources.
• Valid Driver's license
• Solid computer skills and use of Microsoft Office Products, including Word and Excel

Supervisory Responsibility

This position has no supervisory responsibilities

Physical Demands

An employee must meet the physical demands described here to successfully perform the essential functions of this job.

While performing this job, the employee must stand for long periods, talk, hear, and use hands and fingers to operate a computer and telephone, keyboard reach, stoop, and kneel. This person must be able to lift, carry, or set down 50+ pounds. Specific vision abilities required by this job include close vision for computer work.

Travel

50% territory travel

Position Type and Expected Hours of Work

This is a full-time, exempt position. The position may require occasional work outside regular business hours to meet customer and operational needs.

Compensation and Benefits

• Eligible for Commission and Spiff variable plan compensation outlined in our plan documents
• Company-provided vehicle or auto allowance, in lieu of a vehicle.
• Company-provided cellphone and laptop
• Comprehensive benefits package:
  • Medical, dental, vision, life and disability insurance
  • Health Savings Account (HSA) and Flexible Spending Account (FSA)
  • Voluntary accident coverage, hospitalization plans, Employee Assistance Programs (EAP's), Wellness platform access
  • 401(k) + company match
• 7 company-paid holidays
• 3 weeks of paid time off (PTO) earned on an accrual basis
• Professional development opportunities and ongoing training
• Healthy work/life balance and a collaborative and inclusive company culture

The compensation range reflects WestAir's good-faith estimate for the base compensation expected at the time of posting. Compensation offered will be determined by the job-related factors, including skills, experience, qualifications, education, and geographic location.

This job description is not intended to be all-inclusive. An employee may perform other related duties as negotiated to meet the organization's ongoing needs.