Job DescriptionJoin us as a Strategic Account Manager and play a key role in growing partnerships with government agencies and contract customers. In this high-impact position, you'll build and expand strategic relationships, identify customer needs, and deliver tailored solutions that drive revenue and long-term growth.Working cross-functionally with teams across product management, finance, quality, supply chain, compliance, and technical operations, you'll serve as a trusted advisor to customers while ensuring exceptional service and successful outcomes.
As a subject matter expert in government markets and solutions, you'll leverage your industry knowledge to support commercial teams, influence strategy, and help achieve ambitious growth objectives in a global organization.
To perform this job successfully, the Strategic Account Manager must be able to capably perform each of the following essential duties:
- Own and grow a portfolio of high-value government accounts, developing multi-year account strategies that drive profitable, sustainable growth.
- Hold responsibility for revenue, margin performance, and commercial outcomes across a multi-million dollar government portfolio.
- Take commercial ownership through pricing strategy, contract negotiation, and long-term agreements, ensuring value-based outcomes, margin protection, and aligned commercial terms.
- Leverage customer, market, and competitive insights to identify portfolio expansion opportunities and inform government strategy.
- Build and maintain trusted, senior-level customer relationships and act as a strategic partner shaping government program roadmaps, supply strategies, and long-term collaboration models.
- Translate complex customer requirements into scalable government programs, coordinating cross-functional teams to deliver compliant, on-time, and high-quality outcomes.
- Influence internal teams and priorities across manufacturing, quality, regulatory, supply chain, and product management to support strategic customer commitments.
- Provide senior-level oversight of demand forecasting, supply continuity, and lead proactive risk mitigation strategies including dual sourcing, capacity planning, and regulatory/change control management for critical government programs.
- Utilize business tools (SFDC) to maintain accurate records of sales activities, including customer interactions, sales pipeline, and revenue forecasts. Prepare updates for management such as Quarterly Business Reviews (QBRs) and Joint Business Planning Reviews (PBP), highlighting key performance metrics and achievements on a routine (weekly, monthly) basis.
Qualifications- B.S. in chemistry, physics, biochemistry, biology, or an equivalent scientific discipline.
- At least 5 years' experience in selling technical products used in research laboratories. Prior strategic account management experience dealing with centralized or global procurement organizations is strongly preferred.
- Deep understanding of global Analytical Instrument market and key laboratory workflows.
- Outstanding commercial awareness and planning abilities, with a proven track record meeting and exceeding sales targets.
- Demonstrated success navigating long sales cycles, complex stakeholder environments, and multi-year contract negotiations.
- Ability to develop and execute multi-year strategies for complex, high value private label accounts that drive profitable, long-term growth.
- Deep acumen and understanding of private label economics, including pricing, margin drivers, volume commitments, and long-term contract structures.
- Experience with customer relationship management platforms, such as Salesforce.com (SFDC).
- English fluency, with fluency or proficiency in other languages as a significant advantage.
- Willing to travel within Americas region and other global locations as required.
Interpersonal Competencies:- Build trusted relationships with senior customer stakeholders and operates as a strategic advisor, not a transactional seller.
- Proven capability to lead complex, high stakes negotiations and influence outcomes across customers and internal stakeholders without direct authority.
- Orchestrates manufacturing, quality, regulatory, supply chain, and product teams to deliver scalable, compliant private label programs.
- Anticipates and manages demand variability, capacity constraints, and operational risk to protect supply reliability for strategic customers.
Additional InformationWork Conditions and Environment- Travel & Time Expectations: Travel up to 30% of working time is expected. Maintain a valid driver's license.
- Work Setting: Home-based work environment possible, dependent on business needs.
What we offer (US based-employees):- Competitive compensation with strong bonus program
- Comprehensive medical, dental, and vision benefits for employees and dependents
- FSA/HSA Pre-tax savings plans for health care, childcare, and elder care
- Deductible Buffer Insurance and Critical Illness Insurance
- 401(k) retirement plan with matching employer contribution
- Company-paid short- and long- term disability, life insurance, and employee assistance program
- Flexible work options
- Pet Insurance for our furry friends
- Enhanced Parental leave of 8 additional weeks
- PTO that begins immediately
- Town Hall monthly meeting onsite/virtual, Cheer program where employees are recognized for outstanding work, Company wide social events, frequent catered lunches and much more!
