The Key Account Manager is accountable for the end-to-end ownership, growth, and performance of assigned national and strategic accounts. This role drives revenue acceleration by executing a disciplined, consultative sales approach that aligns customer objectives with Neogen’s value proposition.
Serving as the general manager of the account, this role is responsible for developing multi-year growth strategies, building executive-level relationships, and leading cross-functional alignment across Sales, Marketing, Technical Services, and Operations to consistently deliver measurable customer and business outcomes.
Key Responsibilities
Account Ownership & Growth Strategy
- Own the strategic direction and commercial performance of assigned corporate accounts, including revenue growth, retention, and expansion.
- Develop and execute comprehensive account plans aligned to customer priorities, market dynamics, and Neogen growth objectives.
- Identify and prioritize high-value opportunities, whitespace, and cross-selling pathways across the portfolio.
- Deliver quarterly business reviews (QBRs) that reinforce value realization, ROI, and future growth strategy.
Customer Engagement & Value-Based Selling (CREATE / WIN)
- Establish and maintain multi-level relationships within customer organizations (Food Safety, Quality, Regulatory, Procurement, Operations).
- Lead a consultative discovery process to uncover customer pain points, business drivers, and strategic priorities.
- Translate insights into tailored solutions and value hypotheses that differentiate Neogen in competitive environments.
- Position Neogen as a strategic partner, not a transactional vendor, through consistent value delivery.
Pipeline & Forecast Discipline
- Build, manage, and maintain a robust, high-quality pipeline aligned to quota and growth targets.
- Execute rigorous pipeline management and inspection cadence, ensuring opportunity hygiene, stage accuracy, and forecast reliability.
- Lead the end-to-end sales cycle, from qualification through close, including deal strategy, negotiation, and risk mitigation.
- Apply defined go/no-go decision frameworks to prioritize resources and increase win probability.
Cross-Functional Leadership & Execution
- Coordinate cross-functional resources to deliver seamless customer execution, including Marketing, Technical Services, and Operations.
- Partner internally to deploy targeted campaigns, product launches, and account-specific initiatives that accelerate growth.
- Drive internal alignment and accountability to ensure execution against account plans and customer commitments.
Market Intelligence & Competitive Positioning
- Maintain deep understanding of industry trends, regulatory drivers, and competitive landscape.
- Leverage insights to refine account strategies, identify competitive threats, and improve win rates.
- Actively contribute to field intelligence and commercial feedback loops to inform broader go-to-market strategy.
Qualifications
- Bachelor’s degree in Food Science, Microbiology, Biology, or related field (or equivalent experience)
- 5+ years of demonstrated experience in in strategic or national account management
- Proven ability to manage complex, multi-stakeholder sales environments
- Experience with CRM systems (Salesforce, MS Dynamics) and pipeline management
Core Capabilities
- Executive-level communication and influence
- Value-based and consultative selling expertise
- Complex deal negotiation and strategy development
- Strong analytical mindset with disciplined pipeline management
- Ability to drive cross-functional alignment and execution
- High degree of ownership, accountability, and business acumen
Working Conditions
- Up to 75% travel supporting national account coverage
- Ability to manage a large, geographically distributed account base
- Flexible schedule to support customer engagements, events, and key initiatives
