Smithers Environmental Risk Sciences division is seeking applicants for a full-time Client Account Manager at our Wareham, MA location.
Job Summary
The Client Account Manager is responsible for converting qualified business opportunities into contracted revenue by leading the sales process from opportunity qualification through contract execution. This role owns the active pursuit of opportunities, develops compelling proposals, negotiates commercial terms, and closes new business. The Client Account Manager serves as the primary point of contact throughout the sales cycle, collaborating closely with Operations, Technical Experts, Finance, and Legal to deliver solutions that meet client needs while achieving company growth objectives.
Success in this role is measured by consistently winning new business, achieving win and revenue targets, maintaining a healthy sales pipeline, and providing an exceptional customer experience throughout the buying journey.
Key Responsibilities:
Sales Execution
- Own the sales process for qualified opportunities from handoff through contract execution.
- Develop and execute opportunity-specific sales strategies to maximize win rates.
- Build strong relationships with prospective clients and key decision-makers.
- Lead discovery meetings to understand customer needs, priorities, timelines, and decision criteria.
- Position the company's services and solutions to address customer challenges and business objectives.
- Coordinate internal resources to develop customized proposals, pricing, and technical solutions.
- Prepare and deliver persuasive presentations, proposals, and business reviews.
- Negotiate pricing, terms, and contracts while balancing customer satisfaction and company profitability.
- Close new business opportunities that achieve revenue objectives.
Opportunity Management
- Maintain an accurate sales pipeline and forecast within the CRM.
- Prioritize opportunities based on strategic value, probability of close, and revenue potential.
- Identify risks to closing opportunities and develop mitigation strategies.
- Ensure timely follow-up and consistent communication throughout the sales process.
Cross-Functional Collaboration
- Partner with Business Development to ensure seamless transition of qualified opportunities.
- Collaborate with Technical Subject Matter Experts to develop accurate, competitive solutions.
- Work closely with Operations to ensure proposed solutions are operationally feasible.
- Coordinate with Finance and Legal during contract review and negotiations.
- Support successful customer onboarding through effective transition to implementation and account management teams.
Customer Relationship Management
- Establish trusted advisor relationships with prospective clients.
- Understand customer business goals and identify opportunities for long-term partnerships.
- Represent the company professionally at customer meetings, industry conferences, and networking events.
- Gather market intelligence and customer feedback to support future growth strategies.
Performance & Reporting
- Achieve individual sales activity goals and regional/global revenue goals.
- Maintain accurate CRM records, forecasts, and sales reports.
- Monitor key performance metrics including conversion rates, proposal success, sales cycle length, and customer acquisition.
- Continuously improve sales effectiveness through coaching, training, and market knowledge.
Qualifications
- Experience using CRM systems (Salesforce, HubSpot, Microsoft Dynamics, or similar) or ability to learn quickly.
- Experience selling scientific, laboratory, technical, or professional services is preferred.
- Experience working in a life sciences or environmental sciences laboratory preferred.
- Ability to work in a fast-paced environment.
- Ability to manage multiple priorities simultaneously.
Smithers offers a comprehensive and competitive benefits program designed to support employees’ health, financial security, and overall well-being. Benefits include medical, dental, and vision coverage; health reimbursement and flexible spending accounts; wellness programs and health advocacy services; life, accidental death and dismemberment, and disability insurance; employee assistance and legal plans; pet insurance; participation in the Company’s retirement plan; and paid time off.
The salary range for this role is $65,000 - $85,000 gross pay per year, based on relevant experience, skills, and qualifications.
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