Your Role:
The Pharma Key Account Manager (PKAM) is responsible for driving business growth and increasing Miltenyi Biotec's market share across assigned key account locations. Acting as the primary commercial interface at the local level, the PKAM works in close coordination with the Global Key Account Manager (GKAM) and collaborates closely with local Field Application Support teams. The role focuses on penetrating and expanding key accounts by positioning and selling the full breadth of the company's technologies, workflow solutions, and services, from early research through clinical development. The PKAM reports to the GKAM for the respective account and is an integral part of the Global Key Account Management organization.
Essential Duties and Responsibilities:
- Partner with the Global Key Account Manager (GKAM) to translate global strategy into high-impact site-level execution plans.
- Design and deliver site-level account plans that accelerate growth and expand share of wallet in line with global key account objectives.
- Anticipate customer needs and drive demand by positioning differentiated, end-to-end workflow solutions across research, translational, and clinical environments.
- Proactively originate and convert new business opportunities, applying a challenger approach to reshape customer thinking and create demand.
- Build, expand, and leverage a strong network of site-level stakeholders, including end users, influencers, and economic decision-makers.
- Orchestrate Field Application Support and cross-functional teams to deliver compelling value demonstrations, accelerate adoption, and maximize customer success.
- Act as the primary site-level coordinator across internal stakeholders, ensuring aligned, differentiated, and effective customer engagement.
- Generate and leverage deep customer intelligence (account mapping, buying dynamics, competitive positioning) to inform strategy and increase win rates.
- Identify, manage, and escalate site-level risks and issues in coordination with the GKAM.
- Own and deliver site-level commercial performance, including revenue growth, sales funnel development, forecasting, commercial proposals, and performance reporting.
Requirements:
- Bachelors degree in a scientific or technical field (e.g., Biology, Immunology, Biomedical Engineering), and at least 5 years in a customer-facing commercial role within life sciences, biopharma, biotech, or diagnostics industries.
- Proven track record of new business acquisition and revenue growth through hunting capabilities and door-opening initiatives.
- Strong experience in complex solution selling and account planning, demonstrating a?challenger mindset?to create and convert opportunities.
- Scientific fluency across research, translational, and clinical workflows, preferably with exposure to cell & gene therapy or advanced therapeutics markets.
- Demonstrated?relationship development and management?skills, building trusted networks with end users, influencers, and decision-makers at site/functional level.
- Proven?cross-functional collaboration skills, coordinating effectively with Field Application Support, Strategic Program & Supply Relationship management, service, marketing, and other stakeholders in matrixed environments.
- Exceptional?presentation skills,?negotiation skills, and ability to develop and articulate?compelling value propositions?with a?customer-centric mindset.
- Strong commercial acumen, including?opportunity qualification, competitive analysis, stakeholder mapping, and customer intelligence utilization.
- Self-driven?capable of managing multiple priorities in fast-paced environment.
- Willingness to travel extensively within assigned account geographies.
Mental Demands:
- Ability to organize/coordinate
- Problem Solve
- Perform with frequent interruptions
- Comprehend and follow instructions
- Independently make quick decisions to complex issues
- Analyze/Interpret data and information
- Make decisions using sound judgment
Physical Demands:
- Good eye/hand coordination
- Use keyboard/computer/phone
- Maintain stationary position
- Move/Traverse
Environmental Characteristics:
- Regular and predictable attendance
- Work irregular hours that often include nights and weekends
- Work in multiple locations
Travel Requirements:
The anticipated base salary for San Francisco Bay Area, CA has been established at $160,000 - $174,000/year. The anticipated base salary for outside the Bay Area range is $144,000 - $159,000. The total compensation of the finalist(s) selected for this role will be set based on a variety of factors, including but not limited to, internal equity, experience, education, specialization, skills, abilities, and training. The above total compensation represents the Company's good faith and reasonable estimate of the range of possible compensation at the time of posting. In addition to your salary, the Company offers a comprehensive benefits package including health, vision, and dental insurance, plus a 401(k) plan. All benefits are subject to eligibility requirements. Certain positions are eligible for additional forms of compensation such as bonuses, commissions, or car allowance.
Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
Miltenyi Biotec, Inc. is an EO Employer - M/F/Veteran/Disability/Sexual Orientation/Gender Identity.
Miltenyi Biotec, Inc. participates in E-Verify
The Company will provide reasonable accommodations to candidates and employees, unless doing so would impose an undue