Key Account Manager

Job Title: Key Accounts Manager, North East

Location: Remote, US (with 50-70% Travel). Must reside in the Greater Boston Area our office is located in Taunton, MA.

Company Overview:

Copia Scientific is a leader in providing certified pre-owned plate-based automation laboratory equipment, service, and integration. Our mission is to deliver high-quality, sustainable, and cost-effective solutions to the scientific community. Through our commitment to innovation and

sustainability, we empower our customers to optimize their laboratory operations while reducing costs and environmental impact.

We are seeking a Key Accounts Manager to join our growing team, drive strategic growth, and build enduring partnerships with key accounts across the biotech, pharmaceutical, and clinical sectors.

Job Overview:

The Key Accounts Director will oversee approximately 20-25 of Copia Scientific’s most significant clients, managing and expanding partnerships to achieve aggressive revenue targets.

This role will involve securing Master Service Agreements (MSAs), collaborating with internal teams to deliver tailored solutions, and representing Copia Scientific as a trusted advisor to key stakeholders.

This position offers an exciting opportunity for a motivated, entrepreneurial professional passionate about sustainability and laboratory innovation to play a pivotal role in our growth strategy.

Objectives of this Role:

• Develop and execute Copia’s key account growth strategy for certified pre-owned equipment, service, and integration, defining our value proposition, KPIs, and tracking methods to assess account success.
• Establish and expand formal partnership programs with key accounts to drive long-term value.
• Lead negotiations and execute master service and supplier agreements, building a foundation for sustainable revenue growth.
• Align with the marketing team and B2B partners to develop an account-based marketing strategy that resonates with strategic accounts.

Responsibilities:

• Serve as the primary contact and trusted advisor for executive-level stakeholders, fostering strong, long-term partnerships.
• Conduct regular, strategic on-site visits with key accounts to build relationships and identify growth opportunities.
• Develop and execute a key account growth plan, including strategies for securing MSAs, renewals, upsells, and cross-sells to consistently achieve or exceed revenue targets.
• Collaborate with cross-functional teams (e.g., product, marketing, customer support) to deliver customized solutions and ensure client satisfaction.
• Lead quarterly business reviews to align on goals, share insights, and report on growth metrics with both internal and external stakeholders.
• Track and analyze account performance metrics, market trends, and competitive landscape, refining strategies as needed to maintain a competitive edge.
• Provide ongoing updates on account status, growth projections, and strategic initiatives to senior leadership.

Qualifications:

• Bachelor’s degree in business, life sciences, or a related field (MBA preferred).
• Minimum of 8-10 years of experience in key account management, business development, or strategic sales within biotech, pharmaceutical, or clinical industries.
• Proven track record of exceeding revenue targets and negotiating MSAs or similar agreements.
• Familiarity with laboratory automation, plate-based equipment, and workflows is a strong plus.
• Proficiency in CRM tools (e.g., HubSpot) and analytics platforms.
• Exceptional communication, relationship management, and problem-solving skills.

Desired Skills & Attributes:

• Strategic thinker with a strong ability to identify growth opportunities and create actionable plans.
• Collaborative and self-motivated leader who thrives in a fast-paced, entrepreneurial environment.
• Passionate about sustainability and its role in advancing laboratory operations.
• Adaptable and resilient in navigating complex client needs and market challenges.

Travel Requirements:

• 50-70% travel is required, primarily within the western United States, including regular client visits and attendance at industry events. Typical travel duration ranges from 1-3 days per trip.

Compensation and Benefits:

Copia Scientific offers a competitive compensation package, including:

• $100,000 - $130,000 base salary and commission with on-target earnings at $180,000 - $210,000 total compensation.
• Comprehensive healthcare benefits and 401(k) matching.
• Competitive PTO and opportunities for professional growth.
• Mileage reimbursement.
• A collaborative and mission-driven culture that values sustainability and innovation.