SA50T1- Services Business Development and Account Manager

CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 115 years, has helped innovators mine, assess and apply that information to keep businesses thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.

CAS is currently seeking a Services Business Development and Account Manager. This position will be located in our headquarters in Columbus, Ohio.

Position Summary:

This position is a hybrid role comprised of account management and business development. The position is responsible for using multiple CAS products and services to develop solutions unique to client needs, including CAS Custom Services, CAS IP Services, SciFinder and STN. The position reports to the Director, Custom Services. The successful candidate will have sufficient knowledge of chemistry and CAS capabilities to effectively manage existing clients and develop new customer relationships.

Job Accountabilities:

• Cultivate and leverage relationships with decision makers, C-Suite Executives by managing and expanding account relationships with existing and new accounts (includes cross-selling, upselling, retention, conflict-resolution, and customer experience).to actively uncover a comprehensive approach to client problems and needs that can be solved by CAS.
• Develop relationships that are both deeper and wider, engaging with all cross-functional and business unit key decision makers and influencers. Effectively communicating the CAS value proposition amongst a wide variety of client personas, including technical experts, scientists, and executives. Collaborate with marketing on efforts to promote company services and capabilities to current and potential clients, partners, and consultants.  Create business cases to showcase the value of differentiated customized solutions.
• Conduct and/or oversee research on competition, spending trends, and potential partners.
• Develop a strategy to approach clients and execute building a robust pipeline to proactively advance and close opportunities to generate both short-term and long-term new revenue. Lead development of teaming agreements, evaluation of RFPs, preparation of written proposals, price-to-win strategies, and responses to interrogatories
• Establish a professional network through independent prospecting as well as collaborating with product sales representatives
• Identify and qualify opportunities that can be solved with CAS Custom Services
• Lead the efforts between the client and CAS IP Services Team and CAS Custom Services Solution and Execution teams to conceptualize, design, and deliver customized solutions that are achievable and profitable
• Effectively identify opportunities for customized solutions, qualify opportunities, and move qualified opportunities into the Solution phase
• Identify, communicate, and work through customer problems, issues, and opportunities.
• Attend business development networking opportunities, including association events, career fairs, workshops, industry days, and seminars.
• Manage project teams and supervise/lead the activities of others
• Other duties as required

 Qualifications:

• Bachelor’s degree in a science-related field, rich history with chemical applications or cheminformatics, advanced degree preferred
• Technical knowledge of science, information/intellectual property, and IT solutions service delivery is desirable. 8 or more years of successful track record of consultative sales and business development experience, including but not limited to active listening, territory management, prospecting, negotiation, product knowledge, and presentation skills.  Minimum two years in a lead position.
• Strong writing skills and experience creating compelling professional client proposals for customized solutions. Proven ability to conceptualize customized solutions and sell these solutions to clients
• Experience with science-related or AI solutions
• Experience with intellectual property
• Strong teamwork skills (expected to work with field sales representatives and sales management across different geographic reporting lines, domestically and internationally)
• Ability to work from home office
• Willingness to travel domestically and internationally – 30%
• Demonstrated experience with MS Office applications (specifically, excel, power point)

CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Disabled/Veteran