Key Account Manager

Senior Key Account Manager

The Senior Key Account Manager acts as the strategic commercial link between Gene by Gene's high-value B2B partners and internal CAP/CLIA-certified laboratory operations. Joining a cross-functional team across commercial sales, lab ops, and bioinformatics, this role owns enterprise partner retention, drives revenue expansion across Next-Generation Sequencing (NGS) and SaaS diagnostic platforms, and translates complex client requirements into executable lab workflows.

• Relationship Management & Retention (30%)
• Primary Account Presence:
  Serve as the single point of contact and primary account lead across all client interactions; maintain continuous presence in every client meeting.
• Weekly Stand-Up Leadership:
  Organize, attend, and lead weekly operational stand-up meetings with key account teams to track active projects, resolve emerging blockers, and align on deliverables.
• Proactive Account Health:
  Monitor client turnaround times (TAT), sample intake queues, and customer support tickets to resolve disputes before they impact account satisfaction.
• Quarterly Business Reviews (QBRs) & Financial Management (25%)
• Q  Execution:
  Prepare and lead monthly, quarterly, and annual Business Reviews (QBRs/YBRs) with client executives and procurement leads.
• Data-Driven Reporting:
  Compile and present detailed Q  metric packages covering volume trends, unit pricing structures, assay SLAs, turnaround times, and contract compliance.
• Invoice & Payment Integrity:
  Review client payment history, monitor Days Sales Outstanding (DSO), address billing discrepancies, and ensure accounts remain current on all invoices.
• Intake, Account Upgrades & Cross-Functional Collaboration (25%)
• Identify cross-selling and upselling opportunities within existing accounts across Gene by Gene's product lines (e.g., transitioning genealogy or standard consumer accounts into advanced clinical sequencing or SaaS interpretation).
• Maintain an accurate pipeline forecast within CRM tools (e.g., Salesforce), tracking deal progression, sample volumes, and contract renewals.
• Collaborate with sales leadership to develop custom account plans aligned with revenue targets.
• CRM Pipeline & Strategic Planning (20%)
• Pipeline Forecasting:
  Maintain real-time pipeline accuracy in CRM tools (e.g., Zoho, Salesforce), tracking deal progression, sample volume projections, and upcoming contract renewals.
• Account Strategy:
  Develop custom multi-year account plans aligned with company revenue growth targets.
• Market Feedback:
  Gather partner feedback and genomic industry trends to inform internal pricing models, assay capacity planning, and service offerings.

• Lifecycle Account Ownership:
  Proven ability to manage high-touch B2B relationships from initial sales calls through onboarding, day-to-day operations, and executive reviews.
• Q  & Financial Acumen:
  Proficiency in analyzing account volume, pricing tiers, SLA data, and invoice/payment histories for executive Q  presentations.
• Technical Translation:
  Ability to translate lab capacities, NGS assay capabilities, and technical workflows into tailored commercial solutions.
• Cross-Functional Facilitation:
  Exceptional skill in leading inter-departmental meetings involving bioinformaticians, lab directors, 3PL/shipping leads, billing teams, and project managers.
• CRM & Platform Mastery:
  Proficiency in managing account pipelines and operational tracking within Zoho.
• Industry
  
  Experience:
  
  4 to 6+ years in commercial life sciences, molecular diagnostics, biotechnology, or reference laboratory services.
• Domain Focus:
  At least 3+ years specifically focused on B2B account management, Next-Generation Sequencing (NGS), or clinical diagnostic sales.
• Track Record:
  Demonstrated success leading client stand-ups, conducting executive QBRs, negotiating contract renewals, and managing upselling initiatives with Project Managers.
• Required:
  
  Bachelor's Degree in Life Sciences, Bioengineering, Business Administration, or related field.

• Internal:
  Laboratory Scientists & Directors, Bioinformatics Teams, Quality Assurance/Regulatory Compliance, Finance & Billing, Commercial Sales Leadership.
• External:
  Enterprise B2B Clients, Research Institutions, Healthcare & Clinical Providers, Procurement Leads, Third-Party Platform Partners.

At Gene by Gene, you'll join a mission-driven team advancing the science of genetics and discovery. You'll have the opportunity to shape meaningful…