Key Account Manager

Company: Champions Oncology, Inc.

Reporting Location:

Remote

Reports To:

Senior Business Development Manager

Primary Objectives:

The Key Account Manager owns a portfolio of strategic pharma accounts end-to-end. This role will track, oversee and report on active preclinical studies, drive account expansion, and deepen relationships across stakeholders. The KAM will partner with business development, inside sales, Study Directors and Operations to ensure scientific excellence, on time delivery and increased share within assigned accounts.

Duties and Responsibilities

Account Leadership & Strategy

• Build and execute an account plan to achieve revenue targets, tracks competitor positioning, and risk mitigation.
• Map organizations: identify decision makers, influencers, champions, and procurement; maintain multi-thread coverage.
• Run regular business reviews with program roadmaps, and next-study recommendations.

Study & Delivery Oversight

• Track scope, timelines, milestones, and budgets across concurrent projects; escalate risks early.
• Initiate and manage amendments/change orders.
• Coordinate cross-functional teams to ensure scientific rigor and on-time delivery.

Growth & Pipeline Inside Accounts

• Generate new opportunities through strong understanding of account current and future needs.
• Identifies and drives to closure cross-sell/up-sell opportunities.
• Draft proposals with scientific teams; partners with BD on pricing and contracting; own renewals.
• Build trusted, multi-level relationships across all relevant business units within account including but not limited to R&D, Translational, Biomarkers, and Procurement.
• Coordinate lunch-and-learns/workshops, case-study briefings, and model/assay deep dives with BD and SMEs.
• Capture voice-of-customer insights to inform offerings and operational improvements.
• Maintain accurate CRM (contacts, activities, opportunities, forecasts).
• Provide weekly account health updates and reports.
• Collaborate with Marketing on application notes, data snapshots, and posters tailored to accounts.

Knowledge, Skills, and Abilities

Education & Experience

• MS/PhD preferred.
• 2-3+ years in Key/Strategic Account Management or Client Success within a preclinical CRO or oncology-focused vendor/biotech.
• Working knowledge of oncology preclinical research: PDX/PDXO, syngeneic/humanized models, endpoints.
• Experience scoping studies, writing SOWs, and managing amendments.
• Excellent stakeholder management and executive communication.
• Proficient with CRM (Salesforce/HubSpot), LIMS/ELN basics, project trackers (Smartsheet/Jira), and Excel.

Skills & Competencies

• Strong verbal and written communication skills with the ability to translate complex scientific concepts for commercial audiences.
• Proven track record in lead qualification and pipeline development.
• Proficient in CRM platforms, including but not limited to HubSpot, and LinkedIn Sales Navigator.
• Proficient in leveraging AI for lead generation.
• Highly organized with the ability to manage multiple priorities in a fast-paced environment.
• Self-motivated, results-oriented, and collaborative.

Physical Demands and Work Environment

• Must be able to sit for long periods of time using a computer in a typical office environment.