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The Key Account Manager is accountable for the end-to-end ownership, growth, and performance of assigned national and strategic accounts. This role drives revenue acceleration by executing a disciplined, consultative sales approach that aligns customer objectives with Neogen’s value proposition.
Serving as the general manager of the account, this role is responsible for developing multi-year growth strategies, building executive-level relationships, and leading cross-functional alignment across Sales, Marketing, Technical Services, and Operations to consistently deliver measurable customer and business outcomes.

Key Responsibilities

Account Ownership & Growth Strategy

• Own the strategic direction and commercial performance of assigned corporate accounts, including revenue growth, retention, and expansion.
• Develop and execute comprehensive account plans aligned to customer priorities, market dynamics, and Neogen growth objectives.
• Identify and prioritize high-value opportunities, whitespace, and cross-selling pathways across the portfolio.
• Deliver quarterly business reviews (QBRs) that reinforce value realization, ROI, and future growth strategy.

Customer Engagement & Value-Based Selling (CREATE / WIN)

• Establish and maintain multi-level relationships within customer organizations (Food Safety, Quality, Regulatory, Procurement, Operations).
• Lead a consultative discovery process to uncover customer pain points, business drivers, and strategic priorities.
• Translate insights into tailored solutions and value hypotheses that differentiate Neogen in competitive environments.
• Position Neogen as a strategic partner, not a transactional vendor, through consistent value delivery.

Pipeline & Forecast Discipline

• Build, manage, and maintain a robust, high-quality pipeline aligned to quota and growth targets.
• Execute rigorous pipeline management and inspection cadence, ensuring opportunity hygiene, stage accuracy, and forecast reliability.
• Lead the end-to-end sales cycle, from qualification through close, including deal strategy, negotiation, and risk mitigation.
• Apply defined go/no-go decision frameworks to prioritize resources and increase win probability.

Cross-Functional Leadership & Execution

• Coordinate cross-functional resources to deliver seamless customer execution, including Marketing, Technical Services, and Operations.
• Partner internally to deploy targeted campaigns, product launches, and account-specific initiatives that accelerate growth.
• Drive internal alignment and accountability to ensure execution against account plans and customer commitments.

Market Intelligence & Competitive Positioning

• Maintain deep understanding of industry trends, regulatory drivers, and competitive landscape.
• Leverage insights to refine account strategies, identify competitive threats, and improve win rates.
• Actively contribute to field intelligence and commercial feedback loops to inform broader go-to-market strategy.

Qualifications

• Bachelor’s degree in Food Science, Microbiology, Biology, or related field (or equivalent experience)
• 5+ years of demonstrated experience in in strategic or national account management
• Proven ability to manage complex, multi-stakeholder sales environments
• Experience with CRM systems (Salesforce, MS Dynamics) and pipeline management

Core Capabilities

• Executive-level communication and influence
• Value-based and consultative selling expertise
• Complex deal negotiation and strategy development
• Strong analytical mindset with disciplined pipeline management
• Ability to drive cross-functional alignment and execution
• High degree of ownership, accountability, and business acumen

Working Conditions

• Up to 75% travel supporting national account coverage
• Ability to manage a large, geographically distributed account base
• Flexible schedule to support customer engagements, events, and key initiatives

What We Offer

At Neogen we believe that taking care of our employees allows them to do their best work. When you join our team, you'll enjoy competitive benefits and the opportunity to make a meaningful difference every day.

Benefits include:

• Benefits starting on Day One – Medical, dental, and vision coverage begin on your first day of employment.
• 401(k) with company match – Invest in your future with retirement savings and company contributions.
• Paid Time Off (PTO) – Enjoy generous paid time off so you can rest, recharge, and spend time with those who matter most.
• Career Growth Opportunities – We are committed to promoting from within and providing the tools, training, and support to help you grow your career.
• Meaningful Work – Be part of a team whose work has a real impact on our customers, communities, and the world around us.
• Collaborative Culture – Join a team that values innovation, respect, teamwork, and continuous improvement.

Come build your future with us while making a difference every day.

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Come Be Part Of A Mission that Matters!

From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.