Key Account Manager - Biopharma

The Key Account Manager (KAM) is the primary relationship owner for a set of strategic accounts in Japan, covering a portfolio of scientific instruments, software and services relevant to Biopharma and Clinical Research workflows. The KAM builds and maintains relationships across all levels of the account, with a focus on key decision makers and top-tier Key Opinion Leaders (KOLs) (e.g., R&D, manufacturing, quality, procurement and executive stakeholders in Japan). The KAM is accountable for delivering profitable growth (orders, revenue and margin) in the assigned accounts through account planning, opportunity management and cross-functional execution with technical, application, service and marketing teams. The KAM reports to the Commercial Leader, Japan.

YOUR RESPONSIBILITIES
- Own the account strategy and territory plan for strategic Biopharma and Clinical Research accounts in Japan, aligned to customer priorities (e.g., process development, QC/QA, translational research, research support facilities).
- Build and expand long-term executive relationships and a strong KOL network; map stakeholders, influence structures and buying centers.
- Drive opportunity identification, qualification and pipeline management across the portfolio; ensure accurate funnel hygiene and forecasting (e.g., CRM systems).
- Lead the end-to-end sales process: customer discovery, solution design (with technical and application specialists), value-based proposals, quoting, negotiation and commercial closing.
- Coordinate cross-functionally (technical specialists, application support, service and marketing teams) to deliver best-in-class customer experience (demos, evaluations, implementation handover, service escalation) and execute account penetration/retention and ABM activities with measurable follow-up.
- Develop and maintain strong relationships with distributors, channel partners, and strategic collaborators where applicable, ensuring effective market coverage and execution within Japan.
- Build relationships with key pharmaceutical companies, biotechnology firms, CROs, and leading academic research institutions across Japan to identify long-term growth opportunities.
- Represent the organization at relevant scientific conferences, industry events, and customer seminars to strengthen brand presence and expand the network of key stakeholders.
- Monitor market trends, competitive activities, and funding priorities in the Japanese biopharma market and translate insights into actionable account strategies.

Employee Benefits:
Employment Type: Full time employee (正社員)
Office Location: Central Tokyo, Japan
Working Model: Hybrid, 2-3 days in office with flex time.
Interviews: 2-3
Budget: Annual Base Salary: 9M + Target Bonus: 20% (Total On-Target Compensation: 10.8M)
Welfare and Insurances: Covered

YOUR PROFILE
- Bachelor’s degree in Life Sciences, Bioengineering, Biotechnology or related scientific field; advanced degree (MSc/PhD) or MBA is a plus.
- 5?7+ years of experience in Key Account Management / Strategic Sales within life sciences, scientific instruments, research technologies or adjacent high-tech markets.
- Experience selling into regulated environments and research organizations and/or laboratories operating under quality and compliance standards (e.g., GxP).
- Proven experience working with healthcare, life sciences, research organizations, or academic customers in Japan.
- Experience collaborating with distributors, channel partners, or indirect sales models is highly desirable.
- Knowledge of the relevant industry ecosystem in Japan, procurement processes, and capital equipment sales cycles.

It would be a plus if you also possess previous experience in:
- Knowledge of scientific research and analytical technology workflows (e.g., digital imaging, data analysis, workflow automation, and related applications).