Account Manager

Company overview:

TraceLinks software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance visibility and decision making. It reduces disruption to the supply of medicines to patients who need them anywhere in the world.

Founded in 2009 with the simple mission of protecting patients today Tracelink has 8 offices over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC and for having a great company culture by Comparably.

Role Overview

The Account Manager is responsible for owning retaining and expanding a portfolio of TraceLink Enterprise customers within an assigned territory. This role is accountable for driving net revenue growth through renewals upsell and expansion by executing TraceLinks enterprise sales methodology value framework and defined sales process.

You will operate as a trusted advisor to Csuite and senior business leaders aligning customer strategic priorities to TraceLinks solutions and differentiated value. Success in this role requires strong account planning disciplined opportunity management and close collaboration with Marketing Business Development (ISR) and Solutions Consulting.

Responsibilities:

Account Ownership & Growth Strategy

• Own a defined portfolio of Enterprise accounts with full accountability for retention expansion and revenue growth

• Develop and execute accountlevel growth strategies aligned with customer business objectives TraceLinks value framework and regional sales priorities

• Build and maintain trusted executive relationships with economic buyers decisionmakers and key influencers

• Act as the primary point of contact and quarterback for the customer relationship

Sales Methodology & Process Execution

• Lead opportunities through TraceLinks endtoend enterprise sales process from discovery to close

• Conduct customercentric discovery to identify business problems value drivers and success criteria

• Translate customer needs into clear valuebased proposals tied to measurable outcomes

• Partner with Solutions Consultants to deliver compelling valueled demonstrations and presentations

• Drive effective deal qualification opportunity progression forecasting and close plans

Renewals Expansion & Retention

• Proactively manage renewals and contract extensions ensuring high retention rates

• Identify and execute upsell and crosssell opportunities within existing accounts

• Address customer risks requests and escalations in partnership with Customer Success and Support

• Ensure customers realize and articulate ongoing value from TraceLink solutions

Demand Generation & Pipeline Management

• Create and execute a Demand Generation plan for your account base in collaboration with SDRs and Marketing

• Actively participate in and lead targeted outbound and inbound demand generation activities

• Maintain a healthy wellqualified pipeline aligned to quarterly and annual revenue targets

• Accurately manage and document pipeline opportunities and forecasts in Salesforce

Collaboration & Feedback Loop

• Work crossfunctionally with Sales Marketing SDRs Solutions Consulting and Customer Success

• Share customer insights market feedback and competitive intelligence with internal stakeholders

• Contribute to continuous improvement of TraceLinks sales strategy and execution

What Success Looks Like

• Consistent achievement (or overachievement) of quarterly and annual revenue targets

• High customer retention and expansion rates

• Strong forecast accuracy and pipeline hygiene

• Clear evidence of valuebased selling and executivelevel engagement

• Trusted internal collaborator and external customer partner

Qualifications

Experience & Skills

• 4-6 years of B2B sales experience preferably in Enterprise SaaS or Cloud software

• Proven success managing complex multistakeholder sales cycles

• Demonstrated experience executing a structured sales methodology across the full sales lifecycle

• Strong ability to conduct valuebased discovery handle objections and close enterprise deals

• Experience owning renewals and expansion within existing customer accounts

• Proficiency with CRM tools such as Salesforce

• This is an on-site role based in Wilmington MA headquarters

Business & Communication

• Strong business acumen with the ability to engage credibly at executive level

• Excellent verbal written and presentation skills

Attributes

• Highly proactive selfdriven and resultsoriented

• Comfortable working autonomously within a fastpaced evolving environment

• Teamoriented mindset with strong collaboration skills

• Customerfirst mentality with a focus on longterm value creation

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